Tuesday, Aug. 20th
Perseverance Builds Partnership and Wins the Logo
SUCCESSFEST PURPLE THEATER
Time: 01:00 PM - 01:20 PM
Session Abstract:
Some deals are "won and done." The most rewarding deals are built over years, overcoming leadership changes, strategy pivots, and other significant hurdles. Carl Borsody talks to Jason Weber about how he built a strong partnership at Nike during the 2-year sales process.
Top Tips From FY19’s Top Sellers: Keys to Their Success
SUCCESSFEST BLUE THEATER
Time: 01:00 PM - 01:20 PM
Session Abstract:
Need inspiration to kick off your BIGGEST selling year? Abby Collins sits down with some of FY19’s top sellers to learn what made them successful – and what you can do to get there too.
Winning Customer Trust with "Zero Trust"
SUCCESSFEST PURPLE THEATER
Time: 01:30 PM - 01:50 PM
Session Abstract:
How do you stay engaged in an opportunity when the prospect is, well, not engaged? John Kindervag and Barbara Steiner show you how "Zero Trust" can break down barriers and keep you in the game. Case study: International Atomic Agency Vienna
The Trend is Your Friend: How to Demonstrate Our Thought Leadership
SUCCESSFEST BLUE THEATER
Time: 01:30 PM - 01:50 PM
Session Abstract:
MGM Resorts International is a leading operator of leisure resorts and casinos. Rick Howard interviews Brian Horwitz about this huge win and its continued growth. Brian was able to convince MGM on a strategic vision to exploit the very latest technology to prevent the most sophisticated attacks now and into the future. Hear from Brian how staying up to date helped him demonstrate thought-leadership to not only win this deal but significantly grow it over the last fiscal year.
Enhance your Customers’ Operations with Intelligent Automation
PARTNER THEATER
Time: 01:30 PM - 01:55 PM
Session Abstract:
Join BackBox as we take a deep dive into intelligently automating the management and validation of your Palo Alto Networks device configurations, deep application monitoring as well as addressing the overwhelming task of upgrading these devices. Learn how implementing an Intelligent Automation solution will help to increase an organization’s operational efficiency, reliability and visibility while significantly reducing overall risk.
Multiply Your Sales Productivity with Partners
SUCCESSFEST PURPLE THEATER
Time: 02:00 PM - 02:20 PM
Session Abstract:
Partners bring a lot to the table -- but are you maximizing their resources? Todd Surdey and Nathan Crider show you how to unlock the strength of partnerships at any stage of the deal. Case study: Kaiser Permanente
Catch Your Next Trap with Traps
SUCCESSFEST BLUE THEATER
Time: 02:00 PM - 02:20 PM
Session Abstract:
Erçan Aydin interviews Raymond Lteif and Laith Abu-Hantash about their big Cortex win at the Information and Government Authority of Bahrain. Find out how to take the long view to win big! After a three year engagement, the team gradually convinced the customer to forgo their nine-year relationship with McAfee and move to Palo Alto Networks.
How to Outmaneuver the Competition
SUCCESSFEST PURPLE THEATER
Time: 02:30 PM - 02:50 PM
Session Abstract:
Be prepared and go on the offensive when competing against Fortinet. Learn strategies to outwit and outplay your competition - whether it's a fight against Fortinet to unseat Cisco or Check Point, a battle for incumbency, or defending our territory. Hear from some of our most experienced teams who have cracked the code on winning both technical preference and maneuvering pricing and value conversations.
How to work with Unit 42 to completely transform your accounts
SUCCESSFEST BLUE THEATER
Time: 02:30 PM - 02:50 PM
Session Abstract:
A CEO saved from the brink of disaster by Unit 42? Sean Duca interviews Nicolas Warnier and Ryan Olson about Unit 42's pivotal role in winning a huge deal at Altran, following the most dramatic of compelling events!
Program Success with AWS
PARTNER THEATER
Time: 02:30 PM - 02:55 PM
Session Abstract:
AWS Marketplace makes it easy for customers to find, buy, deploy, and manage Palo Alto Networks solutions that run their businesses on AWS. Please join us to learn more about our new Consulting Partner Private Offer program and how to schedule a Dev Day in your region. 100 POC credits will be awarded to all prospects who attend a Dev Day.
