Delivering the last mile between platform features and what the customer needs.
Written from inside SaaS customer pre-sales cycles.
Your AI Shopping Agent Can Only Answer What Your Catalog Already Knows
Two retailers can license the identical agent from the identical vendor and get completely different products. One has a catalog that can answer questions. The other has a catalog that can list prices.
tags: agentic commerce, product feeds, agentic chatread: 4m022026-08-26The One Constant in ChatGPT Shopping: Your Product Feed
2026 turned ChatGPT shopping into a roller coaster of launches and pullbacks. Instant (Agentic) Checkout arrived and was quickly shelved. But one rule never moved: without a structured, regularly refreshed product feed, your catalog stays invisible.
tags: product feeds, agentic commerceread: 2m032025-12-03originally published on LinkedInWhy Your Demos Aren't Converting
Too many solution engineers treat discovery like a checklist. But the best drive discovery like a business consultant, connecting technical depth to strategic impact.
tags: demos, discoveryread: 1m042025-11-19originally published on LinkedInThe Demo Crime Files: Are You Guilty?
In the book Demonstrating to Win! by Robert Riefstahl, there's a chapter recommended for every Solutions Engineer: The Demo Crime Files. These aren't just bad habits; they're momentum-killers that…
tags: demos, sales engineeringread: 1m052025-06-16originally published on LinkedInRapid Proof-of-Concept Delivery in SaaS: Strategies for Tight Timelines
In enterprise SaaS sales, a proof-of-concept functions as a test drive before major purchases. Prospective customers seek hands-on validation using their own data rather than polished demo…
tags: POC, sales engineeringread: 4m062025-05-27originally published on LinkedInTrends Shaping the Future of Pre-Sales: What Every SE Needs to Know Now
Pre-sales engineers increasingly partner with AI and automation tools to work more efficiently. According to Forrester Research, sales teams spend roughly only 23% of their time actually selling,…
tags: pre-sales, trendsread: 5m072025-05-09originally published on LinkedInTechnical Storytelling in Sales
In sales engineering, simply showcasing features isn't sufficient — they must resonate with audiences. Technical storytelling transforms product demonstrations and technical explanations into…
tags: storytelling, sales engineeringread: 2m082025-04-30originally published on LinkedInIs AI Replacing Your Software Engineering Customers?
AI is writing code, and it's getting much better. But what is it doing to the roles of software engineers? According to Microsoft and Google, over 30% of new code is now AI-generated, up from just…
tags: AI, sales engineeringread: 2m092025-04-24originally published on LinkedInThe SE Secret Weapon: Relationship Building for Sales Growth
Is the Solutions Engineer's technical network an untapped goldmine for driving enterprise sales?
tags: relationship building, sales engineeringread: 2m102024-07-29StackOverflow Developer Survey '24 Results
How to leverage the latest StackOverflow Developer Survey results if you sell to software engineers
tags: industry, engineeringread: 1m