2018 Successful Applications of Customer Analytics

Conference Agenda

The 2018 conference is a day-and-a-half event. The conference will take place on May 10th at the Inn at Penn. Some details regarding the agenda are TBD; check back soon for updates.
On May 9th, pre-conference technical workshops are available at an additional cost of $125 and are hosted on Wharton’s campus (you must register for the conference to be eligible to attend a pre-conference workshop). Use the buttons above to toggle between the schedules for each day.

Conference Schedule

Please note that our agenda is subject to change as more details and speakers are announced.

8:00-9:00 a.m.



Inn at Penn

9:00-9:15 a.m.


Welcome Remarks

9:15-9:30 a.m.


Dean’s Remarks
Dean Geoffrey Garrett
Dean of The Wharton School
Reliance Professor of Management and Private Enterprise

9:30-10:05 a.m.

deb.wahl 10.39.42 AM

Keynote Address

Driving Growth by Knowing Your Customer: Lessons in Using Data to Make a Difference
Deborah Wahl, Board Member Groupon, Mediaocean, former CMO McDonald’s USA
10:05 -10:20 a.m.  Q&A

10:20-10:50 a.m.


Morning Break

10:50 – 11:15 a.m.


Session #1 

11:15 – 11:25 a.m. Q&A

11:25 – 11:50 a.m.


Digital Transformation of Inside Sales at Microsoft
Co-presented by Arun Shastri, Principal, ZS Associates and Salman Mukhtar, Director, Microsoft

11:50 – 12:00 p.m.  Q&A

Presentation Description
Over the last year Inside Sales at Microsoft has been digitally transformed. A guided selling application provides sales representatives with scientifically generated insights and recommendations that help them attain quota and have relevant conversations with customers. It does so by providing sellers with the following:

a) Propensity driven recommendations on net new opportunities
b) Identification of Renewals that are off schedule
c) Nudges on accounts that not have been called recently

Each recommendation is based on analyzing 1000+ data points on each customer. The models are perhaps the easy part. How do you get these recommendations in the hands of a seller and get them to act? How do you design and execute Early Experiences?
Salman and Arun will discuss the journey on this most important initiative for Microsoft.

12:00 – 12:05 p.m.


Lunch Sponsor Presentation (This Sponsorship Opportunity is still available, email Rachel Dutcher at

12:05 – 1:15 p.m.



1:15 – 1:50 p.m.


Panel Discussion

1:50 – 2:05 p.m. Q&A

2:05 – 2:30 p.m.


Data-Powered Investing
Sajjad Jaffer, Founder and Managing Partner, Two Six Capital

2:30 – 2:40 p.m. Q&A

Presentation Description
A practical introduction to private equity diligence using big data to project revenue with 95-99% short-term accuracy.

2:40 – 3:10 p.m.


Afternoon Break

3:10 – 3:35 p.m.


Session #4 

3:35 – 3:45 p.m. Q&A

3:45 – 4:10 p.m.


Session #5 

4:10 – 4:20 p.m. Q&A

4:20 – 4:30 p.m.


Closing Remarks

4:30- 6:00 p.m.


Closing Reception