Podcasts about solutions consulting

In this episode, Jack Cochran and Matthew James are joined by Karthik Krishna, Manager of Solutions Engineering at Freshworks and Presales Collective's Regional Community Leader for Chennai. They explore how Solutions Engineers can gain strategic influence in deal cycles beyond just giving demos and answering technical questions. Episode Highlights Karthik shares his journey from developer to pre-sales professional The evolution from "demo-giver" to strategic partner in deal cycles How SEs can co-own opportunities with Account Executives Navigating tough conversations when deals aren't a good technical fit Building credibility to increase your strategic influence Leveraging customer success and implementation teams for deal strategy About Our Guest Karthik Krishna is a Manager of Solutions Engineering at Freshworks, where he has built and coached distributed teams of SEs across companies of all sizes. He also serves as the Presales Collective Regional Community Leader for Chennai, recently hosting an event with over 60 SEs in attendance. Follow the Hosts and Guest Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Karthik Krishna: https://www.linkedin.com/in/karthikkrishna-s/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective: https://www.presalescollective.com Timestamps 00:00 - Welcome and introduction 02:46 - Karthik's background and journey to presales 05:28 - What it means to "be in the room" for deal strategy 11:27 - Handling deals that aren't a good technical fit 16:30 - Building AE-SE relationships and trust 20:02 - Leveraging past customer experiences 27:14 - Growing strategic influence as an SE 32:30 - First experience in pipeline meetings and QBRs Key Topics Covered The Evolution of the SE Role From technical demonstrator to strategic partner Building relationships alongside technical expertise Flying "under the radar" while still influencing deals Co-Ownership vs. Support Understanding sales' responsibilities and pressures Taking appropriate accountability for deal outcomes Building a partnership model with Account Executives Strategic Influence Tactics Speaking up consistently, even when not initially heard Framing technical concerns alongside potential solutions Leveraging past experiences and customer success stories Cross-Functional Collaboration Involving product, implementation, and customer success teams Using collective wisdom to validate concerns Creating a "common voice" across departments Building Credibility Trust your instincts and speak up Demonstrate value through accurate deal insights Help teammates at critical junctures Bottom Line Solutions Engineers possess unique insights that can make or break deals, but gaining the opportunity to share those insights strategically requires building credibility, relationships, and influence over time. The most successful SEs find ways to contribute to deal strategy while respecting the unique pressures faced by their sales counterparts. Presales LIVE airs every other Tuesday. Join the Presales Collective Slack community to stay updated on future episodes, and follow the PSC LinkedIn page for upcoming shows.  

Today's episode was recorded during Presales Collective's AI-Powered Presales Summit on March 26th, 2025. In this episode, Jack Cochran (General Manager, Presales Collective) and co-host Matthew James discuss the ethics and trust issues surrounding AI in sales environments with guest Diana Capello, Director of Solutions Consulting for US and Demo Engineering at Eightfold. The discussion explores how AI is transforming the presales landscape, from creating demo environments to navigating AI buying committees and addressing hiring practices in tech. Diana shares insights from her 20-year journey in AI, offering valuable perspectives on maintaining customer trust while leveraging AI tools. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT / 11AM ET / 4PM GMT. Connect with Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Diana Capello: https://www.linkedin.com/in/dianacappello/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective newsletter: https://www.presalescollective.com/newsletter Book Recommendation, "AI Superpowers" by Kai-Fu Lee: https://www.goodreads.com/book/show/38242135-ai-superpowers  Presales Collective's YouTube channel: https://www.youtube.com/c/PreSalesCollective Presales AI Summit recordings, available on the PSC YouTube channel: https://www.youtube.com/@presalescollective7795  Timestamps 00:00 - Introduction 01:27 - Welcome Diana Cappello 04:10 - Maintaining customer trust while using AI 06:50 - Explaining how AI works to customers 11:45 - Navigating AI councils in enterprise sales 20:34 - AI in hiring processes 27:43 - Book recommendation 31:10 - Q&A  

In this episode of CPM Customer Success, host Andy Sana welcomes back Dave Collins, Director of Solutions Consulting at OneStream Software, for a deep-dive discussion into one of the most common comparisons finance teams are making today: OneStream vs. Anaplan. Dave breaks down the core differences between modular “connected planning” tools like Anaplan and OneStream's unified, extensible CPM platform. They explore: • The scalability limitations of cube-based models • How OneStream eliminates technical debt through unification • Real-world examples of organizations transitioning from Anaplan to OneStream • Integration and data quality strategies that actually work • Why AI, automation, and built-in financial intelligence are reshaping performance management Whether you're an FP&A leader, IT stakeholder, or evaluating CPM solutions across your organization, this episode offers strategic insight to help you make a smarter, future-ready decision.

