Podcasts about Sales engineering

288 - Marcus Rebelo - Global Head of Sales Engineering - Lumana by Alex Wood & Robb Reck

This episode's guests:Melissa Higgins, Director of Customer Advancement at Censis TechnologiesJacob Long, Director of Sales Engineering at Censis TechnologiesOlivia Fistek, Regional Account Manager at Censis TechnologiesSterile processing has become one of the fastest changing environments in the hospital. Instruments that were once straightforward now arrive with multilayered assembly requirements, robotic components and manufacturer instructions for use that change without notice. The technology used to reprocess and sterilize them has grown just as complex. What a technician needed to know five years ago is not what the role demands today, and the list keeps growing. Every new service line, every new specialty and every new device adds to the body of knowledge a department is expected to carry.That pace creates a quiet gap. Departments are held to evolving standards and regulatory expectations while the day-to-day work of keeping cases moving never pauses, which leaves little room for structured learning. Compliance strains first, then confidence. There is also a second gap that receives less attention. Knowing the correct practice is one challenge. Capturing it digitally, configuring software to match a specific workflow and proving it later is a separate one. Education has to close both.How can a sterile processing team turn three days of education into changes that hold up back in the department?Welcome to ConCensis. In this episode, host Daniel Litwin, the Voice of B2B, sits down with Melissa Higgins, Director of Customer Advancement at Censis Technologies, Jacob Long, Director of Sales Engineering at Censis Technologies, and Olivia Fistek, Regional Account Manager at Censis Technologies, to preview CtUC Virtual 2026 and the thinking behind this year's theme, From Experience to Impact. Together, they discuss the three-day tiered track structure, the industry topics shaping this year's agenda, the live question-and-answer format, the peer collaboration that happens between attendees and the first major software refresh Censis has undertaken in years. The conversation offers sterile processing professionals a clear picture of what the September event covers, how to plan their three days and which conversations are worth showing up for.What You'll Learn...Why continuing education functions as an operational requirement rather than a professional perk, as instrument complexity and manufacturer instructions for use change faster than most departments can absorb on their own.How the three-day tiered structure splits into a general track, a leadership track and a technician track so attendees can build an agenda around their actual scope of work.The role water quality is playing in this year's agenda, and why industry experts leading the regulatory conversation were brought in to address it directly.What the first major software refresh in years brings to the platform, including an updated user interface and changes to how CensiTrac Intelligence handles metrics and KPI reporting.How attendees reach Censis expertise during the event, from live question-and-answer sessions and clinical educators fielding questions in real time to one-on-one time with a customer success manager.Why the peer conversation is often the highest-value part of the event, as a nine-tray ambulatory surgery center and a thousand-bed trauma hospital discover they are solving the same problems very differently.About the GuestsMelissa Higgins is Director of Customer Advancement at Censis Technologies, where she leads the clinical education team. Her team delivers Service Plus, the add-on subscription that helps customers examine their workflow and get more out of the software they already own. She treats CtUC as the flagship presentation Censis gives its customers each year, pairing outside industry standards with internal guidance on system utilization.Jacob Long serves as Director of Sales Engineering at Censis Technologies, where he prepares and supports the commercial team and works across clinical education, implementation and product. His earlier work training customers in person gave him a view of departments at every scale, from single-procedure outpatient clinics to thousand-bed trauma centers running thirty rooms and eighty technicians. He watches closely for how customers configure the same software to fit very different worlds.Olivia Fistek is Regional Account Manager at Censis Technologies, working on the sales side with facilities bringing Censis in for the first time and with existing customers expanding their portfolio. She partners closely with the customer success team and focuses on keeping facilities supported as their hospital needs evolve. Her vantage point comes from being in customer doors regularly and hearing which challenges are surfacing right now.

This episode's guests:Melissa Higgins, Director of Customer Advancement at Censis TechnologiesJacob Long, Director of Sales Engineering at Censis TechnologiesOlivia Fistek, Regional Account Manager at Censis TechnologiesSterile processing has become one of the fastest changing environments in the hospital. Instruments that were once straightforward now arrive with multilayered assembly requirements, robotic components and manufacturer instructions for use that change without notice. The technology used to reprocess and sterilize them has grown just as complex. What a technician needed to know five years ago is not what the role demands today, and the list keeps growing. Every new service line, every new specialty and every new device adds to the body of knowledge a department is expected to carry.That pace creates a quiet gap. Departments are held to evolving standards and regulatory expectations while the day-to-day work of keeping cases moving never pauses, which leaves little room for structured learning. Compliance strains first, then confidence. There is also a second gap that receives less attention. Knowing the correct practice is one challenge. Capturing it digitally, configuring software to match a specific workflow and proving it later is a separate one. Education has to close both.How can a sterile processing team turn three days of education into changes that hold up back in the department?Welcome to ConCensis. In this episode, host Daniel Litwin, the Voice of B2B, sits down with Melissa Higgins, Director of Customer Advancement at Censis Technologies, Jacob Long, Director of Sales Engineering at Censis Technologies, and Olivia Fistek, Regional Account Manager at Censis Technologies, to preview CtUC Virtual 2026 and the thinking behind this year's theme, From Experience to Impact. Together, they discuss the three-day tiered track structure, the industry topics shaping this year's agenda, the live question-and-answer format, the peer collaboration that happens between attendees and the first major software refresh Censis has undertaken in years. The conversation offers sterile processing professionals a clear picture of what the September event covers, how to plan their three days and which conversations are worth showing up for.What You'll Learn...Why continuing education functions as an operational requirement rather than a professional perk, as instrument complexity and manufacturer instructions for use change faster than most departments can absorb on their own.How the three-day tiered structure splits into a general track, a leadership track and a technician track so attendees can build an agenda around their actual scope of work.The role water quality is playing in this year's agenda, and why industry experts leading the regulatory conversation were brought in to address it directly.What the first major software refresh in years brings to the platform, including an updated user interface and changes to how CensiTrac Intelligence handles metrics and KPI reporting.How attendees reach Censis expertise during the event, from live question-and-answer sessions and clinical educators fielding questions in real time to one-on-one time with a customer success manager.Why the peer conversation is often the highest-value part of the event, as a nine-tray ambulatory surgery center and a thousand-bed trauma hospital discover they are solving the same problems very differently.About the GuestsMelissa Higgins is Director of Customer Advancement at Censis Technologies, where she leads the clinical education team. Her team delivers Service Plus, the add-on subscription that helps customers examine their workflow and get more out of the software they already own. She treats CtUC as the flagship presentation Censis gives its customers each year, pairing outside industry standards with internal guidance on system utilization.Jacob Long serves as Director of Sales Engineering at Censis Technologies, where he prepares and supports the commercial team and works across clinical education, implementation and product. His earlier work training customers in person gave him a view of departments at every scale, from single-procedure outpatient clinics to thousand-bed trauma centers running thirty rooms and eighty technicians. He watches closely for how customers configure the same software to fit very different worlds.Olivia Fistek is Regional Account Manager at Censis Technologies, working on the sales side with facilities bringing Censis in for the first time and with existing customers expanding their portfolio. She partners closely with the customer success team and focuses on keeping facilities supported as their hospital needs evolve. Her vantage point comes from being in customer doors regularly and hearing which challenges are surfacing right now.

