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
Avatar of John Care JC
John Care
Managing Director
Mastering Technical Sales
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Avatar of Lori Payne LP
Lori Payne
Global Vice President, Presales
Blackline
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Avatar of Todd Janzen TJ
Todd Janzen
GVP Solution Engineering
Salesforce
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Avatar of Jessica Weiss JW
Jessica Weiss
Director, Sales Enablement and Training
Phreesia
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Avatar of Garin Hess GH
Garin Hess
Founder
Consensus
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Avatar of Sally Nowroozi SN
Sally Nowroozi
Principal CX Evangelist
Salesforce
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Avatar of Kerry Sokalsky KS
Kerry Sokalsky
President & Founder
Presales Mastery
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Avatar of Nicole Kustura NK
Nicole Kustura
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Avatar of Rebby John RJ
Rebby John
Senior Director, Sales Engineering
Salesloft
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Avatar of Lidia Vasileva LV
Lidia Vasileva
Solution Engineer
VMware
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Avatar of Adam Freeman AF
Adam Freeman
Buyer Enablement Director
Adam.Freeman@theaccessgroup.com
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Avatar of Julie Hansen JH
Julie Hansen
Founder
Performance Sales Training
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Avatar of Julian Lywood JL
Julian Lywood
Director, Presales Technologies @ okta
Okta
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Avatar of Amanda Bertucci AB
Amanda Bertucci
Sr Sales Engineer
Virtuozzo
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Avatar of Rob Dean RD
Rob Dean
Head of Presales
The Access Group
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Avatar of Annmary Holbrook AH
Annmary Holbrook
Vice President of Solution Consulting
Linq
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Avatar of Steve Winward SW
Steve Winward
Technical Director
Microsoft
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Avatar of Chris White CW
Chris White
Founder & CEO
Tech Sales Advisors
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Avatar of Don Carmichael DC
Don Carmichael
Chief PreSales Evangelist
Winning Skills
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Avatar of Leslie Ramey LR
Leslie Ramey
Director Solutions, US
Botify
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Avatar of Chad Wilson CW
Chad Wilson
Vice President of Operations
2Win! Global
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Avatar of Delia Parman DP
Delia Parman
Presales Leader
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Avatar of Zach Lawryk ZL
Zach Lawryk
Head of Solutions Consulting
Rippling
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Avatar of Malcolm Murphy MM
Malcolm Murphy
Sales Engineering Director
Mimecast
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Avatar of Reyno Stol RS
Reyno Stol
Head of International Presales
ATOSS Software
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Avatar of Kathryn Wilkins KW
Kathryn Wilkins
Sales Program Specialist, Technical Sales
Hyland
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Avatar of Peter Cohan PC
Peter Cohan
Founder and Principal
The Second Derivative - Great Demo!
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Avatar of Jamie Woodard JW
Jamie Woodard
Director Solutions Onboarding
Salesforce
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Avatar of Eric Burns EB
Eric Burns
Principal Consultant
Interhouse Solutions
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Avatar of Julia Klaric JK
Julia Klaric
Senior Solutions Engineer - Global Accounts
Atlassian
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Avatar of Brian Oehling BO
Brian Oehling
Global Head Presales, SMB
SAP Concur
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Avatar of Sara Jones SJ
Sara Jones
Global VP Presales
Zendesk
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Avatar of Rob Beattie RB
Rob Beattie
Head of Sales Acceleration
ModMed
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Avatar of Lisa Brookman LB
Lisa Brookman
UKI Value Solution Consulting Manager
Coupa
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Avatar of Tony Francetic TF
Tony Francetic
Senior Manager, Solutions Consulting
Thomson Reuters
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Avatar of Linda Glucina LG
Linda Glucina
Solutions Consulting Manager
MYOB
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Avatar of Mark Green MG
Mark Green
Director of Buyer Enablemet & Presales
Consensus
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Avatar of Neal Niemiec NN
Neal Niemiec
Sr. Director Solutions Engineering
HeadLight
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Avatar of Melissa Kellenberger MK
Melissa Kellenberger
Global Technical Sales Operations
Hyland Software
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Avatar of Loren Zadecky LZ
Loren Zadecky
Head of Partnership Governance and Strategy
KeyBank
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Avatar of Natasja Bax NB
Natasja Bax
Principal
The DemoScene
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Avatar of Patrick Pissang PP
Patrick Pissang
Founder & Lead Trainer
Sales Hero GmbH
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Avatar of John Cook JC
John Cook
VP of Marketing
Consensus
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Avatar of Duston Littlefield DL
Duston Littlefield
NA Director & GPL, Pre-Sales
Sovos Compliance LLC
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Avatar of Tomas Berry TB
Tomas Berry
Sr. Value Solutions Consultant
Coupa Software
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Avatar of Mike Trionfo MT
Mike Trionfo
Chief Product & Technology Officer
Consensus
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Avatar of Ron Whitson RW
Ron Whitson
VP - GPS
Seismic
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Avatar of Greg Wiley GW
Greg Wiley
Sales Engineering Manager
Splunk
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Avatar of Art Fromm AF
Art Fromm
