Date May 23 – 25

The largest event in Presales is BACK and bigger than ever! Join us for 3 epic days of all things Presales & Buyer Enablement. Featuring the freshest thought leadership, research and networking opportunities, this FREE event is one you won't want to miss. 

SPEAKERS
J.C John Care
John Care
Managing Director
Mastering Technical Sales
VIEW PROFILE
L.P Lori Payne
Lori Payne
Global Vice President, Presales
Blackline
VIEW PROFILE
T.J Todd Janzen
Todd Janzen
Global Vice President Of Q Branch
Salesforce
VIEW PROFILE
J.W Jessica Weiss
Jessica Weiss
Director, Sales Enablement and Training
Phreesia
VIEW PROFILE
G.H Garin Hess
Garin Hess
Founder & CEO
Consensus
VIEW PROFILE
S.N Sally Nowroozi
Sally Nowroozi
Principal CX Evangelist
Salesforce
VIEW PROFILE
K.S Kerry Sokalsky
Kerry Sokalsky
President & Founder
Presales Mastery
VIEW PROFILE
N.K Nicole Kustura
Nicole Kustura
Vice President, Solutions Engineering
ModMed
VIEW PROFILE
R.J Rebby John
Rebby John
Senior Director, Sales Engineering
Salesloft
VIEW PROFILE
L.V Lidia Vasileva
Lidia Vasileva
Solution Engineer
VMware
VIEW PROFILE
A.F Adam Freeman
Adam Freeman
Buyer Enablement Director
Adam.Freeman@theaccessgroup.com
VIEW PROFILE
J.H Julie Hansen
Julie Hansen
Founder
Performance Sales Training
VIEW PROFILE
J.L Julian Lywood
Julian Lywood
Director, Presales Technologies @ okta
Okta
VIEW PROFILE
A.B Amanda Bertucci
Amanda Bertucci
Sr Sales Engineer
Virtuozzo
VIEW PROFILE
R.D Rob Dean
Rob Dean
Head of Presales
The Access Group
VIEW PROFILE
A.H Annmary Holbrook
Annmary Holbrook
Vice President of Solution Consulting
Linq
VIEW PROFILE
S.W Steve Winward
Steve Winward
Technical Director
Microsoft
VIEW PROFILE
C.W Chris White
Chris White
Founder & CEO
Tech Sales Advisors
VIEW PROFILE
D.C Don Carmichael
Don Carmichael
Chief PreSales Evangelist
Winning Skills
VIEW PROFILE
L.R Leslie Ramey
Leslie Ramey
Director Solutions, US
Botify
VIEW PROFILE
C.W Chad Wilson
Chad Wilson
Vice President of Curriculum
2Win!
VIEW PROFILE
D.P Delia Parman
Delia Parman
Presales Leader
VIEW PROFILE
Z.L Zach Lawryk
Zach Lawryk
Head of Solutions Consulting
Rippling
VIEW PROFILE
M.M Malcolm Murphy
Malcolm Murphy
Sales Engineering Director
Mimecast
VIEW PROFILE
R.S Reyno Stol
Reyno Stol
Head of International Presales
ATOSS Software
VIEW PROFILE
K.W Kathryn Wilkins
Kathryn Wilkins
Sales Program Specialist, Technical Sales
Hyland
VIEW PROFILE
P.C Peter Cohan
Peter Cohan
Founder and Principal
The Second Derivative - Great Demo!
VIEW PROFILE
J.W Jamie Woodward
Jamie Woodward
Director Solutions Onboarding
Salesforce
VIEW PROFILE
E.B Eric Burns
Eric Burns
Principal Consultant
Interhouse Solutions
VIEW PROFILE
J.K Julia Klaric
Julia Klaric
Sr. Presales Solutions Engineer
Atlassian
VIEW PROFILE
B.O Brian Oehling
Brian Oehling
Global Head Presales, SMB
SAP Concur
VIEW PROFILE
S.J Sara Jones
Sara Jones
Global VP Presales
Zendesk
VIEW PROFILE
R.B Rob Beattie
Rob Beattie
Head of Sales Acceleration
ModMed
VIEW PROFILE
L.B Lisa Brookman
Lisa Brookman
UKI Value Solution Consulting Manager
Coupa
VIEW PROFILE
T.F Tony Francetic
Tony Francetic
Senior Manager, Solutions Consulting
Thomson Reuters
VIEW PROFILE
L.G Linda Glucina
Linda Glucina