In this episode of the Industry Spotlight, joining host Sam D'Arc are Alex Lawrence, CEO and co-founder of EVauto, and Chris Roig, Director of Sales Engineering at Netchex, to discuss how the country's largest EV-only dealer group is scaling into new states without letting payroll and HR become the bottleneck. Alex reveals a payroll tax scare that nearly caught EVauto off guard and how a surprise refund from the IRS became a turning point. Now growing toward 4,000 cars a year across three states, he explains why he trusts AI to approve timecards and overtime, and how automation flags problems like a 40 percent overtime spike before they hit the books. Chris breaks down why switching payroll providers never means touching the dealer management system, and how EVauto is scaling into new markets without stacking headcount in the back office. This episode of the Car Dealership Guy Podcast is brought to you by Netchex. Topics: 02:50 Painful Tesla Hunt Spawned An Empire. 04:45 Zero Floorplan Debt, Nine-Figure Revenue. 06:50 Cringey TikToks Sold Thousands Of Cars. 09:00 Payroll Tax Blindside Fast-Growing Dealers. 11:20 DMS Integration Separates Real Solutions. 16:40 Paperwork Scales Worse Than Rooftops. 18:00 Employee Experience Starts Before Day One. 20:35 Netchex Assumes IRS Compliance Liability. 24:00 New State Means Instant Payroll Learning Curve. 26:50 AI Agents Automate Routine Approvals. 29:50 AI Handles 80%, Humans Manage Exceptions. 31:30 Every Role Justifies Why AI Can't Do It. Netchex - Drive your dealership forward with Netchex. The only HCM platform built for how dealerships actually operate — deep DMS integrations, technology that understands your business, and a team that understands you. Visit @ here to learn more Check out Car Dealership Guy's stuff: For dealers: CDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Fix your dealership's social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ For industry vendors: Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Car Dealership Guy Socials: X ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

In dieser Folge nehmen wir uns ein Thema vor, das im Sales Engineering oft für Unsicherheit sorgt: Sollten Solution Engineers Preise nennen und wenn ja, unter welchen Bedingungen? Wir diskutieren, warum Preisgespräche für viele SEs ein Minenfeld sind, welche Risiken und Chancen darin liegen und wie man als Team klare Guardrails schafft. Außerdem sprechen wir über die Bedeutung von Dealgrößen, interne Abstimmung und den Einfluss auf Motivation und Priorisierung. Wie immer gibt's ehrliche Einblicke, praxisnahe Beispiele und ein paar persönliche Anekdoten – alles, was du brauchst, um im Softwarevertrieb souverän mit Zahlen umzugehen. ----------

In dieser Folge gehen wir der Frage nach, wie Künstliche Intelligenz wirklich im Sales Engineering hilft – und wo sie an ihre Grenzen stößt. Wir diskutieren, ob LLMs gute Demo-Ratschläge geben, warum Kontext beim Einsatz von KI alles ist und was das für den Alltag im B2B-Softwarevertrieb bedeutet. Außerdem nehmen wir uns dem ewigen Portfolio-vs.-Single-Point-Solution-Dilemma an: Ist weniger wirklich mehr, oder verschenken wir Chancen, wenn wir nicht das ganze Produktfeuerwerk zünden? Wir teilen persönliche Anekdoten, echte Praxisbeispiele und unsere klare Meinung zu Discovery, Fokus und nachhaltigem Vertriebsansatz. Wenn du wissen willst, wie du Demos smarter gestaltest und dein Portfolio strategisch einsetzt, hör unbedingt rein! ----------

In cybersecurity, the biggest threats aren't always the attackers but instead can be the blind spots we create ourselves. Organizations often seek to buy the “shiny tools,” deploy them out of the box, and assume they're protected. But are those the tools that are actually needed? This can lead to an even more dangerous situation in which company leaders believe “we've bought that tool, we're now safe.” In this episode, host Steve Prentice is joined by Zoë Rose, CSIRT Manager at Canon EMEA, and Chris Harris, AVP, Sales Engineering at Thales, to dig into the uncomfortable truth: real security isn't about the technology you buy, but how deeply you understand your environment, your people, and the hidden gaps that attackers exploit long before you ever see an alert. If you want to know what operational maturity actually looks like, the kind of security that many organizations never attain, check out what the experts have to say.

