UNXPCTD 2024 was about the rise of the AI Sales Engineer, and fully dedicated to exploring the ways in which AI is revolutionizing B2B sales, and the pivotal role of Sales Engineers in reshaping the future of product and go-to-market strategy and execution. Join a diverse group of industry leaders and experts as we engage in impactful discussions on building a new B2B motion—one that is product-first, expert-led, and powered by the rise of the AI SE.
Join Vivun co-founders Matt Darrow and John Bruce in this opening keynote to discuss the state of sales engineering, how the latest technologies are poised to fundamentally change how technical sales teams work, and how the profession can turn challenges presented by an AI-powered future into incredible opportunity.
How do the world's most successful companies view sales engineers? In the case of Seismic, the global leader in sales enablement , SEs act as strategic partners to the whole company—not just demo jockeys for sales. Join to hear Seismic's Brian Cotter, SVP of Sales Engineering and Value Consulting, Max Verma, Head of PreSales Strategy and Innovation, and Brady Chant, Sales Engineer, discuss the strategic pillars of great sales engineering teams, what it means to take an outside-in approach to technical sales, and how to ensure alignment with every part of the organization.
Go-to-market teams usually think about product gaps in terms of their immediate revenue impact, but taking the long view on roadmap investments often has the greatest influence on the future direction of a company.In this session, Chris LaPeters, Director of Sales Engineering, Global Presales Programs Leader at Ericsson Enterprise Wireless (formerly Cradlepoint), discusses lessons learned while working to establish strategic alignment between Product and Sales—growing the relationships that matter most, understanding where PreSales teams have the most influence on the product roadmap, and designing organizational processes to be resilient to change.
In an ever-shifting B2B market, PreSales leaders must be proactive about getting the C-Suite to recognize their strategic business value as their role evolves. Sometimes this means proactively participating in strategic business conversations and outcomes rather than waiting for an invitation. This session features lightning talks from senior Solutions executives Jeff Margolese, and Sara Jones. Drawing from their experience leading global teams at Servicenow and Formstack, Jeff and Sara share how to prove and showcase the distinct value of the PreSales function to assert an equal seat at the executive table via “evolution, not revolution.”
As processes, programs and platforms continue evolving, how can Sales Engineers find new paths to unlocking human potential that meet the current and future demands of the business?This session, moderated by Vivun VP of Sales Engineering Brett Crane, focuses on engaging, empowering and enabling Sales Engineering teams for uncertain futures. Together with technical sales experts Rew Dickinson (Alpha GTM), John Care (Up2Speed), and Kerry Sokalsky (Tech Sales Mastery), they'll share insights on fostering a culture of continuous learning and integrating AI into the SE profession amid rapidly changing times.
As AI transforms customer expectations and needs, PreSales teams face increasing pressure to prioritize traditionally “post-sale” responsibilities. How can SE teams leverage AI to meet these rising demands across the customer lifecycle without compromising customer relationships? Leah McTiernan, GVP Presales at DocuSign, joins Daniel Conway, CEO of 2Win!, and Chad Wilson, VP Operations of 2Win!, to discuss the collision of AI and PreSales. This conversation covers how to leverage AI to facilitate a seamless customer experience from the inside-out, why cross-functional collaboration is key, and what core SE skills are more important than ever to earn a competitive edge through customer trust.
Tech companies everywhere are embracing generative AI and building new capabilities into their existing offerings — but what really differentiates an "agentic" solution from just another enterprise chatbot? In this session, Vivun Co-Founder and Chief Data Scientist Joseph Miller will share Vivun's approach to artificial intelligence, the attributes that transform technology from a tool into a teammate, and lessons learned from over a decade in AI research that are now being applied at Vivun.
Come see the latest product updates and innovations coming from Vivun — more than just a demo, this session will highlight the many ways Vivun helps technical sales teams become the unexpected heroes of your company.
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