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EXPERT PANEL: The Presales/Sales Relationship

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Rob Beattie
Head of Sales Acceleration, Modernizing Medicine

Tony Francetic
Solutions Consultant Manager, Thomson Reuters

Amanda Bertucci
Presales Team Leader EMEA, Arcserve

Maria Jo Talens
Territory Account Manager, France, Arcserve
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In this panel we will explore the complex relationship between Presales and Sales, and how leaders and practitioners in both camps can manage expectations and use collaborative strategies to increase win rates and accelerate pipeline.

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About the Presenters

Rob Beattie is a visionary leader who defines goals, objectives and directions for the team based on a combination of experience, data and best practices.

Rob uses his management style, personality and skill set to work towards five goals each day:

1. Meet or exceed “The Number”
2. Enable Customer Excellence
3. Create an Elite Culture in which those on my team can achieve their personal goals and successes
4. Seek ways for my team to increase their effectiveness
5. Develop my staff and put them in position to take their careers to the next level

His success is demonstrated as his teams continuously exceed their targets and individuals he works with are rewarded financially as well as through promotion and expanded responsibilities.

Tony is the Solutions Consultant Manager with the Tax Professional Sales department at Thomson Reuters and oversees a team of solutions consultants that provide web-based and live product demonstrations during the sales process. Tony started his career at Thomson Reuters supporting the CS Professional Suite of products as a Technical Support Specialist and then transitioned full-time as a Technical Trainer with TCIS. He continues to train internally on presentation skills and Crucial Conversations. Tony holds degrees in Cyber Defense from Baker College and Integrated Leadership Studies from Central Michigan University.

Amanda has been working in the IT industry for 20 years – approximately 15 of these in Presales. She’s worked in various countries in Latin America and is currently based in sunny Barcelona, where she manages Arcserve’s Inside Presales Team for EMEA.

Amanda is also one of the leaders of the Spain Chapter at Presales Collective, helping build and maintain the Spanish Presales community within the collective.

Maria Jo is a sales and business development professional, with over 10 years of experience in the IT industry. A strategic thinker with a hands on approach, she is a highly effective sales representative with a history of exceeding employer expectations across diverse industries. Maria Jo is passionate about business, and likes to understand each customer’s specific challenges. She has been successful in identifying short and long term growth opportunities and establishing partnerships and a long-term, loyal customer base.