Solutions Consulting Manager
MYOB
VIEW PROFILE
M.G Mark Green
Mark Green
Director of Presales & Buyer Enablement
Consensus
VIEW PROFILE
N.N Neal Niemiec
Neal Niemiec
Sr. Director Solutions Engineering
HeadLight
VIEW PROFILE
M.K Melissa Kellenberger
Melissa Kellenberger
Global Technical Sales Operations
Hyland Software
VIEW PROFILE
L.Z Loren Zadecky
Loren Zadecky
Head of Partnership Governance and Strategy
KeyBank
VIEW PROFILE
N.B Natasja Bax
Natasja Bax
Founder and trainer
The DemoScene
VIEW PROFILE
P.P Patrick Pissang
Patrick Pissang
Founder & Lead Trainer
Sales Hero GmbH
VIEW PROFILE
J.C John Cook
John Cook
VP of Marketing
Consensus
VIEW PROFILE
D.L Duston Littlefield
Duston Littlefield
NA Director & GPL, Pre-Sales
Sovos Compliance LLC
VIEW PROFILE
T.B Tomas Berry
Tomas Berry
Sr. Value Solutions Consultant
Coupa Software
VIEW PROFILE
M.T Mike Trionfo
Mike Trionfo
Chief Product and Technology Officer
Consensus
VIEW PROFILE
R.W Ron Whitson
Ron Whitson
Vice President - Global Presales Services (GPS)
Seismic
VIEW PROFILE
G.W Greg Wiley
Greg Wiley
Sales Engineering Manager
Splunk
VIEW PROFILE
A.F Art Fromm, Principal, TSD 🟢
Art Fromm, Principal, TSD 🟢
Principal
Team Sales Development
VIEW PROFILE
D.N Doug Nuernberger
Doug Nuernberger
Director, Solutions Consulting
Sage
VIEW PROFILE
M.D Michael Dart
Michael Dart
CSM
Consensus
VIEW PROFILE
B.Z Brian Zurcher
Brian Zurcher
Sr. Director of Product
Consensus
VIEW PROFILE
J.S Justin Simon
Justin Simon
Director of Sales
SAP Concur
VIEW PROFILE
M.S Mike Shedd
Mike Shedd
Sr. Account Executive
SAP Concur
VIEW PROFILE
D.F David Friedland
David Friedland
Sr. Manager, Presales Engineering
Everbridge
VIEW PROFILE
E.M Erin McDaniel
Erin McDaniel
Strategic Account Executive
SAP Concur
VIEW PROFILE
H.A Henrik Aaheim
Henrik Aaheim
Senior Demo Automation Strategist
Salesforce
VIEW PROFILE
A.D Andrea Dade
Andrea Dade
Technical Account Manager
Consensus
VIEW PROFILE
M.C Matt Carlson
Matt Carlson
Technical Account Manager
Consensus
VIEW PROFILE
N.M Nicole Mitchell
Nicole Mitchell
Vice President Sales
NextGen Healthcare
VIEW PROFILE
M.M Matt McGowan
Matt McGowan
Manager, Americas FAS
Revvity Signals Software
VIEW PROFILE
C.C Caleb Conners
Caleb Conners
Client Success Manager
Consensus
VIEW PROFILE
C.L Charlie Lytle
Charlie Lytle
Manager, Solutions Consulting
Blackbaud
VIEW PROFILE
S.W Susan Walters
Susan Walters
Principal Solutions Consultant
Frontline Education
VIEW PROFILE
L.D Lindsay Dougherty
Lindsay Dougherty
Account Executive
Consensus
VIEW PROFILE
K.E Kacie Emeigh
Kacie Emeigh
Sales Engineer
Siteimprove
VIEW PROFILE
R.K Rob Key
Rob Key
Senior Solutions Engineer
Flexera
VIEW PROFILE
E.J Elie Jermanous
Elie Jermanous
Director, Sales Engineering
Sovos
VIEW PROFILE
AGENDA
All Tracks Leader A Leader B Leader C Individual Contributor Client Track 1 Client Track 2
May 23
2:00 PM - 3:00 PM UTC
Keynote | Filming Five Rocky’s with One Stallone - Leveraging Consensus’ Value Proposition to Win Friends and Influence People

Everyone in your company’s Sales and PreSales orgs, plus most of their supporting functions, stand to benefit from leveraging demo automation, buyer enablement, and using Consensus - they might...