Elevate Your Conversation with Accenture Security
SUCCESSFEST PURPLE THEATER
Time: 03:00 PM - 03:20 PM
Session Abstract:
How can Accenture help you have business value conversations at a higher level? Learn how customers are changing their approach to security, get insights from a CISO about becoming a true security advisor, and see how the joint investment we are making will change your customer relationships. Case study: Anthem
Customer Success Can Help You Win Deals
SUCCESSFEST BLUE THEATER
Time: 03:00 PM - 03:20 PM
Session Abstract: N/A
Go Big or Go Home: Lessons from our Biggest Deal of the Year
SUCCESSFEST PURPLE THEATER
Time: 03:30 PM - 03:50 PM
Session Abstract:
Nick Urick and Doug Steele share their strategies for breaking into massive accounts and overcoming common obstacles to your biggest win yet. Case study: Defense Information Systems Agency
How to Uncheck Check Point from your Accounts
SUCCESSFEST BLUE THEATER
Time: 03:30 PM - 03:50 PM
Session Abstract:
Hiroshi Alley interviews Akira Tanaka, Toshiyuki Inomoto and Hiroyasu Kubota about their big win at NTT Communications, the largest telco in Japan and one of the largest worldwide. Discover how the team was able to face-off against Check Point to win this prestigious logo for Palo Alto Networks. Be sure to watch this interview for some great tips about defeating Check Point.
Your Ticket to Presidents Club
PARTNER THEATER
Time: 03:30 PM - 03:55 PM
Session Abstract:
Discover the use cases and best practices to solve the device security challenges for healthcare. Upsell Cortex, pull through east-west firewalls and raise the conversation from selling security technology to solving business problems for CIOs and CISOs. Together, we deliver an unbeatable zero trust architecture with healthcare specific context
Selling into High Tech with High Confidence
SUCCESSFEST PURPLE THEATER
Time: 04:00 PM - 04:20 PM
Session Abstract:
Be prepared to prove your mettle when selling into high-tech companies – they may think they know better, can build better, and can do better than us. Brandon Conley, James Murphy, and Matt Walker show you how to step up to the challenge and win some serious street cred. Case study: Splunk
How to Win Digital Transformation Projects
SUCCESSFEST BLUE THEATER
Time: 04:00 PM - 04:20 PM
Session Abstract:
Simon Green interviews Anil Bhasin and Puneet Ahuja about winning the cybersecurity contract for a $300m Indian government digital transformation initiative. Find out how the team stayed the distance over a long, complex sales cycle - and how to land your next massive federal deal!
Got AI? Cortex Can Revitalize Your Deals
SUCCESSFEST PURPLE THEATER
Time: 04:30 PM - 04:50 PM
Session Abstract:
If your customers aren't yet taking advantage of AI-driven security, you're missing a big growth opportunity. Shailesh Rao talks to Josh Ohana and Mark Scheuber about how they won trust and revitalized security spend by igniting a stagnant NGFW account with Cortex. Case study: Silgan Holdings
Be Unstoppable! How to Overcome Deal-Closing Obstacles
SUCCESSFEST BLUE THEATER
Time: 04:30 PM - 04:50 PM
Session Abstract: N/A
Wednesday, Aug. 21st
IoT: The Conversation with Closing-Power in Any Vertical
SUCCESSFEST PURPLE THEATER
Time: 10:00 AM - 10:20 AM
Session Abstract:
f your customers aren't thinking about IoT today, they will tomorrow. Pamela Warren and Andreas Kuck show you how to prompt the IoT conversation that grows into your biggest deal in 2019 - and pays dividends for years to come. Case study: Volkswagen
3 Best Strikes Against CrowdStrike
SUCCESSFEST BLUE THEATER
Time: 10:00 AM - 10:20 AM
Session Abstract:
Scott Simkin interviews Christopher Ruybal about his win at the State of California. Hear how Christopher convinced the customer to choose Palo Alto Networks over CrowdStrike and how to beat this key competitor in your next Cortex deal.
Innovation, investment and measurable value: The Verizon security story
PARTNER THEATER
Time: 10:00 AM - 10:25 AM
Session Abstract:
There’s a reason Gartner has named Verizon’s Managed Security Services as a magic quadrant leader seven years in a row: Verizon’s security portfolio continually evolves to meet, and anticipate, customer requirements. Learn about how Verizon’s managed security services can help Palo Alto create more opportunities to become a trusted advisor to companies worldwide.