At Infosecurity Europe 2026 in London, Matt Ellison, Director of Sales Engineering EMEA & APAC at Corelight, joins Sean Martin to unpack the visibility gap widening across security operations. The SOC is either drowning in data or missing the data that matters most. Corelight, custodian of the open-source Zeek project, builds a platform that turns raw network traffic into evidence teams can actually use. Why do today's most evasive attacks slip past endpoint detection? Because they are designed to. Ellison points to typhoon-style campaigns staged from network and hardware devices specifically to avoid EDR. When a platform sees all of the network traffic moving backwards and forwards, those moves stop being invisible. Seeing more is only half the battle. Ellison describes teams trapped by a fear of missing something, switching on every "just in case" detection until alert volume becomes its own crisis. The real question shifts from "what fired" to "what does this actually mean for my environment." How do you investigate a detection you cannot see inside? A black box hands down a verdict with no evidence behind it. Corelight takes an open approach, exposing the data behind every conclusion so analysts can follow a flow to its root cause and apply the one thing no vendor ships: their own knowledge of the network. The proof tends to show up fast. Ellison recalls a proof of value where, within thirty minutes, the team surfaced sensitive information moving unencrypted across the network. Other finds are smaller but telling, like a finance team's certificate using a weak cipher. Corelight even names its catch-all logs plainly, the "weird" log and the "unknown" log. Visibility feeds compliance too. Frameworks like NIS2, DORA, and GDPR demand evidence, not a tool humming in the corner that no one reviews. Ellison previews a coming release that adds asset classification, identifying every device on the network and explaining the why behind it. This is a Brand Spotlight. A Brand Spotlight is a ~15 minute conversation designed to explore the guest, their company, and what makes their approach unique. Learn more: https://www.studioc60.com/creation#spotlight GUESTMatt Ellison, Director of Sales Engineering EMEA & APAC, Corelight LinkedIn: https://www.linkedin.com/in/matthewrellison/ RESOURCES Learn more about Corelight, including customer stories: https://corelight.com Zeek, the open-source NDR project Corelight maintains: https://zeek.org Infosecurity Europe 2026 coverage from ITSPmagazine: https://www.itspmagazine.com/infosecurity-europe-2026-infosec-london-cybersecurity-event-coverage Are you interested in telling your story? ▶︎ Full Length Brand Story: https://www.studioc60.com/content-creation#full ▶︎ Brand Spotlight Story: https://www.studioc60.com/content-creation#spotlight ▶︎ Brand Highlight Story: https://www.studioc60.com/content-creation#highlight ▶︎ Get your own Brand Briefing at an upcoming event: https://www.studioc60.com/buy-brand-briefings KEYWORDS Matt Ellison, Corelight, Sean Martin, brand story, brand marketing, marketing podcast, brand spotlight, network detection and response, NDR, Zeek, open source security, network visibility, threat hunting, SOC alert fatigue, EDR evasion, encrypted traffic analysis, NIS2, DORA, GDPR, Infosecurity Europe 2026 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In dieser Episode gehen wir der Frage auf den Grund, wie sich PreSales und PostSales in der modernen SaaS-Welt sinnvoll verzahnen lassen. Wir diskutieren, welche Rolle Solution Engineers im Spannungsfeld von klassischen Seat-Based- und modernen Usage-Based-Pricing-Modellen einnehmen sollten. Dabei teilen wir echte Zahlen, spannende Markttrends und unsere eigenen Erfahrungen, um endlich Klarheit in die Debatte zu bringen. Warum ist die Bowtie-Metrik so entscheidend, und wie können Experimente im PreSales echte Wachstumstreiber werden? Wir liefern handfeste Impulse für alle, die Sales Engineering im B2B-Softwarevertrieb auf das nächste Level heben wollen. ----------

If you're betting on agentic AI, hear directly from the builders navigating the challenges, innovating pricing models, and creating the coming reality where every employee manages thousands of agents.Topics Include:Four panelists represent the full AI stack: build, run, secure, monitor.Agentic AI moved faster than anyone predicted just 18 months ago.Writer AI's no-code agent builder missed both its target personas entirely.Non-technical users now just prompt agents instead of building workflows.Fireworks AI processes over ten trillion tokens daily across open models.DeepSeek's Christmas release tripled Fireworks' capacity needs almost overnight.Okta identified agent identity as a security problem from day one.91% of organizations are already using AI agents in some capacity.Datadog evolved naturally from dashboards to autonomous investigative agents.Bits.ai agents now diagnose production incidents before engineers wake up.Trust requires explainability — black-box agents stall enterprise adoption cold.Human-in-the-loop remains essential; risk tolerance varies wildly by organization.Writer AI compressed a four-month retail workflow down to one week.Multi-provider inference consistency is one of the hardest unsolved infrastructure problems.Agentic pricing models are fundamentally broken for enterprise budget planning today.Agents managing agents means every employee becomes a manager of thousands.POC data gaps are the most underrated blocker to production deployment.Security must be designed in from the start — retrofitting is painful.Build evaluations first so you know if you're actually improving anything.Find your uniquely differentiated data and build your agentic bet there.Participants:Yannick Guillerm – Regional Manager, Sales Engineering, DatadogRay Thai – Director of Product Management, Fireworks AIAndrew Yu – Vice President of Engineering, OktaMatan-Paul Shetrit – Director of Product Management, Writer AIModerator: Carol Potts – General Manager, North America ISV Sales, AWSSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Enterprise AI projects fail more often than they succeed. The MIT figure Thomas Schaefer cites puts that at 95%. The reasons are rarely the model. They are the architecture beneath it, the data that feeds it, and the use case selection that determines whether any of it was worth starting.Thomas Schaefer is Director of Sales Engineering at Uniphore, based in Germany. He has over 20 years in enterprise technology, including 12 years at Jacada across solution architecture, professional services and presales leadership across EMEA and APAC. He joined Uniphore in 2021 and works with enterprise clients on AI transformation, agentic workflow design and the operationalisation of business AI at scale.Show notesDiscover more about the CCW UK Summit: https://europe.customercontactweekdig...Find out more about Uniphore: https://www.uniphore.com/Follow Thomas on LinkedIn: https://www.linkedin.com/in/thomas-schaefer-4027a611/Follow Kane on LinkedIn: / kanesimms Take our updated AI Maturity Assessment: https://vuxworld.typeform.com/to/a26b...Subscribe to VUX World: https://vuxworld.typeform.com/to/Qlo5...Subscribe to The AI Ultimatum Substack: https://open.substack.com/pub/kanesimms Hosted on Acast. See acast.com/privacy for more information.

