Dfx Demofest x logo for DEMOFESTx in London 2023.
October 11, 2023 | 9am - 5pm

DEMOFESTx London

The first all-Presales conference is heading to a city near you. Bringing you the same top thought leadership, practical training, and fresh research but this time - in person! Join us and your local presales community in London, UK

Location

etc.venues 155 Bishopsgate, London EC2M 3YD, United Kingdom

A bustling city street in London 2023 featuring tall buildings and a double decker bus showcasing the vibrant energy of DEMOFESTx.

Agenda

8:00am - 9:00am

2nd Floor

Check In | Free Headshots | Breakfast

8:30am - 8:45am

Finsbury Suite

"2 Presales in a Pod" Live Podcast Recording

Adam Freeman

PreSales and Buyer Enablement leader - The Access Group |

Don Carmichael

Founder & Chief Presales Evangelist - Winning Skills Ltd |

Mark Green

Director of Presales and Buyer Enablement - Consensus |

9:00am - 9:50am

Finsbury Suite

Keynote - Three Dimensional Interactive Demos: How Personalization, Context, and Explorative Experience combine to meet the needs of today's sophisticated self-directed buyers

Research shows that buyers are hungry for product demostration content that is “rich in technical detail and cannot be easily faked”. They want this content early and often throughout the buying process. The challenge is that buyers today will not wade through automated demo content that is irrelevant to their unique role or interests, placed out of context, or locked in a sequence that doesn’t allow them the freedom to choose. In this session, we’ll explore three key buyer needs and how to meet them in a way that enables buyers to move more quickly through the buying process.

Garin Hess

CEO - Consensus |

10:00am - 10:50am

Commerical Suite 1

Rapid Personalization: How to use teamwork and AI to strengthen buyer connection

Daniel Conway

President, Partner & CEO - 2Win! Global |

10:00am - 10:50am

Commerical Suite 3

Consensus Case Study & Demo

Chris Jones

Associate Director - Wolters Kluwer |

10:00am - 10:50am

Commercial Suite 4

Clarity, Creativity and a Whiteboard: Recipe for Presales Magic

Begone corporate slides, hello creativity and clarity!

During DEMOFEST we tackled Clarity vs Cleverness, in DEMOFESTtxDublin, we went into detail about how to practically use the whiteboard to unleash your potential and be memorable.

In this session, we will combine these two superpowers. And then we make it better by sprinkling some creativity to taste!

Don’t miss this jam-packed, practical and inspiring talk where we will dive into the nitty-gritty details and practicalities of becoming the best communicator-self you can be.

In this session, we will cover:
* Clarity of messaging and demoing
* Practical steps and framework
* Creativity – how to make a “talent” into a “skill”
* Being ourselves and standing out
* Whiteboarding and being fearless
* Kit, tips and tricks from someone who has an unhealthy number of whiteboard markers
* Q&A + Discussions

Lidia Vasileva

Sales Engineer - VMware |

11:00am - 11:50am

Commerical Suite 1

Extreme Ownership – Elevating PreSales Impact

Unlock the power of PreSales in this session as we dive into the topic of “Extreme Ownership”. It’s time to explore the art of taking full accountability, from winning deals to creating unbeatable teams. Using real-world stories and actionable insights, we uncover how adopting the mindset of Extreme Ownership enables us to rise above challenges and deliver next level customer experiences.

From crafting solutions to nurturing the next generation of PreSales talent, we unveil the pivotal role ownership plays in driving personal growth and a culture of accountability. Discover how embracing Extreme Ownership transforms not only our professional journey, but unlocks the potential to achieve far more than we may consider possible at both an individual and team level.

Join us for some real talk as we explore the world of “extreme ownership”.

Adam Freeman

PreSales and Buyer Enablement leader - The Access Group |

11:00am - 11:50am

Commerical Suite 3

The Persona Paradigm: are you using them?

One of the most critical aspects of our role in presales is addressing customer needs. To truly resonate with potential buyers, presales professionals must go beyond generic presentations and embrace a persona-driven approach.

From defining personas and their significance in the presales process, to exploring relatable narratives that address customer pain points, this session will explore how, when, and why to dive deeper into persona driven demos.

We will cover how to craft tailored demo scripts, customize visuals and messaging, and strategically align product features with the unique challenges and goals of different buyer personas. The session will also dive deeper into various techniques for adapting demos to different stages of the sales cycle, enabling presales teams to effectively engage customers at every touchpoint.

