Resourcing presales
• How to do it?
• Seat at the table?
• PODs
• Shared revenue
• Individual model
• How to reward other people for coming in and helping.
• No two deals are the same
○ Market segment - SMB is good for pools
○ Enterprise & up - different models
• SE-aaS
○ Pull in on demand
• Pull in industry experts
Acquisitions
• General enablement
• Pick up faster
• Discovery piece
• Complementary offering
• Could use au
Clubhouse for presales
• Usage of clubhouse calls
• Master moderator
• Sales Club
• AI/ML
○ Don't use this as a selling point
○ It needs to provide a benefit
Question on ML
• Magic moment is the effect of their data on the learning
• Isn't that a POV really?
• AI - speech to text model
• Show audio translated live to text.
AE pulls SE into demo before it is really time.
• Do your own discovery after the AE calls you in.
• It demos well.
Moving from Engineering to Sales
• Getting onto some targets that the VP of sales cares about
• Try to only get measured about what the Aes and sales people need help on.
Join us next week for a talk on
"Measuring the impact of pre sales"