Introducing SPACE-SEA, A Framework for Solution Engineering Excellence

When I was leading Solution Engineering teams, I found myself grappling with a fundamental question: How can we most effectively measure success in the presales phase? It is not sufficient to consider only the number of wins and losses. We must also focus on ways of measuring success that will actually help our teams to thrive and grow. I am pleased to put forward a new approach that I believe has the potential to transform our understanding of excellence in Solution Engineering.

The Genesis of an Idea

The idea was born out of a training session on "How to Measure Developer Productivity Using the SPACE Framework" led by Rachel Magasweran. As Rachel outlined how the SPACE framework assesses the collective impact of its constituent elements, beginning with satisfaction and well-being, I was struck by the clarity of her presentation. This framework, designed for development teams, could revolutionise our approach to Solution Engineering.

Subsequently, at CTO Craft Con in Berlin, I was able to discuss these concepts directly with Rachel, which led to my mission to adapt this framework specifically for presales teams. As a result I create this vision for measuring and improving solution engineering effectiveness was created.

Why a New Approach is Necessary

The current state of SE measurement is, to put it mildly, unnecessarily complicated. It is not uncommon to encounter multiple systems to log into, an overwhelming number of fields to complete, and metrics that are not aligned with the key drivers of success in our role. As one SE leader recently observed, ""We have an app for everything, but insight into nothing."

I have experienced this myself in the roles I have held, which was one of the reasons I wanted to change the way things were being done. This identified a need for a solution that addresses our specific requirements and addresses the challenges we currently face. This is why SPACE-SEA was developed: to create a model that meets these needs and addresses these challenges.

• Satisfaction and Well-being: SEs are subject to a range of distinctive pressures, including the need to adapt rapidly between different products and audiences, as well as the expectation of acting as the "technical expert" in every situation. By focusing on satisfaction first, we recognise the challenges these issues present and their impact on performance.

• Performance: It is not sufficient to focus solely on win rates. We must consider the full impact of SE activity, including the quality of technical engagement and long-term customer success.

• Activity: While monitoring activity is important, it is essential to focus on meaningful activities that drive value, rather than merely completing tasks in various systems.

• Communication and Collaboration: Solution Engineering is a team effort at its core. The framework places an emphasis on the collaborative aspects that are often overlooked in environments where individual quotas are the primary focus.

• Efficiency: This is not about doing more with less; it is about identifying and removing the barriers that prevent SEs from performing at their optimal level.

Moving Beyond Traditional Metrics:: A New Way Forward

The current approach to measuring success in Solution Engineering often feels like a mere box-ticking exercise, rather than a catalyst for genuine improvement. The SPACE-SEA framework provides a fundamentally different approach.

Traditional Metrics vs. SPACE-SEA Framework

Deal Support Metrics

Activity Tracking

Performance Evaluation

Team Management

Success Measurement

The Cost of Traditional Metrics

Traditional metrics often create hidden costs:

• SEs are spending hours updating multiple systems instead of focusing on customers
• Teams are prioritizing individual metrics over collaborative success
• Burnout is occuring from constantly chasing numbers
• There are missed opportunities for innovation and improvement
• Job satisfaction is decreased despite "good numbers"

The SPACE-SEA Advantage

The SPACE-SEA framework addresses these challenges by:

1. Focusing on Outcomes: Measuring the key performance indicators that matter to customers and team success, rather than focusing on the easy-to-count metrics.
2. Encouraging Collaboration: The most successful SE teams are those that succeed together
3. Supporting Growth: Creating an environment conducive to innovation and learning
4. Reducing Overhead: Eliminating superfluous reporting and system updates
5. Promoting Balance: Ensuring sustainable high performance

Implementation in Practice

Moving to SPACE-SEA does not entail the abandonment of all traditional metrics. Rather, it entails placing them in the appropriate context. For example:

• Instead of merely monitoring the number of demos, assess their effectiveness and customer engagement.
• Rather than simply counting the number of documents produced, evaluate their impact on customer success.
• Beyond monitoring system usage, evaluate the value of the information captured.
• Instead of individual quotas alone, consider team contribution and knowledge sharing.

The key is to start small: select one area where traditional metrics are not serving you well and experiment with SPACE-SEA-inspired alternatives. Measure the impact, gather feedback and make any necessary adjustments.

A Framework Built for Presales

To assist teams in implementing this approach, I have developed guidance documents that adapt SPACE specifically for both Solution Engineers and Solution Architects. The resources, which are available via this GitHub repository, provide insights into:

• How to measure each dimension of SPACE in a presales context
• Practical implementation strategies for teams of all sizes
• Guidelines for creating meaningful metrics that drive real improvement
• Approaches to balance individual and team performance
• Methods to ensure customer success remains at the centre of our work

An Invitation to Innovation

If you are a leader of a Solution Engineering team, I encourage you to consider this adaptation of the SPACE framework. I believe there are several reasons why it is worth considering this approach:

1. It is a holistic approach: Rather than focusing on isolated metrics, SPACE-SEA provides a comprehensive view of how different aspects of SE work interact and impact each other.

2. It is a collaborative tool: The framework encourages input from the entire team on both metrics and goals, leading to greater commitment and more meaningful measurements.

3. It is also human-centred: By prioritising satisfaction and well-being, we recognise that our most effective technical work is produced by teams that are supported and motivated.

SPACE-SEA can assist in identifying and eliminating the "productivity theatre" that is often prevalent in SE organisations, namely activities that appear to enhance productivity but in fact impede it.

Join the Journey

This is just the beginning of what I hope will become a broader conversation in our community about how we measure and improve Solution Engineering effectiveness. The complete framework documentation is available for your reference on GitHub. I encourage you to explore, adapt, and enhance these ideas for your own teams. I encourage you to engage in discussion and contribute to this process.

Your experiences and insights will be invaluable in evolving this framework. As you begin to explore and potentially implement SPACE-SEA in your organisation, I would appreciate hearing about your challenges, successes, and ideas for improvement.

Remember: Our goal isn't just to measure success – it's to create an environment where Solution Engineers can do their best work and truly thrive. It is important to remember that our objective is not merely to quantify success; it is to foster an environment where Solution Engineers can perform to the best of their abilities and truly flourish.