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world's most influential leaders of the SaaS industry.

In this episode, Jack Cochran (General Manager, PreSales Collective) and Matthew James discuss the human qualities of presales leadership with special guest Ron Whitson. Ron shares insights from his 30-year career in the industry, discusses his book "A Friendly Human in Presales," and explores how leaders can effectively transition from being top individual contributors to successful team leaders. To join the show live, follow the PreSales Collective's LinkedIn page. PreSales LIVE airs bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Links Follow the Hosts & Guest Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Ron Whitson: https://www.linkedin.com/in/ronwhitsonse/ Links and Resources Mentioned PreSales Collective Slack: https://www.presalescollective.com/slack Ron's Book "A Friendly Human in Presales": https://a.co/d/gJIwWE7 She Means Biz Podcast:  https://open.spotify.com/show/3zx8BmZ9PrURuASJbAemDu?si=26772c8356854348 Talking Too Loud with Chris Savage Podcast:  https://open.spotify.com/show/21btwSaqoaF8SDxmwcLMIQ?si=37aa691ee80b4a0f  Timestamps 00:00 Welcome and Introductions   03:54 What are you Listening to?   07:23 Ron's Journey to PreSales Leadership   13:56 Transitioning from IC to Leader   16:12 Coaching vs. Telling 19:11 One Plus One is More than Two 21:17 Importance of One-To-Ones   26:02 Coaching your Team to be Different than You   31:15 Practice Humility Key Topics Covered 1. Leadership Transition Moving from individual contributor to leader Common challenges and mindset shifts IBM's leadership training program insights 2. Essential Leadership Qualities Empathy and humility in leadership Balancing directness with support Creating space for team growth Regular one-on-one communications 3. Effective Team Development Coaching approaches vs. direct instruction Building trust and relationships Removing roadblocks for team success Understanding personality types 4. Practicing Humility as a Leader Provide room for your team to take the spotlight Be open to different ways of doing things Listen more and speak less

In today's episode, Jack Cochran (General Manager, PreSales Collective) and new co-host Matthew James discuss the evolution of PreSales Collective and key industry trends for 2025. They announce the expansion of local PSC chapters, tease upcoming leadership conferences, and explore controversial topics like AI in pre-sales and team structure debates. The episode offers insights into career development opportunities beyond traditional paths and emphasizes the importance of community involvement in shaping the future of pre-sales. To join the show live, follow the PreSales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT.   Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/  Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/    Links and Resources Mentioned Follow the PreSales Collective's LinkedIn Page: https://www.linkedin.com/company/presalescollective Join PreSales Collective Slack: https://www.presalescollective.com/slack  PreSales Collective newsletter: https://www.presalescollective.com/newsletter Simon Sinek's "A Bit of Optimism" podcast episode with Trevor Noah: https://simonsinek.com/podcast/episodes/trevor-noah-makes-my-brain-hurt/  Jack's YouTube video on microphone quality: https://youtu.be/B6nl64Sv7pw?si=wtOud1fS27ryqavI    Timestamps 00:00 - Welcome 01:26 - PSC Unlimited 02:34 - Show Kickoff 05:20 - Regional Community Leader Launch 12:24 - In-Person Leadership Conference Teaser 16:12 - Changes to PreSales LIVE & PreSales Podcast 18:02 - What Have You Been Listening To? 22:03 - Topics for 2025 28:16 - How to Get Involved in the PSC   Key Topics Covered 1. PreSales Collective Updates Launch of PreSales Live show New regional community leader program Upcoming leadership conferences (announcement pending) Slack community surpasses 16,000 members 2. Industry Trends for 2025 Presales influence within organizations Career paths and organizational changes Moving beyond demo-centric roles AI and automation in presales Team structure debates (pre/postsales integration) 3. Getting Involved Regional Community Leader opportunities Content creation and speaking opportunities Local chapter participation Blog writing and podcast guest appearances

Send us a textIn this episode of The Road to Greatness, host Karlyn Kieffer sits down with Tony Durso, SVP and Global Head of Solutions Consulting, to explore the art of blending technology expertise with business acumen. From dismantling the stereotype of "demo monkeys" in solutions consulting to uncovering the superpowers of individuals on his global teams, Tony shares insights on leadership that are refreshingly human and undeniably effective.You'll hear about Tony's "builder mentality"—how he turns fresh talent into star players, balances innovation with culture, and never stops learning. Whether it's strategizing, embracing generational learning, or drawing lessons from board games and Marvel superheroes, Tony inspires leaders to focus on people first and let results follow.Tune in for:Why “conformity breeds mediocrity” and how to celebrate individuality on teams.Tips for building trust as a leader—without micromanaging.How continuous learning and creativity fuel Tony's professional success.Career highlights, Marvel-worthy leadership advice, and moments that sparked pivotal lessons.If you're looking to lead with intention and bring out the best in others, this episode will give you a roadmap to greatness.#leadership #agility #discipline #sales #solutionsengineer #Marvel #empoweringgrowth #growthmindset 

