The hiring environment has changed. You can't afford to wait for your next open position to start recruiting. As a manager, it is essential that you actively build your own pipeline of candidates, and it's becoming more important than ever to look beyond traditional profiles.

In our panel session, we'll discuss ways to source potential candidates as part of your day-to-day work as well as things to consider to boost employee retention. Our panelists will offer tips about the high-level characteristics to look for in a new hire and what to take into account as you build a strong, diverse, and successful team.

Is your enterprise software company running into a sales engineering resource crunch? With the average AE:SE ratio at 4:1, SEs are taking on more and more responsibilities: from an increased number of meetings and demos to supporting product marketing and feature requests.

In this session, we’ll cover four proven strategies for meeting the increased demand placed on sales engineers:
     • Gap analysis        
    • Better demo qualification      
     • Categorizing demos for better resource allocation
    • Demo automation

Presales headaches often have a common denominator. Whether its lack of storytelling, complexities requiring SEs on every call, admin overload, or an unreliable demo - all roads lead to the demo environment. Learn how cyber defense platform BlueVoyant is solving this conundrum - and building a presales org for scale in the process.
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Often, employees who are successful in their roles are promoted into management positions. But managing a team requires a different mindset than working as an individual contributor. Beyond doing the job well, managers must solve problems large and small, support their teams with proper tools and resources, and ultimately drive success that impacts the organization as a whole.
In this session, our panel will discuss ways to delegate successfully and how to shift from being the star of the show to a great supporting player.

We’ve seen massive changes in the world over the last two years. Not only must leaders support employees to avoid burnout resulting from remote and/or hybrid work, they must also navigate an evolving customer landscape, with increasing (and more complex) demands from buyers and sales counterparts alike.

In this session, we’ll discuss how to redesign your PreSales organization to support this new landscape and provide tactical advice to improve AE:SE ratios, understand PreSales capacity planning, and build out job specialization functions to better support your team.

Business leaders are now keenly focused on determining how and where to implement product0led growth within their organizations.

Historically, what we call product-led growth (PLG) was thought of as only applicable to top-of-funnel prospects and for low-cost, self-service products. But today’s market has evolved and PLG is now a full funnel strategy that reaches across the entire customer lifecycle.

In this session, you will learn why PLG is such a powerful approach, what it looks like, and how to implement it for buyers at all stages of your customer journey.

Acquisition; merger; whatever situation you find yourself in, blending multiple PreSales teams is no easy endeavor. Join this session to hear panelists discuss their own experiences in bringing teams together to create new, successful organizations.

PreSales has officially crossed the chasm from the Demo Group to...what? In this presentation, Matt Darrow discusses the convergence of several key events -- including the impact of COVID, the rise of digital selling, and the changing nature of buyers themselves.

In doing so, Matt makes the case that the true mandate for PreSales is identifying, owning, and optimizing the Buyer Experience across an organization -- something which is critical to a company's growth, but which individual departments are disincentivized to champion. Matt explains why PreSales is the natural owner of the Buyer Experience and why it's the next phase of PreSales' strategic evolution.