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Sarah

Fricke

VP of Revenue Enablement

RingCentral

Sarah's life motto is "Make my life a story worth telling!" She has always been an avid adventure-driven person from living abroad in Italy and Barcelona to joining a fast growing start up! Sarah faces all life adventures with this same audacious spirit and loves helping those around her succeed – team members, clients, colleagues and partners. She does this by being inquisitive, listening, and leveraging data to help make informed business decisions. In Sarah's professional life she works for RingCentral advising senior commercial sales leadership on the strategic direction for sales to drive business results. This work includes implementing go-to-market strategy and facilitating cross functional alignment. Before RingCentral, Sarah ran enablement for the large enterprise team at Gartner and built inside sales teams for TrackMaven, Atlantic Media, and Vorsight.

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29 January 2026 11:15 - 12:00

Panel: What’s actually driving deal progression

Pipeline has become harder to build, harder to trust, and harder to convert. More activity isn’t solving the problem, and many teams are still figuring out what’s actually driving results in today’s AI-led market. This panel brings together revenue, enablement, and growth leaders to share what’s genuinely working right now - from outbound and signals to prioritisation and qualification. Expect a practical discussion focused on real examples, lessons learned, and the changes teams are making to improve pipeline quality and conversion. You’ll learn: - Where teams are seeing the biggest impact in pipeline generation today - What’s changed in how pipeline is built, prioritised, and qualified - What’s no longer working, and where teams are shifting their focus