As 2025 approaches, the PreSales Podcast has some exciting changes coming! First and foremost, Matthew James is joining Jack Cochran as co-host of the podcast. Also, starting in January, the show will be recorded live on LinkedIn via the new show PreSales LIVE! Join Matthew and Jack as they talk to guests and answer a live Q&A at the end of each episode.  

Mathilde Arai, manager de l'équipe Solutions Consulting chez Adobe en France, explore avec nous les enjeux et solutions liés à la gestion des contenus numériques. Comment leur production a évolué et quel défi pose-t-elle aujourd'hui pour les annonceurs ? Pourquoi les entreprises peinent à gérer efficacement leurs processus ? Et surtout, comment structurer une Content Supply Chain performante qui soit au service des attentes des consommateurs ? Elle nous répond !Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

We talk about technology adoption within the manufacturing industry as if it's a magic elixir. With the right digitization effort and the right insights platform, we say that manufacturers can lower their cost, decrease design errors, speed time to market, maybe even get CO2 under control. But is that true? Or is it all too good to be true? My guest today helps manufacturers throughout Europe, the Middle East, Africa, and India through their digitization efforts and realizing the promise of Industry 4.o. Paul Haimes is the VP of EMEAI Solutions Consulting at PTC. And he's here today to talk to us about the promises of Industry 4.0 and whether or not they really are too good to be true.

Kimberly Mackey, sales and marketing management consultant and trainer at New Homes Solutions Consulting, joins host Carol Morgan for this week's Atlanta Real Estate Forum Radio episode. In this podcast segment, Mackey discusses working with home builders, Realtors and brokers across the country to develop better procedures and practices that translate into predictable cash flow. New Homes Solutions Consulting primarily offers consulting services to real estate professionals and one-on-one training and coaching. One of the most important aspects of new home sales is lead generation. Builders and other real estate professionals must generate leads and establish contacts to sell homes. The four goals of lead generation include getting appointments for business, obtaining referrals, building relationships for future business and establishing a repertoire. “Lead generation is like bathing. Hopefully, you do it early and often, and you've got to do it every day,” said Mackey. “If you do it every day over time, then you are going to generate lots of leads.” Referrals are crucial for generating leads, but for many individuals, it can feel daunting to find a starting point. Mackey shared her best tips for making connections with confidence: Identify yourself - Wear a name tag or something with your company's logo to distinguish yourself in a crowd. Carry your contact information with you – Whether you carry physical business cards or prefer a scannable option, have your information readily available in case you make a connection at a networking event or the grocery store! Make the connection personal – Ask people questions and really listen to their answers. If they are wearing branded apparel from your favorite sports team, use that as a launching point. For a simpler approach, try asking about their connections to the area. “Try to make a personal connection with people in a way that makes you memorable and makes you stand out,” said Mackey. “So, then people realize that you're genuinely concerned about them and getting to know them, rather than just trying to take their money.” Looking to find leads in your community? Networking is another important part of marketing yourself. Many real estate professionals limit themselves to just builder association events, but reaching further can have a rewarding effect. Mackey suggests attending local Realtor events, public speaking workshops and other functions that help you grow and get connected. A burning question in marketing is always – when, if ever, is it ok to ask for a referral? Mackey finds that the sweet spot for referrals is when home shoppers are thinking of buying a home, and right after, they do. Her go-to line is “How would you like to pick your neighbors?” a fun but successful quip that resonates with prospective buyers. “Referrals are definitely the way to go,” said Mackey. “I love it when I hear, ‘Oh, so-and-so referred me to you. It's a natural bridge into the conversation, it's almost a shorthand to it.” Mackey's biggest piece of advice is to follow up and make an impression. She likes to send hand-written notes because they are impressionable in a digital world. Other methods include postcards, e-blasts and other outreach tactics that get people thinking about your company. Tune in to the full interview above to learn more about New Home Solutions Consulting or visit www.NewHomesSolutions.com. A special thank you to Denim Marketing for sponsoring Atlanta Real Estate Forum Radio. Known as a trendsetter, Denim Marketing has been blogging since 2006 and podcasting since 2011. It is currently working on strategies for the Google Helpful Content update and ways to incorporate AI into sales and marketing. Contact them when you need quality, original content for social media, public relations, blogging, email marketing and promotions. A comfortable fit for companies of all shapes and sizes, Denim Marketing understands marketing strategies are n...