Bringing Executives into the Field: Tips for a Killer Close
SUCCESSFEST PURPLE THEATER
Time: 10:30 AM - 10:50 AM
Session Abstract:
Strategic deals call for strategic use of our best assets: our executives. Paul Calatayud and Elizabeth Meadows share their tips for leveraging them in your next deal. Case study: Lowe's Home Improvement
How to Capture Cloud Projects
SUCCESSFEST BLUE THEATER
Time: 10:30 AM - 10:50 AM
Session Abstract:
Greg Day interviews Martin Nyman about his big win at the famous Swedish furniture retailer, IKEA. By supporting their growth into the Cloud, Martin not only helped IKEA but significantly grew the value of the account. How did he do it?
Going Digital: The Missing Link in Your Integrated Sales Play
SUCCESSFEST PURPLE THEATER
Time: 11:00 AM - 11:20 AM
Session Abstract:
Digital programs are your secret weapon against the competition’s one-dimensional sales strategy. Join Janice Le and Claire Silcock to learn how creative, multi-channel engagement can close deals and feed your pipeline. Case study: UK National Health Service
When Customers Win, We Win!
SUCCESSFEST BLUE THEATER
Time: 11:00 AM - 11:20 AM
Session Abstract:
What's the best thing about repeat customers? They buy big! Maz Songerwala interviews Chip Moreland about his win at the video subscription provider Hulu, which has over 20 million subscribers. Find out how Chip used customer success tools to help Hulu get the most from Palo Alto Networks, to find gaps in their security posture and ultimately expand the account by $11m.
Building global and secure deployments on Google Cloud
PARTNER THEATER
Time: 11:00 AM - 11:25 AM
Session Abstract:
Organizations are adopting Google® Cloud Platform to take advantage of the same technologies that drive common Google services, and how to securely deploy enterprise applications and data to GCP leveraging Palo Alto Networks products. In this session, product experts from Google Cloud and Palo Alto Networks will walk through how you can use Google Cloud Networking capabilities and Palo Alto Networks integration to build global and secure deployments on GCP.
Zscaler: Not as Secure, Not as Scalable, and Not a Threat
SUCCESSFEST PURPLE THEATER
Time: 11:30 AM - 11:50 AM
Session Abstract:
Zscaler might look like a tough guy on the field, but you’ll come out on top if you can understand their weaknesses and capitalize on our differentiation. Join Jason Georgi, Marcus Guerrero, and Daniel Aballi in a discussion about sure-fire strategies that’ll pierce their armor. Case study: Colgate-Palmolive
Do Good, Sell Good: Breaking in with Cybersecurity Academy
SUCCESSFEST BLUE THEATER
Time: 11:30 AM - 11:50 AM
Session Abstract:
Our community development programs don’t just do good. They also help you relate and break into social-minded organizations and enterprises around the world. Mary Lou Prevost and Thomas Manzella discuss how Cybersecurity Academy can help your quota and your community. Case study: North Dakota University Systems
Speaker: Hiroshi Alley - VP, Japan Sales, Palo Alto Networks
Session: How to Uncheck Check Point from your Accounts
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 03:30 PM - 03:50 PM
Speaker: Erçan Aydin - VP, Regional Sales, Emerging Markets, Palo Alto Networks
Session: Catch Your Next Trap with Traps
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 02:00 PM - 02:20 PM
Speaker: Mitchell Bezzina - Director, Product Marketing, Palo Alto Networks
Session: 3 Best Strikes Against CrowdStrike
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 10:00 AM - 10:20 AM
Speaker: Anil Bhasin, Palo Alto Networks,
Session: How to Win Digital Transformation Projects
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 04:00 PM - 04:20 PM
Speaker: Carl Borsody - RVP of Sales, Palo Alto Networks
Session: Perseverance Builds Partnership and Wins the Logo
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 01:00 PM - 01:20 PM
Speaker: Paul Calatayud - Regional CSO, Americas, Palo Alto Networks
Session: Bringing Executives into the Field: Tips for a Killer Close
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Wednesday, August 21 / 10:30 AM - 10:50 AM
Speaker: Jim Carrigan - Cyber Security Vice President & Global Managing Director at Verizon Enterprise Solutions, Verizon
Session: Innovation, investment and measurable value: The Verizon security story
Location: PARTNER THEATER
Day/Time: Wednesday, August 21 / 10:00 AM - 10:25 AM
Speaker: Abby Collins - VP & Chief of Staff, Sales, Palo Alto Networks
Session: Top Tips From FY19’s Top Sellers: Keys to Their Success
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 01:00 PM - 01:20 PM
Session Abstract:
Need inspiration to kick off your BIGGEST selling year? Abby Collins sits down with some of FY19’s top sellers to learn what made them successful – and what you can do to get there too.