Henrik Aaheim
H.A Henrik Aaheim
3:00 PM - 4:00 PM UTC
How AEs Leverage Consensus
Lindsay Dougherty
L.D Lindsay Dougherty
3:00 PM - 4:00 PM UTC
Consensus Storyboarding: Getting the Juices Flowing

"I don't know where to start?" Has this question ever popped up when talking about putting together a new Consensus demo? In our organization it did, and storyboarding was the the answer to get things...

Melissa Kellenberger
M.K Melissa Kellenberger
4:00 PM - 5:00 PM UTC
SFDC 11.0 Configuration Overview

In this session, we will walk through Consensus's Salesforce integration and we will highlight the latest and greatest of our brand new Salesforce 11.0 Integration. We will cover how our Salesforce integration...

Andrea Dade
A.D Andrea Dade
Matt Carlson
M.C Matt Carlson
4:00 PM - 5:00 PM UTC
Adoption | How to Get Cross Functional Buy-in From Your Presales Team

Adoption is key to a successful business & vendor relationship.  The first step of adoption is developing solution champions. Learn more about measuring adoption – the key to inspecting...

Nicole Mitchell
N.M Nicole Mitchell
5:00 PM - 6:00 PM UTC
Grow your PreSales impact and reach with Consensus

With Consensus, Blackbaud was able to grow their impact and reach to their internal customers; Sales and their external prospects. And your PreSales team will love the shift to more strategic/consultative...

Charlie Lytle
C.L Charlie Lytle
5:00 PM - 6:00 PM UTC
How to Get Started Fast with Consensus

You’ve kicked off the procurement process and the Consensus licenses are going to land on your desk soon. Time to celebrate? Nope. (Ok. Just a little.) Expectations are high. You’re already...

Matt McGowan
M.M Matt McGowan
Caleb Conners
C.C Caleb Conners
6:00 PM - 7:00 PM UTC
Consensus Tours
Mike Trionfo
M.T Mike Trionfo
Brian Zurcher
B.Z Brian Zurcher
6:00 PM - 7:00 PM UTC
Building Leadership Advocates!

“Buying in” to an idea requires stakeholders to be committed and supportive of a project’s success. Learn six key strategies that will not only create leadership advocates, but also...

Susan Walters
S.W Susan Walters
7:00 PM - 8:00 PM UTC
Using Consensus to Create Multiple Touch Points’ in sale cycles

How to use consensus to create multiple touch points within your sale cycles to expand the conversation and value of what your selling.

Kacie Emeigh
K.E Kacie Emeigh
7:00 PM - 8:00 PM UTC
How Presales Can Encourage Sales to Send DemoBoards
Rob Key
R.K Rob Key
8:00 PM - 9:00 PM UTC
Customer Game + Raffle + Announcements
May 24
2:00 PM - 3:00 PM UTC
Keynote: Owning Your Power | Expectations versus Reality

Presales power is limited only by your understanding of influence with both internal and external stakeholders.
 
Whether you are a presales leader or individual contributor, your presales power is...

Lori Payne
L.P Lori Payne
Garin Hess
G.H Garin Hess
3:00 PM - 4:00 PM UTC
Driving Sales Excellence: The Winning Combination of PreSales and Buyer Enablement KPIs

In today's highly competitive business environment, companies must focus on optimising every stage of the revenue cycle to stay ahead of the game. That's where PreSales and Buyer Enablement KPIs come...