In dieser Folge tauchen wir tief in die Zwickmühlen des PreSales-Alltags ein: Wie balanciert man als Solution Engineer zwischen Kundenbindung und interner Rollenerwartung? Wir diskutieren konkrete Hörerfragen, teilen unsere Erfahrungen mit Timeboxing in Demos und geben Insights, wann sich der Wechsel von Generalisten- zu Matrix-Organisationen wirklich lohnt. Zum Abschluss öffnen wir unser Founders Diary und lassen dich hinter die Kulissen unseres eigenen Wachstumsprozesses blicken – von neuen Lernformaten bis zu AI-getriebenen Sales-Workflows. Hör rein, wenn du Lust auf ehrliche Einblicke, praxisnahe Tipps und einen frischen Blick aufs Sales Engineering hast! ----------

What happens when you trade the high-stress world of Tesla for a career in Sales Engineering? For Sierra DeGroff, it meant finding the mental space to become one of the most dominant forces in the ultra-running community.In this episode of the Dirt & Vert Podcast, we sit down with the 2026 Umstead 100 Female Champion to deconstruct her journey from a Michigan track athlete to the top of the ultra podium. Sierra gets real about her transition from the marathon distance to the grueling world of 100-milers, sharing the "nitty-gritty" of her Umstead race strategy and the nutrition plan that kept her fueled for a first-place finish. We explore the central theme of her career: how improving her work-life balance didn't just make her happier—it made her faster.

Check out the TIES Sales Showdown at www.tx.ag/TIES Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening. Connect with us on Facebook at https://www.facebook.com/saleslabpodcast Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

In dieser Folge von „WeTalkSecurity" geht es um Threat Intelligence: was sich hinter dem Begriff verbirgt, wie Unternehmen davon profitieren, welche Rolle APT-Gruppen und geopolitische Konflikte dabei spielen – und warum Datenqualität wichtiger ist als Datenmenge. Philipp Plum spricht mit Steffen Schmidt, Manager of Sales Engineering bei ESET, darüber, wie Rohdaten und Telemetrie in verwertbare Bedrohungsinformationen verwandelt werden, was Datafeeds und APT-Reports leisten, welche Einstiegshürden bei der Implementierung bestehen und wie KI bzw. Machine Learning die Analyse von Bedrohungslagen künftig weiter vereinfachen wird.

Want to learn more about how some of the oldest submarine cables are still playing a key role in the AI era? In this episode, FLAG's Chief Network Officer, Brad Kneller and VP of Product & Marketing, Nadya Melic join Ciena's Gautam Billa, VP of Sales Engineering & CTO, APJI, to share insights on some of the factors contributing to the continued viability and sustainability of a submarine cable. The three discuss how FLAG is complementing its new cable buildouts by extending the lifespan of its existing cables, using advanced technologies, proactive monitoring and intelligent data analysis. As part of FLAG's Vision 2030 strategy, the private submarine cable operator is taking bold steps to optimize its network to support growing capacity demands driven by AI, cloud and other bandwidth-intensive applications.

Buyers aren't showing up to your first call “curious” anymore, they're showing up pre-researched, pre-ranked, and powered by AI.In this episode, we're joined by John Brunswick (former Distinguished SE at Salesforce, founder of StoryPath.ai, and author of Burn the Deck) to break down what AI is changing in the buyer/seller dynamic.We dig into:Why AI gives buyers “superpowers” (and what that means for your first meeting)Why traditional product demos can feel like the worst first date everHow story becomes the envelope for your value, and helps you regain controlPractical ways to add framing, “from/to” summaries, and pallet-cleansing medium shifts to keep buyers engagedIf you want your next discovery + demo to actually earn the second meeting, this one's a must.

In this special crossover episode with That Tech Pod, Nick sits down for a fireside chat with hosts Laura Milstein (VP of Cybersecurity and Application Development at AITHERAS) and Kevin Albert (Director of Sales Engineering at Casepoint). They explore the realities of job hunting in government contracting, the fading allure of consulting careers, and how AI is transforming everything from resumes to human connections.Key Topics:Recruiting Challenges in a Saturated MarketThe Decline of Traditional Consulting AppealTechnology's Impact on Social Skills and Mental HealthAI in Job Prep and Workplace Efficiency Job Search Tips for Veterans in the FieldCheck out That Tech Pod for weekly episodes on e-discovery, cybersecurity, data privacy, and emerging tech shaping legal teams—subscribe at https://thattechpod.com!Subscribe to @RobotsandRedTapeAI for more insights on AI, tech, and government innovation.

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Sales Engineering and Business Development are no longer support functions - they are central to how modern B2B deals are won. In this episode, we explore how Sales Engineers drive real business outcomes, not just technical validation. On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to unpack how Sales Engineers evolve into trusted advisors across the full sales cycle — from discovery to long-term value creation. This episode is part of our Best Of series, highlighting timeless conversations from the B2B Sales Trends Podcast.

Employee recognition is the center of workforce morale and productivity. But with the rise of new workforce technologies, the recognition industry has shifted from an occasional award to an ongoing social acknowledgement program. Top recognition leaders need to know how to incorporate this new technology so that they can see HOW their workers are doing, not just WHAT their workers are doing.Akiko Valverde, Vice President, Product & Sales Engineering at Madison Performance Group, stops by the HRO Today Educational Podcast to talk about technology in the employee recognition space. Together with HRO Today CEO Elliot Clark, they examine how leaders can utilize new technologies, such as Artificial Intelligence, to enhance their recognition programs.Listen in as Akiko and Elliot explore how recognition technology has enabled employers to connect with employees in meaningful ways.

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Behind every “professional journey” is a human being dealing with doubt, growth, and reinvention. Rick also offers candid insights into what people don't see behind the scenes of SE management: politics, career development, and the emotional intelligence needed to truly lead.

 In this exclusive episode of UC Today, David Dungay sits down with Aaron Clark, Director of Sales Engineering at TTx, to dive into the company's evolving cloud communications strategy.Backed by its partnership with Intermedia, TTx is delivering flexible, fully branded UCaaS that's helping businesses modernize—without sacrificing the support they need. Whether you're navigating on-prem migrations or exploring Teams integrations, this is the partner playbook you want to hear.TTx has spent decades helping businesses stay connected—and they're not slowing down. In this candid conversation, Aaron Clark shares how Intermedia's white-label platform has become the backbone of Maven Cloud, TTx's branded UCaaS offering. Learn how their approach balances deep local support with enterprise-grade tech to unlock value for every customer.

