General

Implementing the SPACE-SEA Framework - Optimizing Solution Engineering Efficiency

This is the final post in our five-part series exploring practical implementation of the SPACE-SEA framework. Having examined satisfaction, performance, activity, and communication, we now turn to efficiency - not just doing more with less, but ensuring Solution Engineers can focus their time and energy where it …
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Implementing the SPACE-SEA Framework - Building Strong Communication and Collaboration in Solution Engineering

General PreSales

This is the fourth post in our five-part series exploring practical implementation of the SPACE-SEA framework. After examining satisfaction, performance, and activity, we turn to what often determines the success of complex technical sales: Communication and Collaboration.

The Bridge Between Technical Excellence and …

Implementing the SPACE-SEA Framework - Ensuring Solution Engineering Activities Drive Customer Value

General PreSales

This is the third post in our five-part series exploring practical implementation of the SPACE-SEA framework. After examining satisfaction and performance, we turn our attention to activity - specifically, how to ensure the day-to-day work of Solution Engineers creates meaningful value for customers.

Understanding …

Implementing the SPACE-SEA Framework - Understanding and Measuring Solution Engineering Performance

General PreSales

This is the second post in our five-part series exploring practical implementation of the SPACE-SEA framework. Having examined satisfaction and well-being as our foundation, we now turn to a challenging question: How do we meaningfully measure Solution Engineering performance?

Beyond Win Rates

Traditional metrics often …

Implementing the SPACE-SEA Framework - A Guide to Measuring Satisfaction and Well-being in Solution Engineering

General PreSales

Following the introduction of the SPACE-SEA framework, many discussions with Solution Engineering leaders have centered on one key question: "How do we put this into practice?" To answer this, I'm writing a five-part series exploring each dimension of the framework in detail. We begin with what I consider the …
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Introducing SPACE-SEA, A Framework for Solution Engineering Excellence

General PreSales

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 …
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Sales Engineers Measuring What Really Matters

General PreSales

Something amazing happens when we expand how we measure SE success
we discover the true magic they bring to our organizations.

Every great SE brings multiple superpowers to the table:

They architect solutions that delight customers
They bridge the technical-business gap effortlessly
They lay foundations for long-term …

Why Happy and Healthy Sales Engineers Are Your Secret Weapon

General PreSales

Let's talk about the unsung heroes of technical sales - Sales Engineers.

They're expected to:

Switch between multiple products seamlessly
Be the smartest technical person in every room
Translate complex tech into business value
Handle high-stakes demos without breaking a sweat
Navigate challenging customer questions …

Best Practices for Integrating Solution Engineering Feedback

General PreSales Product Management

Presales Engineers are known by many names, including, but not limited to, Solution Engineering, Solution Architects, Sales Engineering, and so on. In this article, I have opted to use Solution Engineering as a catch-all term for all the people who interact with your customers before they purchase your products.

There …

Insights from the AWS summit Berlin 2024

General Personal Thoughts AI

As I walked into the AWS Summit in Berlin, I couldn't help but feel a sense of excitement and anticipation. The atmosphere was electric, with attendees buzzing about the latest innovations in cloud computing and AI. As someone who follows the industry closely, I was eager to see what the summit was going to present.

As …