Adam Freeman
A.F Adam Freeman
3:00 PM - 4:00 PM UTC
Panel | Team Optimization in a Down Economy
Zach Lawryk
Z.L Zach Lawryk
Malcolm Murphy
M.M Malcolm Murphy
Mark Green
M.G Mark Green
Natasja Bax
N.B Natasja Bax
Art Fromm, Principal, TSD 🟢
A.F Art Fromm, Principal, TSD 🟢
3:00 PM - 4:00 PM UTC
Clear, not Clever - How to Leave a Lasting Impression By Having People Understand You and Your Product

In our B2B SaaS, technology-heavy world we overcomplicate things to the extreme. Even in that first sentence - acronyms. Then we add technical jargon, buzzwords, fancy diagrams and smooth animations.
We...

Lidia Vasileva
L.V Lidia Vasileva
4:00 PM - 5:00 PM UTC
You're so... Valuable - Demonstrable Benefit for Every Buyer

Buyers in 2023 say they are more cost-conscious than ever but are they really?
 
Forget features, possibilities and competitiveness - the only thing that matters now is Value. During disruptive times,...

Reyno Stol
R.S Reyno Stol
4:00 PM - 5:00 PM UTC
Business Value and Demo Vignettes - Prepared for Detours!

A key point of maturity for a Sales Organization is when they can articulate the business value propositions of their solution. The next step is creating demo flows that correctly show these features...

Eric Burns
E.B Eric Burns
4:00 PM - 5:00 PM UTC
Panel | The AE:SE Relationship
Julia Klaric
J.K Julia Klaric
Loren Zadecky
L.Z Loren Zadecky
Justin Simon
J.S Justin Simon
Mike Shedd
M.S Mike Shedd
David Friedland
D.F David Friedland
Erin McDaniel
E.M Erin McDaniel
4:00 PM - 5:00 PM UTC
2023 Sales Engineering Workload & Compensation Report

John Cook takes us through the 2023 iteration of the Sales Engineering Compensation and Workload Report.

John Cook
J.C John Cook
5:00 PM - 6:00 PM UTC
Do you actually help your buyers? The Buyer Enablement 'Credit Score'.

As the shift from siloed presales to full-journey buyer enablement continues unabated, vendors must now understand their impact across a far wider spectrum of activities. The maturity of a vendors support...

Mark Green
M.G Mark Green
5:00 PM - 6:00 PM UTC
Elevate Your Influence with Virtual Executive Presence

Executive presence, the ability to inspire, influence and communicate with credibility is vital whether you’re a salesperson or a sales leader, however it is perceived very differently in a virtual...

Julie Hansen
J.H Julie Hansen
5:00 PM - 6:00 PM UTC
Navigating the Storm: Timeless Strategies for Thriving in Crisis

Presales Practitioners, don't let the economic crisis and layoffs bring you down! Join Patrick Pissang, Sales Engineer trainer and author of The Social Sales Engineer, as he shares timeless principles...

Patrick Pissang
P.P Patrick Pissang
6:00 PM - 7:00 PM UTC
Panel | 3 Leaders 3 Tech Stacks
Rebby John
R.J Rebby John
Rob Dean
R.D Rob Dean
Chris White
C.W Chris White
Greg Wiley
G.W Greg Wiley
6:00 PM - 7:00 PM UTC
One Avenue is Never Enough: Aligning Internally to Get Prospects Interested

Utilizing a multi-pronged demand gen strategy leveraging digital video content to engage prospects.  How we align our Solutions Consultants, Marketing, SDR, and Sales Teams to get prospects interested....

Nicole Kustura
N.K Nicole Kustura
Rob Beattie
R.B Rob Beattie
6:00 PM - 7:00 PM UTC
Supporting Sales in Expanding the People Map: Addressing Common Objections

During this session, we will review techniques for successfully maneuvering the prospects’ organizational chart that help your sellers reframe their approach in favor of the customers’ best...

Jessica Weiss
J.W Jessica Weiss
6:00 PM - 7:00 PM UTC
How Can ChatGPT Change Your Presales Strategy

ChatGPT is quickly changing how people are expecting to get their information. Additionally, sales teams are seeing real benefits in helping to find and curate relevant and meaningful information to change...

Neal Niemiec
N.N Neal Niemiec
7:00 PM - 8:00 PM UTC
Should PreSales Train Sales: Positives and Potential Pitfalls

When PreSales assumes the role of training sales, trust and partnership can be at risk. Join Tony Francetic, Senior Manager of Solutions Consulting at Thomson Reuters, as he discusses the benefits and...