In this episode, host Ramzi Marjaba sits down with Raphael Joseph, a former software engineer who became a sales engineering leader and is now the founder of his own specialist recruitment firm for SEs. Raphael shares how he stumbled into sales engineering from banking, scaled a global SE team from 1 to 40, and later built a recruitment business tailored to the unique challenges of hiring pre-sales professionals.   Shownotes: https://wethesalesengineers.com/show332

Sometimes you just have to quit your job to start your own thing. And sometimes this job is a Leadership Role at a very well-respected organization such as Salesforce. And sometimes the job is the Global Enablement Leader. That's what our guest Guillaume Huynh-Ba does. Guillaume shares how his sales engineering foundation shaped his career, why he transitioned into enablement, and what he learned while scaling training programs across different regions and teams at Salesforce.    Show notes: https://wethesalesengineers.com/show331

You can be a good solution engineer but still suck at different aspects of the job. That's because there are too many skills that Solution Engineers need to work on, it's almost impossible to be great at all of them. Even if we break them down, technical skills versus soft skills, there are still many that SEs might not be good at. Examples of soft skills include listening, storytelling, demoing, de-escalating, handling objections, and many more.  It isn't easy to be great at all of them. And yet, even if you're not great at something, it doesn't mean you cannot work on it. It doesn't mean you cannot turn your weakness into a strength. And that is what Evgeni did. He turned his perceived weakness, speaking, into one of his better strengths and used it to get better at building relationships with his customers.

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

In the leadership and communications segment, Lack of board access: The No. 1 factor for CISO dissatisfaction, Pressure on CISOs to stay silent about security incidents growing, The Secret to Building a High-Performing Team, and more! Jackie McGuire sits down with Chuck Randolph, SVP of Strategic Intelligence & Security at 360 Privacy, for a gripping conversation about the evolution of executive protection in the digital age. With over 30 years of experience, Chuck shares how targeted violence has shifted from physical threats to online ideation—and why it now starts with a click. From PII abuse to unregulated data brokers, generative AI manipulation, and real-world convergence of cyber and physical risks—this is a must-watch for CISOs, CSOs, CEOs, and anyone navigating modern threat landscapes. Hear real-world examples, including shocking stories of doxxing, AI-fueled radicalization, and the hidden dangers of digital exhaust. Whether you're in cyber, physical security, or executive leadership, this interview lays out the urgent need for converged risk strategies, narrative control, and a new approach to duty of care in a remote-first world. Learn what every security leader needs to do now to protect key personnel, prevent exploitation, and build a unified, proactive risk posture. This segment is sponsored by 360 Privacy. Learn how to integrate privacy and protective intelligence to get ahead of the next threat vector at https://securityweekly.com/360privacybh! In this exclusive Black Hat 2025 interview, CyberRisk TV host Matt Alderman sits down with Tom Pore, AVP of Sales Engineering at Pentera, to dive into the rapidly evolving world of AI-driven cyberattacks. What's happening? Attackers are already using AI and LLMs to launch thousands of attacks per second—targeting modern web apps, exploiting PII, and bypassing traditional testing methods. Tom explains how automated AI payload generation, context-aware red teaming, and language/system-aware attack modeling are reshaping the security landscape. The twist? Pentera flips the script by empowering security teams to think like an attacker—using continuous, AI-powered penetration testing to uncover hidden risks before threat actors do. This includes finding hardcoded credentials, leveraging leaked identities, and pivoting across systems just like real adversaries. To learn more about Pentera's proactive Ransomware testing please visit: https://securityweekly.com/penterabh Visit https://www.securityweekly.com/bsw for all the latest episodes! Show Notes: https://securityweekly.com/bsw-413

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

In the leadership and communications segment, Lack of board access: The No. 1 factor for CISO dissatisfaction, Pressure on CISOs to stay silent about security incidents growing, The Secret to Building a High-Performing Team, and more! Jackie McGuire sits down with Chuck Randolph, SVP of Strategic Intelligence & Security at 360 Privacy, for a gripping conversation about the evolution of executive protection in the digital age. With over 30 years of experience, Chuck shares how targeted violence has shifted from physical threats to online ideation—and why it now starts with a click. From PII abuse to unregulated data brokers, generative AI manipulation, and real-world convergence of cyber and physical risks—this is a must-watch for CISOs, CSOs, CEOs, and anyone navigating modern threat landscapes. Hear real-world examples, including shocking stories of doxxing, AI-fueled radicalization, and the hidden dangers of digital exhaust. Whether you're in cyber, physical security, or executive leadership, this interview lays out the urgent need for converged risk strategies, narrative control, and a new approach to duty of care in a remote-first world. Learn what every security leader needs to do now to protect key personnel, prevent exploitation, and build a unified, proactive risk posture. This segment is sponsored by 360 Privacy. Learn how to integrate privacy and protective intelligence to get ahead of the next threat vector at https://securityweekly.com/360privacybh! In this exclusive Black Hat 2025 interview, CyberRisk TV host Matt Alderman sits down with Tom Pore, AVP of Sales Engineering at Pentera, to dive into the rapidly evolving world of AI-driven cyberattacks. What's happening? Attackers are already using AI and LLMs to launch thousands of attacks per second—targeting modern web apps, exploiting PII, and bypassing traditional testing methods. Tom explains how automated AI payload generation, context-aware red teaming, and language/system-aware attack modeling are reshaping the security landscape. The twist? Pentera flips the script by empowering security teams to think like an attacker—using continuous, AI-powered penetration testing to uncover hidden risks before threat actors do. This includes finding hardcoded credentials, leveraging leaked identities, and pivoting across systems just like real adversaries. To learn more about Pentera's proactive Ransomware testing please visit: https://securityweekly.com/penterabh Show Notes: https://securityweekly.com/bsw-413

