Event Details Date: Wednesday, June 17, 2026 Time: 12:00 PM – 2:00 PM
Location: Room C278, Incubator Room DARE District, Algonquin College, Ottawa
This is a Salesblazer Community Edition — which means the focus is on sales. Not just Salesforce configuration. Not just agile delivery. Sales: how reps win, how managers lead, how organizations build the systems and culture...
In-Person - Light Lunch, Networking + Two Guest Presentations
Zoom: Link Provided on registration
Cost: Free to attend. Lunch provided.
This is a Salesblazer Community Edition — which means the focus is on sales. Not just Salesforce configuration. Not just agile delivery. Sales: how reps win, how managers lead, how organizations build the systems and culture that make selling work at scale.
We have two guest speakers this session who bring that perspective from very different angles — one from inside a post-secondary institution running enterprise Salesforce, the other from one of the world’s leading professional bodies for salespeople. Together they make the case that great sales results don’t happen by accident: they happen when the right tools, the right territories, and the right professional standards are in place.
12:10 PM Institute of Sales Professionals — Matthew Nicole
12:20 PM Who Wants to Be a Product Owner? — Guy Ashby
1:15 PM Q&A + Open Discussion
1:30 PM Wrap-Up & Next Meeting Preview
2:00 PM Close
Who Wants to Be a Product Owner?
Guy Ashby — Manager, Enterprise Solutions (Salesforce), Algonquin College
Here’s a question that doesn’t get asked often enough: when your company decides to build or rebuild its sales territory model inside Salesforce, who actually owns that project? A developer? A project manager? An IT lead?
Guy Ashby’s answer is a sales manager — and this session makes the case for why. Drawing on a real case study from a seed sales organization covering Ontario and Quebec, Guy shows exactly what happens when territory design is left to default logic: reps end up on the wrong farms, high-value accounts get underserved, and the cost of a single misallocated field visit compounds across the entire year. The numbers are striking. The fix requires more than a Salesforce configuration — it requires someone who understands the sales motion well enough to define what “good” actually looks like.
The session walks through the full journey: from diagnosing a broken postal-code territory model, to segmenting customers by revenue potential, crop type, and visit frequency, to configuring Salesforce Territory Management in a way that reflects how field reps and KAMs actually work. Guy then introduces the agile project framework that makes it all deliverable — and explains why the Product Owner on that project should be someone who can translate real-world selling into system requirements, prioritize by revenue impact, and hold the line against scope creep.
Key themes for sales professionals in this session:
• Why territory design is a revenue decision, not an admin task
• How to segment customers so your best reps are in front of your best opportunities
• What Salesforce can (and can’t) do out of the box for sales territory management
• How a sales manager can — and should — lead a Salesforce implementation as Product Owner
• What it means to translate sales instinct into system logic that sticks
Matthew Nicole — President & CEO, Institute of Sales Professionals
Matthew Nicole, President and CEO of the Institute of Sales Professionals (ISP), joins us for a special Salesblazer Community Edition address. The ISP is one of the world’s leading professional bodies dedicated to raising standards in sales — advocating for ethics, professionalism, and continuous development across the sales community.
Matthew’s remarks will speak to what it means to treat sales as a true profession: one with its own standards, its own body of knowledge, and its own responsibility to the customers and organizations it serves. For Salesblazer community members, this is a timely conversation — the tools are getting smarter, but the fundamentals of professional selling matter more than ever.
Who Should Attend
• Sales managers, sales ops leaders, and revenue operations professionals
• Salesforce admins and architects working with Sales Cloud or Territory Management
• Field sales reps and KAMs who want to understand how their CRM should be working for them
• Anyone involved in Salesforce implementation projects who wants a stronger sales voice at the table
• Sales professionals curious about ISP accreditation and professional standards
• Students and early-career professionals building a foundation in sales and CRM
