Buyers move faster than meetings. This session breaks down how top GTM teams are using AI, social selling, and asynchronous buyer experiences to create deal momentum without relying on calendars, follow-ups, or “just checking in” emails. You’ll learn how AI amplifies platforms like LinkedIn and Sales Navigator, turning social touches, content, and buyer enablement into one continuous selling motion—built for how deals actually get done in 2026.

In this session, we’ll unpack how unifying three global presales regions laid the foundation for a future-ready SE organization. By standardizing skills, workflows, and demo creation, we reduced friction, increased execution speed, and created a repeatable model for scaling deal momentum...without sacrificing quality or local nuance. Learn how intentional standardization enables faster ramp, more consistent buyer experiences, and equips SE teams to focus on what matters most: advancing deals with confidence and clarity.

The Sales Engineering role is evolving, and demand for "generalist" SEs is declining. We see this firsthand in offers and hiring needs from tech companies, specialized expertise is now the hot commodity. This session addresses the urgent need for SEs to adapt their skill sets and career strategies to stay competitive in an AI-driven, specialization-focused market.Attendees will leave with a clear framework for identifying their specialization path, building technical and domain expertise, and positioning themselves for long-term career success and premium compensation.

The gap between average teams and top performers isn’t effort. It’s leverage. The best teams aren’t working more deals - they’re letting systems do the heavy lifting between conversations. In this talk, KD walks through how AI-driven selling is changing the role of the seller and SE - from reactive meeting jockeys to architects of buyer momentum. You’ll learn where deals actually slow down (and why sellers rarely see it coming), how AI surfaces intent signals humans miss, what “next-best action” really looks like in live deals, and how async demos, insights, and follow-ups keep buyers aligned without chasing them. This isn’t about replacing sellers. It’s about giving them unfair leverage in a world where speed wins.

Modern buying decisions increasingly happen without sellers in the room. Buyers prefer self-serve, on-demand product experiences they can explore independently and share internally as buying groups expand. This shift creates opportunity and risk. When discovery is weak, demo automation scales confusion. When discovery is disciplined, automation scales conviction. Based on original research from a Great Demo! market study, this session explains why demo automation has crossed the chasm and why execution discipline now determines success. While more than 60 percent of demo engagement occurs after hours, most automated demos fail to maintain buyer-seller alignment or drive meaningful deal momentum. This session demonstrates how high-performing teams use discovery as the control system for AI-driven demo automation. Through a guided walkthrough, attendees will see how discovery insights are translated into an executive-ready automated demo narrative that clearly articulates the critical business issue, presents the desired end state, quantifies impact, and maps value by role without live seller involvement. When done correctly, AI analytics and engagement signals become indicators of buyer alignment rather than vanity metrics. This is not a platform overview. It is a presales execution playbook for modern, asynchronous buying environments where alignment, not activity, determines deal velocity.

Learn how to win the room with storytelling and shifting your focus from your product to your prospect.

This session introduces a practical way for SCs and SC Leaders to use AI agents to strengthen how demos are shaped and delivered, and to elevate the quality of customer-facing stories. Rather than offering a rigid playbook, we will explore the core patterns behind effective Agent-based coaching, including leveraging a meaningful demo rubric, defining best-in-class behaviors, and identifying the subtle habits that weaken demos.Attendees will see a real example of these Agents in action and will leave with a light and repeatable framework they can adopt or refine on their own. The goal is to help Presales teams move from feature walkthroughs to compelling stories that advance opportunities, support product launches(!), and build a culture of continuous improvement across the GTM team.

Every SE has felt that sinking feeling: the demo went great… and then silence. In this session, we’ll walk through the telltale signs of a stalled deal, share a tactical “deal rescue checklist” you can use to get momentum back, and explore how presales AI can be your copilot in spotting and solving issues before your pipeline slips away.

Join Hannah and Iftach as they share how agentic AI has unlocked new ways to scale and deliver customer-obsessed results at AWS. Walk away with proven approaches for accelerating your teams’ impact through AI teammates.

Sales Engineers have the skills and data to shape deals long before the demo. So why are they rarely in forecast calls, deal reviews, and sales leadership discussions? In this session, Scott Barghaan draws on 25 years in enterprise sales leadership at EMC and Salesforce to show how SEs can move from support role to strategic partner. He will share stories, practical examples, and a clear framework for how SEs earn trust, influence outcomes, and secure a permanent seat in the rooms where real decisions get made.

In this tactical session you’ll hear about the experience Tony had implementing Consensus in his company seven years ago and how he’s been able to maintain annual sends of 20k+, view rates over 50% and view times averaging more than 11 minutes! It’s not all about content creation, it’s about maintaining high engagement, partnership and continual feedback loops with the sales, marketing and product teams.

Today, every brand is competing in the same feed. Prospects scroll fast, skip faster, and decide in seconds what’s worth their time. Winning teams don't just share content, they tell stories designed for how people actually consume information today. This session breaks down how modern Sales, Presales, and Marketing teams use short-form digital experiences (interactive tours, video-driven demos, and AI-powered content) to stop the scroll and start real buyer conversations that accelerate sales. Using Consensus as a storytelling engine, we’ll explore how to turn moments of attention into momentum, automate stories across the funnel, and measure which narratives actually drive deals forward. Think a TikTok series, not text heavy slide decks. Stories that are easy to watch, easy to share, and impossible to ignore.

We’re expected to create corporate-polished content… for people with a TikTok attention span. Welcome to the job. This session is about navigating that contradiction and still getting the results. You’ll learn how to plan content by starting with one blunt question: What do I actual want my customers to do next - in real world? Not clicks. Not likes. But actual behavior that sometimes means them changing business processes, configuring software, convincing their internal stakeholders, kicking off new corporate programs, or finally using the product they already paid for. The examples will be there to spark ideas and open up new ways of thinking about content creation. We’ll invite you to rethink how you work with content, go deeper inside your organization, and feel more confident experimenting with new formats and approaches. Real adoption isn’t about clever content alone. It’s about understanding people, systems, and how change unfolds in real business. If you’re done playing it safe and ready to make your content actually do something, see you in the session!

Learn how a Solutions Consultant team collaborated across their organization to build a high-impact demo library. You'll leave with actionable takeaways to generate a connected strategy with your own organization and dramatically increase your view rates.

Stop letting your deals languish in the "Legal Black Hole."You’ve delivered perfect demos and won over the business users and decision maker —only to watch the deal stall for 90+ days as Legal, IT and Security teams argue over AI laws, contract language, security and architecture. Most pre-sales professionals think their job ends when the technical win is secured. But the most elite SCs know that the final hurdle—contracting—is actually a technical education gap. Join us for a hands-on workshop where we reveal the Video-Led Closing Framework. We’ll show you how to use asynchronous video to educate your buyer’s legal team, AI councils and security before they even give you their paper. By recording targeted "send-aheads" that explain how your products work, how it differs from legacy tech, and why your security posture is superior, you can eliminate weeks of back-and-forth redlines and expensive live legal calls.

This session shows how Exiger drastically accelerated its Consensus demo production by rethinking its content development approach. Designed for teams responsible for creating Consensus demos, this session will break down how Exiger scaled from creating 45 demos in 12 months to 44 demos in just 2 months. Attendees will walk away with ideas they can apply immediately to scale creation of their demo content.

We want to always have more videos as our default. What if you narrowed your focus to fewer videos that reach more. In this session we will cover how to review your targeted message and align your content to increase your view rate vs increase your library count.