In the leadership and communications segment, Lack of board access: The No. 1 factor for CISO dissatisfaction, Pressure on CISOs to stay silent about security incidents growing, The Secret to Building a High-Performing Team, and more! Jackie McGuire sits down with Chuck Randolph, SVP of Strategic Intelligence & Security at 360 Privacy, for a gripping conversation about the evolution of executive protection in the digital age. With over 30 years of experience, Chuck shares how targeted violence has shifted from physical threats to online ideation—and why it now starts with a click. From PII abuse to unregulated data brokers, generative AI manipulation, and real-world convergence of cyber and physical risks—this is a must-watch for CISOs, CSOs, CEOs, and anyone navigating modern threat landscapes. Hear real-world examples, including shocking stories of doxxing, AI-fueled radicalization, and the hidden dangers of digital exhaust. Whether you're in cyber, physical security, or executive leadership, this interview lays out the urgent need for converged risk strategies, narrative control, and a new approach to duty of care in a remote-first world. Learn what every security leader needs to do now to protect key personnel, prevent exploitation, and build a unified, proactive risk posture. This segment is sponsored by 360 Privacy. Learn how to integrate privacy and protective intelligence to get ahead of the next threat vector at https://securityweekly.com/360privacybh! In this exclusive Black Hat 2025 interview, CyberRisk TV host Matt Alderman sits down with Tom Pore, AVP of Sales Engineering at Pentera, to dive into the rapidly evolving world of AI-driven cyberattacks. What's happening? Attackers are already using AI and LLMs to launch thousands of attacks per second—targeting modern web apps, exploiting PII, and bypassing traditional testing methods. Tom explains how automated AI payload generation, context-aware red teaming, and language/system-aware attack modeling are reshaping the security landscape. The twist? Pentera flips the script by empowering security teams to think like an attacker—using continuous, AI-powered penetration testing to uncover hidden risks before threat actors do. This includes finding hardcoded credentials, leveraging leaked identities, and pivoting across systems just like real adversaries. To learn more about Pentera's proactive Ransomware testing please visit: https://securityweekly.com/penterabh Visit https://www.securityweekly.com/bsw for all the latest episodes! Show Notes: https://securityweekly.com/bsw-413

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to explore how the Sales Engineering role is evolving in today's complex enterprise sales environment. Leading a global team of 750+ SEs across 13,500 accounts, Nirav shares how SEs are moving far beyond demos to drive strategic outcomes — influencing deals, scaling impact, and shaping customer journeys from start to finish. Inside the conversation: - How the SE role is shifting from technical expert to trusted advisor. - Where SEs deliver the most impact across the sales cycle — beyond the demo. - How to scale SE expertise with account vs. specialist roles and proactive post-sales engagement. - What healthy, high-trust SE–AE collaboration looks like in practice. - How SEs can turn unique customer insights into real influence on opportunities and strategy. If you want to understand how modern SEs drive value and help customers achieve meaningful outcomes, this episode is packed with practical insights.

Ron Whitson joins us to discuss how we as Solution Engineers can build better relationships with customers and how we can help them make better decisions.     show notes: https://wethesalesengineers.com/show325

Microsoft releases emergency out-of-band (OOB) Windows updates. Trump targets NSA's leading AI and cyber expert in clearance revocations. A breach may have compromised the privacy of Ohio medical marijuana patients. Cybercriminals exploit an AI website builder to rapidly create phishing sites. Warlock ransomware operators target Microsoft's SharePoint ToolShell vulnerability. Google and Mozilla patch Chrome and Firefox. European officials report two cyber incidents targeting water infrastructure. A federal appeals court has upheld fines against T-Mobile and Sprint for illegally selling customer location data. Authorities dismantle DDoS powerhouse Rapper Bot. On our Industry Voices segment, we are joined by Matt Radolec, VP - Incident Response, Cloud Operations, and Sales Engineering at Varonis, speaking about ShinyHunters and the problems with securing Salesforce. Microsoft Copilot gets creative with compliance.  Remember to leave us a 5-star rating and review in your favorite podcast app. Miss an episode? Sign-up for our daily intelligence roundup, Daily Briefing, and you'll never miss a beat. And be sure to follow CyberWire Daily on LinkedIn. CyberWire Guest On our Industry Voices segment, we are joined by Matt Radolec, VP - Incident Response, Cloud Operations, and Sales Engineering at Varonis, who is speaking about ShinyHunters and the problems with securing Salesforce. You can hear more from Matt here. Selected Reading Microsoft releases emergency updates to fix Windows recovery (Bleeping Computer) Trump Revokes Security Clearances of 37 Former and Current Officials (The New York Times) Highly Sensitive Medical Cannabis Patient Data Exposed by Unsecured Database (WIRED) AI Website Builder Lovable Abused for Phishing and Malware Scams (Hackread) Warlock Ransomware Hitting Victims Globally Through SharePoint ToolShell Exploit (InfoSecurity Magazine) High-Severity Vulnerabilities Patched in Chrome, Firefox (SecurityWeek) Russia-linked European attacks renew concerns over water cybersecurity (CSO Online) T-Mobile claimed selling location data without consent is legal, judges disagree (Ars Technica) Officials gain control of Rapper Bot DDoS botnet, charge lead developer and administrator (CyberScoop) Copilot Broke Your Audit Log, but Microsoft Won't Tell You (Pistachio Blog) Audience Survey Complete our annual audience survey before August 31. Want to hear your company in the show? You too can reach the most influential leaders and operators in the industry. Here's our media kit. Contact us at cyberwire@n2k.com to request more info. The CyberWire is a production of N2K Networks, your source for strategic workforce intelligence. © N2K Networks, Inc. Learn more about your ad choices. Visit megaphone.fm/adchoices

