Member Driven Agenda:

CXO Panel: Orchestrating Growth in the Age of AI

FEATURED Speakers

Chris Mills

Chief Revenue Officer at ID.me

Craig Bowman

Senior Vice President, Global Public Sector at Trellix

Scott Barghaan

Senior GTM Strategist, Adjunct Professor at Kellogg School of Management

Chris serves as Chief Revenue Officer at ID.me, leading all revenue-generating functions across sales, customer success, alliances, and marketing for the digital identity network trusted by over 157 million users. A former Air Force officer and graduate of the U.S. Air Force Academy, Chris began his career in government innovation before moving into enterprise technology roles at Avaya, Cisco, and ServiceNow. He has since held multiple CRO positions, including leading ServiceChannel through a $1.2B exit, and brings over 25 years of experience building and scaling high-performing, customer-centric revenue organizations.

Craig serves as Senior Vice President at Trellix, where he leads global public sector sales across Federal, State and Local Government, Education, Healthcare, and international markets. With deep expertise in cybersecurity, cloud transformation, and secure software development, he began his career in the Intelligence Community supporting national security missions and has since held leadership roles at VMware, Verizon, and Adobe. A two-time founder and author of CRAFT: The CIA’s Secret Playbook To Unlock Unstoppable Sales Success, Craig brings a unique perspective at the intersection of cybersecurity, public sector innovation, and modern revenue leadership.

Scott brings over 25 years of commercial leadership experience across services, products, and indirect sales at global growth companies. He spent a decade at Salesforce, where he most recently led a 275-person global organization focused on seller productivity and sales transformation, and previously built the Travel, Transportation, and Hospitality vertical to $480M in revenue. Today, Scott is an Adjunct Professor at Kellogg School of Management, where he co-leads executive education on B2B marketing and selling systems, and advises AI startups backed by firms like Bessemer Venture Partners and Andreessen Horowitz. His work sits at the intersection of AI adoption, revenue growth, and modern customer value management.

From Early Adoption to Embedded Practice: How Appian Uses Value to Change Business Outcomes

FEATURED Speakers

Karl Hartmann

Senior Director, Value Engineering at Appian

Greta Peterman

Principal Business Value Engineer at Appian

What does it actually take to move value from a concept to something that shapes how deals are won and grown? In this session, Karl Hartmann, Senior Director, Value Engineering at Appian, and Greta Peterman, Principal Business Value Engineer at Appian, will walk through Appian’s journey from early adoption of value engineering to building a motion that is now consistently reinforced across sales and leadership. They’ll share how value became embedded into deal reviews and day-to-day workflows, shifting it from a one-off exercise to a core part of how teams operate. Along the way, you’ll hear how Appian ties business cases directly to win rates, deal size, and revenue impact, and how that shift has helped turn flat renewals into meaningful expansion.

Builder Labs Example Topics:

• Insight-Led Discovery: Using real customer data and AI-generated hypotheses
• Collaborative Value Design: Co-creating measurable value narratives with customers
• Continuous Value Realization: Moving from QBR reporting to always-on value accountability
• Expansion Anchored in Outcomes: Next-best outcome modeling vs. feature pitching
• AI-Augmented Orchestration: Designing human → agent → human workflows

Space is limited. Please RSVP to let us know you would like to attend. We hope to see you there!

If you have any questions, please reach out to community@ecosystems.io.