Tony Francetic
T.F Tony Francetic
7:00 PM - 8:00 PM UTC
The Art of Selling Without Showing

Presales is the process of demonstrating the capabilities and value of a product or service to potential customers before a sale is made.  While a demo can be an effective way to showcase this, it...

Sara Jones
S.J Sara Jones
7:00 PM - 8:00 PM UTC
Experience a Consensus Demo
Doug Nuernberger
D.N Doug Nuernberger
Michael Dart
M.D Michael Dart
7:00 PM - 8:00 PM UTC
Negotiation And The Sales Engineer

Wait! I’m an SE, I’m technical, I don’t negotiate. Salespeople negotiate over price, discounts, legal terms and who pays for lunch. 
That’s not my job. Well, actually it is....

John Care
J.C John Care
8:00 PM - 9:00 PM UTC
How to Lead a Buyer Enablement Revolution

You’ve seen the light of Buyer Enablement and Consensus, it’s waking you up at night, it’s in your dreams, and frankly there is no going back to the old way of selling. It suddenly dawns...

Todd Janzen
T.J Todd Janzen
8:00 PM - 9:00 PM UTC
Rise Above the Noise: Creating a Compelling and Memorable Demo

Our audiences are seeing multiple presentations and in many cases, they start to sound and look the same. Join Ron in this session to discover his techniques for crafting and delivering demos that will...

Ron Whitson
R.W Ron Whitson
8:00 PM - 9:00 PM UTC
Thirty Seconds to Sold - Crafting Success Stories that Convert

Social Proof is critical to convincing prospects your offering is the best solution for them. Cut through the distractions with succinct success stories that highlight how your tool has provided value...

Leslie Ramey
L.R Leslie Ramey
8:00 PM - 9:00 PM UTC
SC Community 360 - How to scale the SC Function in other Teams

We often talk about the 360 for Customer Experience but now there is 360 for the Solution Consulting Community Experience. This presentation explains how to successfully extend and scale the SC function...

Linda Glucina
L.G Linda Glucina
May 25
2:00 PM - 3:00 PM UTC
Keynote | Busting the Bull on Buyer Enablement: What Research Actually Says About How Enabling Buyers Shortens the Sales Cycle

The term "buyer enablement" is now bandied about as a catch phrase by many who know very little about it. Join author and thought leader Garin Hess on an interactive journey (and some fun-spirited competition)...

Garin Hess
G.H Garin Hess
John Cook
J.C John Cook
3:00 PM - 4:00 PM UTC
The End of Live Demonstrations and the Rise of the Influencer, Consultant, Advisor, Coach & Video Creator Role

How does a pile of dirty clothes explain the fundamental flaw in how we're still doing demonstrations and Proof of Concepts/Value/Success (PoC/PoV/PoS)? Will you ever look at your washing machine the...

Don Carmichael
D.C Don Carmichael
3:00 PM - 4:00 PM UTC
From Theory to Practice: Best Practices to Grow as a Professional and to Build a Successful Presales Team

You want to become a better professional, you want to build a successful team… how do you apply the theory we see in books to real-life practice? In this session, I would like to cover the methods...

Amanda Bertucci
A.B Amanda Bertucci
Mark Green
M.G Mark Green
3:00 PM - 4:00 PM UTC
Does it Always Need a Demo? Take your conversation to the next level.

Many people think that Presales consultants always do a demo. Often even Presales consultants think about themselves that they always need to do a demo. What if the customer does not want to see a demo?...

Julia Klaric
J.K Julia Klaric
3:00 PM - 4:00 PM UTC
One Click Demo: Our Story of empowering anyone, anywhere, anytime to create hands-on demos in just one-click
Julian Lywood
J.L Julian Lywood
4:00 PM - 5:00 PM UTC
What Most SEs Get Wrong: Top Coaching Tips to Improve Your Next Demo

Want to know where most demos fall short?
 
Presales Mastery reviews and coaches hundreds of demos a year, providing multiple types of feedback, including scoring every demo against our 103 metric...

Kerry Sokalsky
K.S Kerry Sokalsky
4:00 PM - 5:00 PM UTC
Quotas Aren't Evil

A quota-based commission/bonus plan is the best compensation plan to incent PreSales professionals to become high performing trusted advisors.  We will discuss how quota-based models are more effective...