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Jeff Moncrief discusses Sonrai Security's Cloud Permissions Firewall, and the best practices for using AI-powered summaries and orchestration to ensure security at all points.Topics Include:Jeff Moncrief introduces Sonrai Security and Cloud Permissions FirewallFocus on achieving least privilege access in AWS quicklyLightweight orchestration layer secures IAM from inside outEliminates need to write hundreds of individual policiesCustomers struggle with identity risk in CNAP/CSPM toolsGenerative AI adoption driving top security use casesBedrock and AI agents mentioned daily by customersProduct managers should consider underlying platform security risksAI models have control over infrastructure they run onIdentity is fundamental infrastructure enabling AWS AI modelsSonrai uses Bedrock capability inside Cloud Permissions FirewallJust-in-time access provides temporary, time-boxed AWS accessBedrock generates session summaries from audit logs automaticallyPlain English insights show what happened during sessionsSession summaries improve audit compliance and incident responseCustomer with 1000 accounts manually deployed service controlsFriday afternoon deployment caused very bad weekend disasterPolicy inheritance issues broke child accounts and OUsPlanning and orchestration essential for scaling AI securitySonrai platform built 100% cloud-native on AWSCoordinates service control policies and resource control policiesJust-in-time access relies on IAM Identity CenterParticipates in ISV Accelerate and AWS MarketplaceSecurity best practices start with identity as foundation"Hackers don't hack, they just log in" philosophyEliminate standing privileges with just-in-time access patternsRestrict AI services by user, location, and accountReview over-permissioned or inactive third-party vendor accessActionable insights through useful logging and AI summarizationFuture focus on protecting new services and permissionsParticipants:Jeff Moncrief – Field CTO & Director of Sales Engineering, Sonrai SecurityLinks:Website – Sonraisecurity.comAWS Marketplace – Sonrai SecuritySee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Today's guest is Troy Felix, RVP of Sales Engineering at BigPanda. BigPanda is a leading AIOps platform that helps enterprises prevent and resolve IT incidents faster through automation and real-time insights. Troy joins us to explore how automation and real-time data are transforming IT operations. He explains how organizations are using AIOps to reduce alert noise, speed up root cause analysis, and bridge communication gaps between IT, engineering, and SRE teams. Troy also discusses how industries like financial services, healthcare, e-commerce, and managed service providers are evolving from reactive firefighting to proactive, data-driven operations, despite challenges like high alert volumes and fragmented toolsets. We also dive into the stages of AI adoption in IT operations, including key obstacles such as siloed tools, resistance to change, and the need for better observability data. Troy offers a practical view on how AI is improving efficiency, service resilience, and team collaboration. Want to share your AI adoption story with executive peers? Click emerj.com/expert2 for more information and to be a potential future guest on the ‘AI in Business' podcast! This episode is sponsored by BigPanda. Learn how brands work with Emerj and other Emerj Media options at emerj.com/ad1.

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

In this episode of The Broadband Bunch, host Brad Hine welcomes Fayyaz Patwa, VP of Sales Engineering for Nokia, to discuss the latest innovations driving rural broadband expansion. With over 20 years of telecom experience, Fayyaz shares insights from his recent travels, highlighting how AI and next-generation fiber solutions are shaping the industry. The conversation covers Nokia's work with regional providers, the importance of future-proof fiber deployments, and real-world success stories. They also explore the growing role of data centers in rural America, how fixed and wireless technologies are closing the digital divide, and what's next on the roadmap for passive optical networks, including 25G, 50G, and 100G PON.

In this episode, Scott Luton and Tandreia Bellamy welcome John Wharff, Senior Manager of Sales Engineering at EasyPost, to dive into the critical world of load planning and shipping optimization. John shares insights on how companies can drive cost savings and efficiency through better cartonization, palletization, and the implementation of advanced tools like Magic Logic. He explains the importance of data-driven decisions, human error reduction, and the evolving role of automation and AI in modern supply chains. The conversation also covers real-world examples of how businesses can make simple yet impactful improvements to their shipping operations.Jump into the conversation:(00:00) Intro(01:16) E-commerce boom and warehouse challenges(03:14) John Wharff from EasyPost(07:32) Understanding load planning(11:38) Cartonization and palletization insights(19:01) MagicLogic: Optimizing space and reducing costs(24:44) The impact of returns and damages(25:39) Common warehouse challenges(29:11) Improving load configurations(34:36) The role of AI and automation(40:23) Future trends in warehouse load planning(45:20) Data-driven decisions in warehousing and supply chainAdditional Links & Resources:Connect with John Wharff: https://www.linkedin.com/in/john-wharff-7423403a/Learn more about EasyPost: https://www.easypost.com/Learn more about Supply Chain Now: https://supplychainnow.com Watch and listen to more Supply Chain Now episodes here: https://supplychainnow.com/program/supply-chain-now Subscribe to Supply Chain Now on your favorite platform: https://supplychainnow.com/join Work with us! Download Supply Chain Now's NEW Media Kit: https://bit.ly/3XH6OVkThis episode was hosted by Scott Luton and Tandreia Bellamy and produced by Amanda Luton and (I'll insert additional producers). For additional information, please visit our dedicated show page at: https://supplychainnow.com (and I'll add the slug)

What does it really take to implement generative AI in a way that balances innovation, governance, and long-term value? In today's episode, , I'm joined by Emma Irwin, Director of Sales Engineering at Dataiku. With a deep background in enterprise AI and experience supporting major organizations like AVIVA and the NHS, Emma brings a grounded, real-world perspective to one of the most hyped areas in tech today. While most businesses are ramping up GenAI investments, few have the processes, controls, or workforce skill sets needed to scale safely and effectively. Emma and I dive straight into the challenges that IT leaders are facing right now—from managing LLM usage and controlling cost, to building secure frameworks that actually reduce risk rather than amplify it. Emma unpacks the three key pillars every organization needs for sustainable GenAI success: access controls that keep your stack flexible, robust discovery mechanisms to document LLM usage across the enterprise, and value quantification to show the real return on AI initiatives. But what really stood out is the need for diverse teams and strong governance models to address bias in AI development. From sentiment analysis to internal chatbots and large-scale summarization use cases, Emma brings a mix of strategy and execution to the conversation. We also explore the importance of secure sandbox environments, the value of audit-readiness through documentation automation, and why it's time for every business to move beyond experimentation into a more structured, responsible phase of AI maturity. Emma is also a vocal advocate for women in tech and AI, and shares how mentorship, representation, and inclusive leadership can help shape a more equitable future for the industry. So what guardrails do you have in place for GenAI? Are you really ready to move from pilot projects to enterprise-scale implementations? This episode is packed with insights for anyone building, managing, or scaling AI across the enterprise.

