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Keynote | GTM Is Evolving: How to Align & Drive Modern Revenue Teams

Forever Buying - The Role of Pre-Sales in CS

From Rejection to Adoption - a change management guide to demo automation

Many Presales leaders struggle with the adoption of demo automation. They pitch demo automation, and get shot down, or worse - the initiative fizzles out in 6 months. I've been there. I've failed. I've seen others fail. Then I gained a deeper understanding. It's not about the tech. It's about change. Your team isn't resisting demo automation. They're resisting the change. In this talk, you'll get a no-nonsense, 5-step playbook to: 1. Craft a vision that ignites 2. Overcome political challenges and build your “alliance of the committed” 3. Identify systems, and processes for consistent delivery of high-quality demos No fluff. No jargon. Just a blueprint to turn your team into a lean, mean, sales machine.

People sell to People: Understanding the person behind procurement

Make them laugh, cry and buy! How to leverage emotional engagement to increase attention, devotion and decision.

Content That Converts: Driving Growth Through the Funnel

In today’s landscape of tight budgets, hiring freezes, and ambitious targets, driving growth has never been more challenging. You’re being asked to deliver more with fewer resources—so how do you keep your audience engaged through the entire buying journey and beyond? Content is your key. It’s the glue that connects brand awareness to real outcomes. In fact, HubSpot research shows companies with a solid content strategy grow 30% faster. But in a crowded digital space, static content alone isn’t enough. Video, a high-impact medium, allows you to connect emotionally, convey complex ideas simply, and maintain engagement at each touchpoint. As an experienced practitioner and seasoned consultant with 15 years across several B2B industries, I’ll share practical insights on building a content strategy that spans every stage—from pre-sales to customer success. You’ll leave with actionable steps to attract, engage, and retain your most valuable customers—driving measurable growth along the way.

Beyond Presales: Maximizing Cross-Functional GTM Efficiency

Join Tom Edwards, Global Consensus Adoption Leader at BlackLine, as he explores how leveraging software demos beyond sales and presales can drive greater GTM efficiency. This session will explore real-world examples of how BlackLine has successfully integrated Consensus across various functions, including Marketing, Business Development, Partners, and Enablement. Learn about the benefits of a unified buying experience, approaches for different market segments, and key metrics for success. Discover what this means for the future of presales and how to achieve stronger profitability through cross-functional synergies.

The Five Love Languages of Sales and PreSales

The relationship between Sales and PreSales is crucial and unique, often ranging from challenging, distrustful, and dysfunctional to harmonious, dynamic, and delightful, depending on corporate culture and the individuals involved. Drawing inspiration from Gary Chapman’s ‘Five Love Languages,’ David offers a fresh perspective on optimizing this vital connection. He demonstrates how, as a proactive and responsible PreSales professional, you can take the lead in transforming this relationship into something truly remarkable. Learn how to build a strong personal rapport with the Salesperson and Sales team you interact with and nurture this connection until Sales and PreSales are seen as devoted and loving partners within your company. Look forward to deeper discovery, marvellous meetings, dazzling demos and soaring sales!

Boost Your Credibility with a Strategic Social Presence

Bad and Better Demo Questions for More Meaningful Conversations

Demos often fail because we ask the wrong questions. Instead of asking vague or leading questions that result in a lot of "woulds" and "coulds," we need to ask clear and direct ones. This helps us understand what our customers truly need, rather than putting words in their mouths. In this session, you'll learn how to ask the right questions during your demo to get real answers. We'll also cover why it's important to ask tough questions in the demo, even if it might make the customer say "no." By asking these questions, you'll find out if your product is truly a good fit and know exactly where you stand with the customer.

Zero to 1000 in Three Months: Mimecast's journey to a successful Consensus program: A Consensus Case Study & Demo

The long purchasing process is finished: value is communicated, approvals given, funding secured, signatures docusigned, PO is submitted, and now you are the proud owner of a cubic meter of Consensus licenses. You’re the dog who caught the car. What’s next? The clock is ticking, counting down the moments until you’re asked to justify the spend … and get the renewal approved. In this session, we'll identify the key elements of a successful program to roll out and maintain Consensus, and explore how to continually improve the content served to your viewers. 

Lunch

2 for 1 – Combining Pre Sales & Sales Methodologies for a Winning Outcome

This is session will show how to get the best out of your Sales & Pre Sales Methodologies, combining principles of both disciplines to get great results.

Why Presales Is The Secret To Accurate Revenue Forecasting

Accurate revenue forecasting is absolutely critical in SaaS, especially in tough economic conditions. So why is it that presales are so often left out of the forecasting process? If, like me, you think that presales professionals have too much great intel about deals to be shut out of the forecast call, join me for some actionable insight on how to bring that intel to the fore in your organisation.

Automated Demos Best Practices - That improve live demos too

7 Actionable Tips to Elevate Your Automated Demos and Turn Viewers into Leads

The Demo is No Longer an Event: Expanding Presale Touchpoints to Deliver Exceptional Product Experiences Across the Buyer Journey

Discover how Presales teams can enhance content strategies to meet the evolving demands of today's buyers, who seek a blend of self-service content and traditional live interactions. By leveraging their deep product knowledge, Presales professionals can craft and deliver compelling, self-guided content that empowers buyers to explore and evaluate products independently, seamlessly transitioning to personalised interactions as they move further along the buyer journey.

Anatomy of a lost deal

The need was there. The project was budgeted. The decision maker was on the calls. There was a compelling event. This deal was definitely in the bag. Except it wasn't. Join me for a complete deconstruction and analysis of what happened, and why the sale was lost. This is no theoretical win/loss review: I was the customer in this example, and I can tell you exactly what happened and exactly why it resulted in a lost deal.

Women in Tech: Unite, Mentor & Thrive

Join us for an empowering session, ‘Women in Tech: Unite, Mentor & Thrive,’ hosted by The Female SC founders, Fabiana Fattore and Kate Travers, at DemoFest 2024. This session will showcase a panel of remarkable guest speakers hosted by TFSC. It will include a live panel discussion and an audience Q&A, providing an opportunity to gain insights and explore ways to 'Unite, Mentor & Thrive' both as individual contributors and as part of the wider women in tech community. Be part of this extraordinary opportunity to connect, learn, and be inspired by the stories of resilience and success from some incredible women. We are excited to showcase our community that is committed to promoting, highlighting and celebrating women in the tech industry, with a special focus on those in Solutions Consulting & Presales.

The Next Chapter in Demo Automation: How AI & Product Innovation will Accelerate GTM Teams

Keynote | Read the Room, Own the Room: Using Empathy to Become a Memorable Client Leader

Elevate your client interactions by mastering the art of empathy. This session will explore how to read and respond to client cues effectively, ensuring you lead conversations with confidence and impact. Learn how to use empathy to build lasting relationships, enhance your credibility, and become a memorable leader in your client engagements.

Networking Happy Hour