Delia Parman
D.P Delia Parman
4:00 PM - 5:00 PM UTC
A Blueprint for SE 1:1s

1:1 meetings are valuable time for you and your reports. Too valuable to leave to chance; yet that's what many leaders do.
 
In this session, I'll share a structure that I've used across multiple roles...

Malcolm Murphy
M.M Malcolm Murphy
4:00 PM - 5:00 PM UTC
Deep Dive Discovery Best Practices

Review proven Best Practices in executing a Technical Deep Dive Discovery. We will 'rapid fire' many Pre-Sales soft and hard skills, processes, best ways in working with your Account Executive counter...

Elie Jermanous
E.J Elie Jermanous
5:00 PM - 6:00 PM UTC
Improving Precision to Accelerate Deal Progression

Seeing how the presales community has matured over the years has been great. While we still see people move into “demo” roles for the first time, our ranks also have a broad depth of experienced...

Chad Wilson
C.W Chad Wilson
5:00 PM - 6:00 PM UTC
Sales or Engineer? Play to your strengths!

While there's always a balance in a Pre-Sales role, some of us are naturally more Sales or more Engineer! We'll talk about how we make it work; how do you leverage your own strengths to make you the best...

Duston Littlefield
D.L Duston Littlefield
5:00 PM - 6:00 PM UTC
If Only I Knew Then What I Know Now About Demo Automation!

Congratulations! You’ve taken the big leap to include video demos in your sales process! You are bursting with excitement and can’t wait to get the ball rolling! Suddenly, you are hit with...

Susan Walters
S.W Susan Walters
6:00 PM - 7:00 PM UTC
The Six Habits in a post-COVID, Presales Automation World

The widely acclaimed Six Habits of Highly Effective Sales Engineers was published in the summer of 2019.  Since then, we’ve experienced a global pandemic – which changed the world forever,...

Chris White
C.W Chris White
6:00 PM - 7:00 PM UTC
Consensus Case Study: Implementation and Rollout - Lessons Learned

Hyland began their pilot program of Consensus in early 2022 and rolled the platform out to Presales and Sales in September/October 2022. In this session we will discuss lessons learned from our successful...

Kathryn Wilkins
K.W Kathryn Wilkins
Melissa Kellenberger
M.K Melissa Kellenberger
6:00 PM - 7:00 PM UTC
Panel | Essential SE's: Whom Presales leaders are hiring and keeping
Lori Payne
L.P Lori Payne
Brian Oehling
B.O Brian Oehling
Tony Francetic
T.F Tony Francetic
John Cook
J.C John Cook
Ron Whitson
R.W Ron Whitson
7:00 PM - 8:00 PM UTC
What Makes a Technical Sales Presentation Great?

When preparing for a technical sales presentation there are a lot of elements to consider. But what are the most important areas to focus on? How do you go about differentiating yourself amongst the rest...

Steve Winward
S.W Steve Winward
7:00 PM - 8:00 PM UTC
Joyism - How Play is shaping the Future of Experiences
Sally Nowroozi
S.N Sally Nowroozi
7:00 PM - 8:00 PM UTC
Doing Discovery & Great Demo! Gold Nuggets – A Selection of Refined Best Practices

Choose your own adventure! We’ll use The Menu Approach to build the agenda for this unique session dynamically – you’ll make the choices!
 
Here’s the collection of choice chunks...

Peter Cohan
P.C Peter Cohan
7:00 PM - 8:00 PM UTC
Working together seamlessly as a Sales AND Presales Team

Did you know in independent studies with client stakeholders, Presales Resources were seen as providing 2 TIMES more value during the sales engagement than Sales Reps, yet traditional sales methods and...

Art Fromm, Principal, TSD 🟢
A.F Art Fromm, Principal, TSD 🟢
8:00 PM - 9:00 PM UTC
Keynote: Panel | Artificial Intelligence
Adam Freeman
A.F Adam Freeman
Julie Hansen
J.H Julie Hansen
Julian Lywood
J.L Julian Lywood
Don Carmichael
D.C Don Carmichael
Sara Jones
S.J Sara Jones
Powered by
Profile