This is what our nutty dreams are made of 🤩
VP, Solutions Engineering ★ Senior technical leader, aligning sales and product within the cybersecurity sector ★ Securing top-tier accounts
When I first introduced the idea of demo automation to our Solutions Engineering team ~1.5 years ago, I think my excitement might have scared them a little (whoops) ChatGPT had just brought AI to the mainstream. Everyone in tech was worried they were about to be automated out of a job. But this couldn't have been further from my intentions. Good SE's hate doing unqualified demos and "harbor tours" as Peter Cohan calls them. But sometimes they're hard to completely avoid, especially in Enterprise software with no PLG/self-serve free trial option. My pitch to the team was this: What if we could give prospects a controlled interactive demo that's laser-focused on their needs ahead of meeting us? They get to "try" the product and you get to spend more time on discovery/answering informed questions. I got their buy-in. We pulled the trigger on Walnut. The SE's helped create some awesome content. Now our prospects can qualify themselves in or out and know more about how we can help before meeting. We have better conversations earlier. The SE's role is elevated (not eliminated) instantly. This is the future of technical sales 💫
Catie Ivey
1w
Kevin Delaney for the win! Appreciate you 💜
Senior PMM @ Walnut | Storyteller | B2B SaaS
1wI love how Walnut was able to showcase both your product and your SE team's hard work 💪