London, UK

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Keynote: Buyer Enablement is the New Presales

Mark Green

Director of Presales and Buyer Enablement - Consensus |

Garin Hess

CEO - Consensus |

Winning in a Down Economy; Executing When Every Deal Matters

Practical tactics to ensure your demo and presentation execution is tight, when every deal matters. Learn the most common mistakes in execution and how you can avoid them. Gain practical techniques to connect with buyers and maintain a competitive edge.

Daniel Conway

President, Partner & CEO - 2Win! Global |

"Standing out" is the Most Important Skill that Nobody Teaches Pre-sales Engineers

You walk into a room full of prospects. Who are you? Who do people see? These vague questions become very important in the context of the job of the pre-sales engineer. The product, the technology you’re representing – it will not sell itself. You will sell it. So most important question becomes: “Who are you?”

In this presentation I will take you through a discovery process not of who is your customer and what are the problems that you need to solve. But an exploration of who you are as a person and as a pre-sales professional, what are the qualities I have observed in successful pre-sales engineer, and what can place you apart from everyone else. You – the most important tool in your pre-sales repertoire.

Lidia Vasileva

Sales Engineer - VMware |

How To Automatically Write A Value-based Demo Script'

Never shy of a challenge, Don is going to attempt a magic trick showing how a new PreSales/SE tool, called a ‘Discovery Map’, can automatically write value-based demo scripts.

Without losing his balance on the tight rope, he’ll also show how the same tool can write demo video scripts, RFP Executive overviews and a new Buyer Enablement artefact called a ‘Value Story Arc™’

Managing to escape the handcuffs and shackles, he’ll also show how the ‘Discovery Map’ sets a new standard for how to construct a value-based Case Study (Marketing might want to take note).

Having not fallen off the high wire and escaped unharmed, he’ll have a well-deserved lie-down.

No fluffy animals will be harmed as part of this performance.

Don Carmichael

Founder & Chief Presales Evangelist - Winning Skills Ltd |

Building AE/SE partnerships that deliver value

Nothing is more critical than the AE/SE partnership in a sales cycle. Please join this session to get tactical and strategic ideas on nurturing and developing great AE/SE partnerships that drives sales excellence and delivers value.

Semir Jahic

Senior Manager, Sales Engineering & Operations EMEA - Clari |

Lunch

How Sales Engineers Take Control of The Deal Cycle

“Sales engineers with control over their opportunities will be more successful and happy. Those who haven’t might feel overwhelmed and pushed around. With the right tools, Sales Engineers can take control and shape opportunities, creating a culture of responsibility and fulfillment. This presentation will cover the tools and measures Sales Engineers can employ in eight typical deal phases. Additionally, it will arm Sales Engineer leaders with suggestions and inspiration for their 121s and coaching. To summarize it with the words of Stephen R. Covey, “”I’m not a product of my circumstances. I’m a product of my decisions.”” Let’s talk about concrete decisions.”

Patrick Pissang

CEO - Sales Hero GmbH |

SE Management 101

“What do SE Managers actually do? What should they be doing? And how do you know if SE Management is for you? In this talk, I’ll cover:

• Making the step from IC to Manager (and thoughts on the player-manager role)
• Two different ways people approach the SE Manager job…
• A simple three bucket approach to SE Management: everything you should be doing fits into one of these buckets

Malcolm Murphy

Director, Sales Engineering - Mimecast |

Activating Your SE Team: How to create the right environment for SEs to Thrive

SEs are a unique hybrid of knowledge, skills, and personality traits. They have particular needs a work environment must meet in order for them to succeed and thrive. This session will present the SE Hierarchy of Needs and how to meet them to create a highly satisfied and retained team.

Bill Balnave

Managing Director - Tech Sales Advisors |

Consensus Demo & Case Study; Helping Our Sales Team to Help Buyers

Change in any organisation is difficult. Our prospects and customers find it difficult, so why will change be any less difficult for our own organisation – it won’t. This presentation will look at Vectorworks’ journey with Consensus to ultimate success in a number of stages:

• Recognising the need – Vectorworks requirement to grow with finite resources
• Sales excitement – finding the solution to improve results
• The reality of “YouTube not Hollywood” – the content creation challenge to make a complex product easy to demo and show
• After the Honeymoon – making the marriage work and stop it becoming a chore through CRM integration
• Delivering results – impressive numbers and internal review
• “To Infinity and Beyond” – building on success with exciting growth plans

Tamsin Slatter

Sales Enablement Director - Vectorworks, Inc. |

Alex Ziolkowski

Senior Account Executive - Consensus |

"Skillful or Mindful” – what are the traits and skills that are required for the next generation of Presales?

Have you ever considered the breadth of skills, behaviours, traits needed for the role of PreSales. As a leader, how do you recruit, retain and develop your team in an age where digital buyer enablement is key. How do you structure your team and drive high performance?

Rob Dean

Head of Presales - The Access Group |

Andy Stephen

Head of Presales - The Access Group |

Panel & Roundtable Discussion

John Cook

Director of Demand Generation - Consensus |

Mark Green

Director of Presales and Buyer Enablement - Consensus |

Garin Hess

CEO - Consensus |

Lidia Vasileva

Sales Engineer - VMware |

Don Carmichael

Founder & Chief Presales Evangelist - Winning Skills Ltd |

Semir Jahic

Senior Manager, Sales Engineering & Operations EMEA - Clari |

Patrick Pissang

CEO - Sales Hero GmbH |

Malcolm Murphy

Director, Sales Engineering - Mimecast |

Bill Balnave

Managing Director - Tech Sales Advisors |

Tamsin Slatter

Sales Enablement Director - Vectorworks, Inc. |

Alex Ziolkowski

Senior Account Executive - Consensus |

Rob Dean

Head of Presales - The Access Group |

Andy Stephen

Head of Presales - The Access Group |

Networking