Session: How to Outmaneuver the Competition
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 02:30 PM - 02:50 PM
Speaker: Brandon Conley - VP, Public Cloud Sales, Palo Alto Networks
Session: Selling into High Tech with High Confidence
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 04:00 PM - 04:20 PM
Speaker: Osvaldo Costa - Cloud Customer Engineer - Networking Specialist, Google
Session: Building global and secure deployments on Google Cloud
Location: PARTNER THEATER
Day/Time: Wednesday, August 21 / 11:00 AM - 11:25 AM
Speaker: Nathan Crider - Major Account Manager, Palo Alto Networks
Session: Multiply Your Sales Productivity with Partners
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 02:00 PM - 02:20 PM
Steve Curtis: Managing Director, Accenture Security
Session: Elevate Your Conversation with Accenture Security
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 03:00 PM - 03:20 PM
Speaker: Greg Day - Regional CSO, EMEA, Palo Alto Networks
Session: How to Capture Cloud Projects
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 10:30 AM - 10:50 AM
Speaker: Sean Duca - Regional CSO, APAC, Palo Alto Networks
Session: How to work with Unit 42 to completely transform your accounts
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 02:30 PM - 02:50 PM
Speaker: Jason Georgi - Transformation Consultant, GPCS, Palo Alto Networks
Session: Zscaler: Not as Secure, Not as Scalable, and Not a Threat
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Wednesday, August 21 / 11:30 AM - 11:50 AM
Speaker: Stephan Goldberg - VP Technical Solutions and Strategic Alliances, Medigate
Session: Your Ticket to Presidents Club
Location: PARTNER THEATER
Day/Time: Tuesday, August 20 / 03:30 PM - 03:55 PM
Speaker: Simon Green - SVP, Theatre Sales, Palo Alto Networks
Session: How to Win Digital Transformation Projects
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 04:00 PM - 04:20 PM
Speaker: Christopher Grusz - Director of WW Business Development
AWS Marketplace, Service Catalog and Control Tower, AWS
Session: Program Success with AWS
Location: PARTNER THEATER
Day/Time: Tuesday, August 20 / 02:30 PM - 02:55 PM
Speaker: Marcus Guerriero - Global Account Manager, Palo Alto Networks
Session: Zscaler: Not as Secure, Not as Scalable, and Not a Threat
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Wednesday, August 21 / 11:30 AM - 11:50 AM
Speaker: Brian Horwitz - Major Account Manager, Palo Alto Networks
Session: The Trend is Your Friend: How to Demonstrate Our Thought Leadership
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 01:30 PM - 01:50 PM
Speaker: Rick Howard - Chief Security Officer, Palo Alto Networks
Session: The Trend is Your Friend: How to Demonstrate Our Thought Leadership
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 01:30 PM - 01:50 PM
Speaker: Toshiyuki Inomoto- Director, Major Accounts, Palo Alto Networks
Session: How to Uncheck Check Point from your Accounts
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 03:30 PM - 03:50 PM
Speaker: Harnish Kanani - VP, Customer Success, Palo Alto Networks
Session: Customer Success Can Help You Win Deals
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 03:00 PM - 03:20 PM
Speaker: John Kindervag - Field CTO, Palo Alto Networks
Session: Winning Customer Trust with "Zero Trust"
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 01:30 PM - 01:50 PM
Speaker: Andreas Kuck - Automotive Sales Manager, Palo Alto Networks
Session: IoT: The Conversation with Closing-Power in Any Vertical
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Wednesday, August 21 / 10:00 AM - 10:20 AM
Speaker: Janice Le - SVP, Global Marketing, Palo Alto Networks
Session: Going Digital: The Missing Link in Your Integrated Sales Play
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Wednesday, August 21 / 11:00 AM - 11:20 AM
Speaker: Raymond Lteif: Regional Sales Manager, Palo Alto Networks
Session: Catch Your Next Trap with Traps
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 02:00 PM - 02:20 PM
Speaker: Thomas Manzella -Account Executive, Palo Alto Networks
Session: Do Good, Sell Good: Breaking in with Cybersecurity Academy
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 11:30 AM - 11:50 AM
Dave McCaw - Sr Technical Sales Manager, Palo Alto Networks
Session: Customer Success Can Help You Win Deals
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 03:00 PM - 03:20 PM
Speaker: Elizabeth Meadows -Major Account Manager, Palo Alto Networks
Session: Bringing Executives into the Field: Tips for a Killer Close
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Wednesday, August 21 / 10:30 AM - 10:50 AM
Speaker: Chip Moreland - Named Account Manager, Palo Alto Networks
Session: When Customers Win, We Win!