Alex Stuart

Senior Solutions Engineer - Confluent |

11:00am - 11:50am

Commercial Suite 4

Leveraging offshore to expand field capabilities in a hybrid world

In this session Richard Bowen, Senior Director Solutions Engineering EMEA, Data Protection Solutions  at Dell Technologies will walk you through how his team have leveraged their offshore resources to support Pre-Sales across EMEA. Richard will share his experience in designing the program to discussing the barriers to adoption and sharing the keys to success. These resources have provided vital support to the field team which have enable them to spend more time with their customers, driving more revenue and expanding the Dell Customer base.

Richard Bowen

Senior Director Solutions Engineering EMEA - Dell Technologies |

1:00pm - 1:50pm

Commerical Suite 1

Bossing Demonstration Complexity and Value Proposition design like a 5-year-old

As children, there were some skills we excelled at that we seemed to lose as we became adults. How we view the world, our attitude to play and even how we handle complexity is very different now, as adults, from when we were children.

In this session, we are going to look at a very common problem in the PreSales / Sales Engineering profession, overwhelming complexity in feature/function/client value mapping and the need to architect short, punchy, focussed demonstrations and videos and see how thinking like a 5-year-old helps.

Don Carmichael

Founder & Chief Presales Evangelist - Winning Skills Ltd |

1:00pm - 1:50pm

Commerical Suite 3

Win your PreSales Game with Conversational AI: A B2B SaaS Case Study

Automation has been a game-changer in the PreSales landscape for several years, but 2023 has taken things to a whole new level. With the advent of Conversational AI via ChatGPT ,have extended far beyond hyper personalized follow-ups.

Imagine having a new ‘virtual colleague’: one trained on your product, your sales practices, your tone of voice, and best practices, that can handle leads, qualify prospects, and schedule virtual demos while you’re sleeping or out of the office?
This sounds enticing, especially for smaller pre-sales teams!

In this session, you’ll learn how to set up, train, and refine a ChatGPT 4 conversational bot. Learn how to cut response times to just 30 seconds, boost participation rates, and foster efficient, effective sales discussions to expedite deal closures.
We’ll spotlight a case study where an AI startup, offering a B2B SaaS product for the HoReCa industry, successfully integrated ChatGPT into their pre-sales process.

Join Elisa to explore how your pre-sales team can effortlessly incorporate conversational AI in under two weeks, without any coding skills!

Elisa Seghetti

CMO - AiGot |

1:00pm - 1:50pm

Commercial Suite 4

The cost of doing nothing: Leveraging Accounting Metrics to Drive Action

Join Tom, a recovering accountant, to uncover the untapped potential of accounting metrics in driving action and securing deals. Discover how ROI calculations can revolutionize your sales process, empowering you to reduce risk, increase revenue, and cut costs. Don’t miss out on leveraging the financial impact of your solution. The cost of doing nothing is too high to ignore!

Tom Edwards

Principal Solutions Consultant - Strategic Accounts - BlackLine |

2:00pm - 2:50pm

Commerical Suite 1

When is PreSales not a PreSales?

PreSales has expanded its reach beyond the simple world of discovery and demos. As a profession, what does this mean for people coming into this role and as leaders what are the challenges that this expansion presents. In this session we will look at a potential framework for both for IC’s that are looking to progress in the role as well as leaders looking to address issues like recruiting multi-disciplinary IC’s and understanding the reality of new trends such as neurodiversity.

Rob Dean

Head of Presales - The Access Group |

2:00pm - 2:50pm

Commerical Suite 3

The New Presales Manager's Survival Kit

Want to survive your first 6 months as a pre-sales leader? Well, come and join this session to hear common gotchas, navigating imposter syndrome, managing new expectations, how to be impactful and making your life that little bit easier as you take on your next career challenge.

Bans Sagoo

Manager, Solution Engineering - Confluent |

2:00pm - 2:50pm

Commercial Suite 4

Employing the Consensus Metal Detector

Do more with less. Expand your use of Consensus to create specific offers for existing customers, old leads and more. Learn how Vectorworks uses Consensus together with Salesforce cadences to put carefully targeted offers in the hands of the sales team.

Tamsin Slatter

Sales Enablement Director - Vectorworks, Inc. |

3:00pm - 3:30pm

Finsbury Suite

Tours Announcement

Mike Trionfo

Chief Product and Technology Officer - Consensus |

3:30pm - 4:30pm

Finsbury Suite

Closing Keynote Panel

4:30pm - 6:00pm

Finsbury Suite

Networking Happy Hour

Register