Principal
Team Sales Development
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Avatar of Doug Nuernberger DN
Doug Nuernberger
Director, Solutions Consulting
Sage
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Avatar of Michael Dart MD
Michael Dart
CSM
Consensus
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Avatar of Brian Zurcher BZ
Brian Zurcher
Director of Product
Consensus
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Avatar of Justin Simon JS
Justin Simon
Director of Sales
SAP Concur
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Avatar of Mike Shedd MS
Mike Shedd
Sr. Account Executive
SAP Concur
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Avatar of David Friedland DF
David Friedland
Sr Manager Presales Engineer
Everbridge
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Avatar of Erin McDaniel EM
Erin McDaniel
Strategic Account Executive
SAP Concur
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Avatar of Henrik Aaheim HA
Henrik Aaheim
Senior Demo Automation Strategist
Salesforce
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Avatar of Andrea Dade AD
Andrea Dade
Technical Account Manager
Consensus
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Avatar of Matt Carlson MC
Matt Carlson
Technical Account Manager
Consensus
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Avatar of Nicole Mitchell NM
Nicole Mitchell
Vice President Sales
NextGen Healthcare
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Avatar of Matt McGowan MM
Matt McGowan
Manager, Americas FAS
Revvity Signals Software
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Avatar of Caleb Conners CC
Caleb Conners
Client Success Manager
Consensus
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Avatar of Charlie Lytle CL
Charlie Lytle
Manager, Solutions Consulting
Blackbaud
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Avatar of Susan Walters SW
Susan Walters
Principal Solutions Consultant
Frontline Education
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Avatar of Lindsay Dougherty LD
Lindsay Dougherty
Account Executive
Consensus
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Avatar of Kacie Emeigh KE
Kacie Emeigh
Sales Engineer
Siteimprove
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Avatar of ROBERT KEY RK
ROBERT KEY
Senior Solutions Engineer
Flexera
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Avatar of Elie Jermanous EJ
Elie Jermanous
Director, Sales Engineering
Sovos
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AGENDA
All Dates
May 23
May 24
May 25
  • 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
3:00 PM - 4:00 PM UTC
How AEs Leverage Consensus
  • 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
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
  • 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
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
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
  • Caleb Conners
6:00 PM - 7:00 PM UTC
Consensus Tours
  • Mike Trionfo
  • 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
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
7:00 PM - 8:00 PM UTC
How Presales Can Encourage Sales to Send DemoBoards
  • ROBERT 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
    • 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
    3:00 PM - 4:00 PM UTC
    Panel | Team Optimization in a Down Economy
    • Zach Lawryk
    • Malcolm Murphy
    • Mark Green
    • Natasja Bax
    • Art Fromm
    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
    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
    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
    4:00 PM - 5:00 PM UTC
    Panel | The AE:SE Relationship
    • Julia Klaric
    • Loren Zadecky
    • Justin Simon
    • Mike Shedd
    • David Friedland
    • 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
    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
    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
    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
    6:00 PM - 7:00 PM UTC
    Panel | 3 Leaders 3 Tech Stacks
    • Rebby John
    • Rob Dean
    • Chris White
    • 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
    • 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
    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
    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
    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
    7:00 PM - 8:00 PM UTC
    Experience a Consensus Demo
    • Doug Nuernberger
    • 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
    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
    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
    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
    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
    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
    • 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
    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
    • 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
    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
    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
    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
    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
    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
    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
    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
    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
    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
    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
    • Melissa Kellenberger
    6:00 PM - 7:00 PM UTC
    Panel | Essential SE's: Whom Presales leaders are hiring and keeping
    • Lori Payne
    • Brian Oehling
    • Tony Francetic
    • John Cook
    • 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
    7:00 PM - 8:00 PM UTC
    Joyism - How Play is shaping the Future of Experiences
    • 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
    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
    8:00 PM - 9:00 PM UTC
    Keynote: Panel | Artificial Intelligence
    • Adam Freeman
    • Julie Hansen
    • Julian Lywood
    • Don Carmichael
    • Sara Jones
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