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 11:00 AM - 11:20 AM
Tammy Moskites: Managing Director, Sr Security Executive, Accenture
Session: Elevate Your Conversation with Accenture Security
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 03:00 PM - 03:20 PM
Speaker: James Murphy - Technical Sales Manager, Palo Alto Networks
Session: Selling into High Tech with High Confidence
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 04:00 PM - 04:20 PM
Speaker: Martin Nyman - Major Account Manager, Palo Alto Networks
Session: How to Capture Cloud Projects
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 10:30 AM - 10:50 AM
Speaker: Josh Ohana - Sales Specialist, Palo Alto Networks
Session: Got AI? Cortex Can Revitalize Your Deals
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 04:30 PM - 04:50 PM
Speaker: Ryan Olson: VP, Threat Intelligence, Palo Alto Networks
Session: How to work with Unit 42 to completely transform your accounts
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 02:30 PM - 02:50 PM
Speaker: Lynette Owens - Major Account Manager, Palo Alto Networks
Session: Top Tips From FY19’s Top Sellers: Keys to Their Success
Location: SUCCESSFEST BLUE THEATER
Day/Time: Tuesday, August 20 / 01:00 PM - 01:20 PM
Speaker: Mary Lou Prevost - RVP, SLED West, Palo Alto Networks
Session: Do Good, Sell Good: Breaking in with Cybersecurity Academy
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 11:30 AM - 11:50 AM
Speaker: Shailesh Rao - SVP, Cortex GTM, Palo Alto Networks
Session: Got AI? Cortex Can Revitalize Your Deals
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 04:30 PM - 04:50 PM
Speaker: Christopher Ruybal - Named Account Manager, Palo Alto Networks
Session: 3 Best Strikes Against CrowdStrike
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 10:00 AM - 10:20 AM
Speaker: Mark Scheuber - Territory Sales Manager, Palo Alto Networks
Session: Got AI? Cortex Can Revitalize Your Deals
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 04:30 PM - 04:50 PM
Speaker: Claire Silcock - Major Account Manager, Palo Alto Networks
Session: Going Digital: The Missing Link in Your Integrated Sales Play
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Wednesday, August 21 / 11:00 AM - 11:20 AM
Speaker: Scott Simkin - Director of Threat Intelligence Marketing, Palo Alto Networks
Session: 3 Best Strikes Against CrowdStrike
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 10:00 AM - 10:20 AM
Speaker: Maz Songerwala - VP, Customer Experience, Palo Alto Networks
Session: When Customers Win, We Win!
Location: SUCCESSFEST BLUE THEATER
Day/Time: Wednesday, August 21 / 11:00 AM - 11:20 AM
Speaker: Rahul Sood - SVP, Ecosystem & Industry Solutions, Palo Alto Networks
Session: Elevate Your Conversation with Accenture Security
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 03:00 PM - 03:20 PM
Greg Stayte: Major Account Manager, Palo Alto Networks
Session: Elevate Your Conversation with Accenture Security
Location: SUCCESSFEST PURPLE THEATER
Day/Time: Tuesday, August 20 / 03:00 PM - 03:20 PM
