Day 1 Opening

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PSLC Opening Keynote: Forging a Career Path: Develop Your Team While Paving Your Own Way

Your role as a leader is to steer members of your team along the path to career growth. But what about your own? Join us for this keynote as Dominic Dinardo, CEO and Co-founder of Aforza, shares how he leveraged his experience in PreSales to advance his career and found his own company. Get inspiration for finding unique opportunities to develop your team and planning your own career path.

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Aligning PreSales to Business Outcomes

Too often, PreSales leaders prioritize growing their SE teams — and while this is important, it’s more critical to tie the team’s initiatives to revenue. In this session, we’ll discuss why Solutions Engineers should own all demo interactions, not just live demos with buyers. Listen in as Todd Janzen and Amin Ibrahim discuss how making this shift can lead to a 30% increase in deal velocity, 2X close rates and happier SEs.

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Leading Through Turbulent Times

Change in an unstable economy presents many challenges for leaders across industries, and requires proactive planning. The way you treat your team during a crisis permanently defines your brand moving forward. So, how do you develop trust in unpredictable times? Attend this discussion with Naz Irani, Andrea Bondi, Priyanka Amrith, and Amin Ibrahim to discover the most common frameworks and best practices for leading change and preparing for a successful future.

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Keynote: The Future of PreSales: Reimagining the Profession

‍‍PreSales Collective has teamed up with Vivun to introduce a new approach to the name, structure and overall profession of PreSales. As a start, we want to have a conversation around the word “PreSales” and propose a new title for those in the role that better describes its evolution and power in modern organizations: Solutions Consultant. To better understand, benchmark, brand and build an industry community, we’ve got to reimagine and standardize the role.

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Nurturing Relationships Across the Sales Cycle

Most PreSales teams have a narrow focus on new logo acquisition; others may only be concerned with expanding business with existing customers. It’s important to understand the difference between how to manage net-new logo sales versus selling into existing accounts, and align on team and individual roles and responsibilities for each. During this session with Diana Cappello, Tina Philips, Vikram Gupta, and Cortney Zamm, we look into establishing Installed Base SE teams to help customers see value in your products throughout their contracts.

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Running Your Team Like a Business: Measuring & Proving
Success Through Data

How do you measure success? How do you demonstrate the value of your PreSales teams to an executive audience? Many members of the PreSales community are just beginning to track data and leveraging it to get a seat at the table. This session with Achint Sehgal, Lori Payne, Dan Katz, Ryan Lavalee, and Cortney Zamm, will cover why you need to use data to drive organizational outcomes — and the pitfalls of failing to do so. Leave with a leadership strategy for scaling and aligning PreSales to your sales and financial goals.

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Working Toward a Common Goal: Give Back as a Team

Encouraging teamwork can extend beyond the four walls of the office and four corners of your computer screen. Working together to give back and help others not only boosts morale but also leads to higher productivity and performance. Employees need a break from core job functions to recharge, and partnering with each other toward a common goal establishes trust amongst coworkers. Listen in as Alethea Josephson, Davinder Mann, and Paul Baptist share how to give back to your community while strengthening your team dynamics in this session.

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Building a Regional Organization Within a Global Business

This session is brought to you by leaders who are building teams in the APJ region for organizations headquartered in the United States or Europe. This region faces unique challenges, from developing talent to working with buyers across various markets. During this session, Aditya Dohroo, Sarah Hayward-May, Stephanie Barnett, and Karthik Krishna share ways to more effectively lead your team and align across geographic — and potentially cultural — differences.

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Running Your Team Like a Business: Measuring & Proving
Success Through Data

How do you measure success? How do you demonstrate the value of your PreSales teams to an executive audience? Many members of the PreSales community are just beginning to track data and leveraging it to get a seat at the table. This session with Angelica Veness, Chris Streit, Linda Glucina, and Karthik Krishna will cover why you need to use data to drive organizational outcomes — and the pitfalls of failing to do so. Leave with a leadership strategy for scaling and aligning PreSales to your sales and financial goals.

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Embracing a Coaching Culture

As leaders, we want our Solutions Engineers to continue developing their competencies and maximizing their impact. Instituting a coaching culture motivates individuals to strive to be the best version of themselves, lead from their strengths and perform exceptionally. Join this session with Ross Rotherham, to dive into the fundamentals of an effective coaching culture, habits of a good coach and the different types of coaching you can incorporate when you return to work.

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Day 1 Closing with Tom Banton, Courtney Flickwir, and
Shawna James of Team PSC