Today Kevin and Laura sit down with Kirk Hanson, a seasoned Sales Engineering leader with an impressive career spanning industry giants like SentinelOne, Splunk, BMC, and IBM. From kicking things off with a nostalgic nod to Hanson's MMMBop to deep insights on the evolution of sales engineering, this conversation is packed with wisdom, humor, and career-defining moments.Kirk shares how his journey into tech started with an unexpected edge—his fluency in Japanese—and how strong mentorship shaped his path. He goes into the balancing act of technical expertise and business acumen in sales engineering, how AI and automation are reshaping the field, and why human connection remains irreplaceable in building customer trust. We also explore trends in cybersecurity, cloud, and big data, including a candid discussion on false positives at SentinelOne. Kirk reflects on his time at Splunk, where he co-founded the Solution Architect team, and the impact of international experience on data privacy and cybersecurity strategies. Kirk offers advice for aspiring sales engineers, leadership lessons from his global career, and a glimpse into what's next for him. Oh, and a friendly reminder: never miss your one-on-ones with your employees.But it's not all business—we make some fun detours into pop culture, from Office Space's infamous “Jump to Conclusions” mat to Laura's struggles with her futuristic WalkCar from Japan. Plus, Kirk shares his passion for supporting the Navy SEAL Foundation and his ongoing quest to collect challenge coins. Tune in for an engaging, insightful, and laugh-filled conversation with one of the best in the business!Kirk Hanson is a highly experienced Sales Engineering Manager with over 20 years of expertise leading sales engineering teams at top software companies such as SentinelOne, Splunk, BMC, and IBM. Specializing in cybersecurity, cloud technologies, big data, and data analytics, Kirk is a strategic advocate for customers, leveraging value-based selling and consultative approaches to close complex sales. Throughout his career, he has built and led high-performing presales teams, created innovative sales tools, and consistently delivered strong results. Fluent in Japanese, he has conducted numerous presentations across Asia and led multiple executive panels for leadership networks. His notable achievements include co-creating the Solution Architect team at Splunk, earning multiple awards such as SE Manager of the Year (Americas), and receiving the Innovation Award for developing new demo platforms. He holds a BA in International Studies from the University of California, San Diego, and has pursued post-graduate work at Cal-State Hayward.

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Send us a textIn this insightful episode, Clint Biggs shares his extensive experience in test engineering sales, discussing the critical intersection of technical expertise and customer relationships. With over 30 years in the industry, Clint provides valuable insights into sales engineering, team collaboration, and career development for engineers.Main Topics:Test Engineering Across IndustriesSales and Engineering CollaborationBuilding Professional RelationshipsSales Engineer Compensation and IncentivesEffective Communication StrategiesValue-Based Service DeliveryClint Biggs is the Senior Vice President of Sales and Marketing at Testeract, a company specializing in automated test systems. Since March 2023, he has driven revenue and market growth, notably overseeing the merger of SOLUbit into Testeract.Previously, as President of SOLUbit, Inc. (October 2015 – May 2024), Clint led significant growth, expanding the team and tripling revenue. The company served industry leaders like Agilent Technologies and Intel, providing solutions across mechanical, electrical, and software engineering disciplines.At National Instruments, Clint held leadership roles over a 23-year tenure, including Principal of Key Accounts & Sales Excellence and Department Manager for Americas Services & Support, where he led over 250 engineering professionals.He holds a Bachelor of Science in Computer Science from Park University, graduating Magna Cum Laude. Clint is recognized for his leadership development, strategic growth, and aligning engineering with market needs.Links:Clint Biggs - LinkedInTesteract WebsiteAbout Being An Engineer The Being An Engineer podcast is a repository for industry knowledge and a tool through which engineers learn about and connect with relevant companies, technologies, people resources, and opportunities. We feature successful mechanical engineers and interview engineers who are passionate about their work and who made a great impact on the engineering community. The Being An Engineer podcast is brought to you by Pipeline Design & Engineering. Pipeline partners with medical & other device engineering teams who need turnkey equipment such as cycle test machines, custom test fixtures, automation equipment, assembly jigs, inspection stations and more. You can find us on the web at www.teampipeline.us

Ryan Boyd is the Director of Sales Engineering for Walter Surface Technologies. In this episode we talk a bit about grinder safety, proper use of abrasives, selecting the right abrasives for the work you're doing and also chat about some of the testing involved in manufacturing abrasives.   Arc Junkies Podcast: Instagram: @Arcjunkiespodcast YouTube: https://www.youtube.com/@arcjunkiespodcast9253 Email: Show@arcjunkies.com LinkedIn: https://www.linkedin.com/in/jason-becker-45407b72?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BKipEwR3uQXCmCjaEfNzo6w%3D%3D Arc Junkies Website: https://arcjunkies.com Arc junkies Merch: https://shop.threadmob.com/arcjunkie/shop/home Underground Metal Works: https://www.underground-metalworks.com/   Friends of the Show: American Welding Society Conferences IEC Conference https://www.aws.org/community-and-events/conferences-and-events/iec/ Use BECKER at Checkout and get a free gift at the event. Outlaw Leather LLC Outlawleather.com Instagram: @outlawleatherusa Use ARCJUNKIES for 15% off all in-stock leather goods   International Welding Bureau Internationalweldingbureau.com   Everlast Welders Instagram: @everlastwelders  YouTube: Everlast Welders         Online: https://bit.ly/37xJstI Use Codeword ARCJUNKIES at checkout to get upgraded to a free Nova Foot Pedal and TIG Torch with the purchase of any machine that comes with a stock foot pedal and TIG Torch. Walter Surface Technologies https://hubs.ly/Q034MdgX0 ISOTUNES: Instagram: @isotunesaudio Online: https://shop.isotunes.com/arcjunkies10.  Use ARCJUNKIES10 at checkout and save $10 on your purchase