“We are truly helping the underserved.” - Lorrie WohlfeilThank you for tuning in to The CUInsight Network, with your host, Lauren Culp, President & CEO of CUInsight. In The CUInsight Network, we take a deeper dive with the thought leaders who support the credit union community. We discuss issues and challenges facing credit unions and identify best practices to learn and grow together.My guest on today's show is Lorrie Wohlfeil, COO and Consultant at Lending Solutions Consulting, Inc. Lorrie shares her career journey that is deeply rooted in the credit union industry and influenced by her father, Rex Johnson. Lending Solutions Consulting, Inc. provides comprehensive training and on-site consulting to address and overcome the challenges credit unions face.During our conversation, Lorrie shares the foundational principles that drive Lending Solutions Consulting, Inc. to serve their members with empathy and expertise. She explains how education and understanding can transform financial outcomes for members. Lorrie shares their unique approach of blending classroom education with hands-on experience, where consultants step into the shoes of credit union staff to ensure the practical application of knowledge. Listen as Lorrie talks about empowering credit union teams to educate, serve, and support members through each stage of their lives.As we wrap up the episode, Lorrie talks about her admiration for her father, traveling with her family, and work-life balance tips. Enjoy my conversation with Lorrie Wohlfeil!Find the full show notes on cuinsight.com.Connect with Lorrie:Lorrie Wohlfeil, COO and Consultant at Lending Solutions Consulting, Inc.rexcuadvice.comLorrie: LinkedInLending Solutions Consulting, Inc: LinkedIn | Instagram | Facebook | X

Today, I'm speaking with Diana Cappello, Director of Solutions Consulting at Eightfold and Founder of Templates for SCs. Diana is a true leader in Solutions, driving professional growth and the conversation in our community around diversity, leadership, and more. Diana has presented at multiple industry conferences and founded her new venture - templates for SEs. The title for today's episode is Hiring: How to Build an Inclusive Bench We will dive into the important and sometimes sticky subject of building inclusive teams on purpose, focused on sourcing goals and Diana's unique approach to building incredibly successful teams. We talk about: Where to find great talent How to build teams for performance Where a little change can make a massive difference One of my biggest takeaways is to build a sourcing goal instead of a hiring one. Simply finding the right sources is key - and great talent is most likely already employed. You have to go the extra mile as a hiring manager to make it happen. You can find Diana on Linkedin: https://www.linkedin.com/in/dianacappello/ Templates 4 SCs: https://www.etsy.com/shop/Templates4SCs Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.    

EP35 - In order to close multimillion dollar deals, enterprise sales reps rely on solutions consultants. Today I'm joined by one of the best in the business Emma, as she takes us through her career and how she excels in the role without previously having a technical background.We discuss the skills needed to succeed, how to overcome imposter syndrome, various frameworks to sell and so much more! FOLLOW ►Instagram: www.instagram.com/wmbfdpod/Twitter: twitter.com/wmbfdpodLinkedin: www.linkedin.com/in/bayo-adeoshun-32583156/

In der neuesten Episode haben wir Manuel Schulz zu Gast. Manuel ist Leiter des Solution Consulting Teams bei Asana für die DACH-Region und Frankreich. Manuel teilt seine Eindrücke von einer kürzlichen Geschäftsreise nach Orlando, wo er von Disneys 10 Geboten inspiriert wurde. Diese Prinzipien haben Ihn über die menschliche Psychologie im Pre-Sales grübeln lassen und wie die Strategien eines Vergnügungsparks auf den Softwarevertrieb übertragbar sind. "Know your audience" ist nur eins der 10 Gebote und wir diskutieren darüber, wie sich mit Imagineering die 10 Gebote von Disney im Pre-Sales anwenden lassen. Imagineering Bücher: One Little Spark!: Mickey's Ten Commandments and The Road to Imagineering https://a.co/d/b1nZGPD Walt Disney Imagineering: A Behind the Dreams Look at Making More Magic Real https://amzn.eu/d/cvmOP7d The Imagineering Story: The Official Biography of Walt Disney Imagineering https://amzn.eu/d/h2VoWWp ---------- ⛩️ Discovery Training: https://serockstars.com/discovery

This is a continuation of last week's episode 007 for Manufacturing Finance leaders exploring OneStream's capabilities. This week's episode 008 shifts focus to a discussion of OneStream's capabilities for Manufacturing Finance organizations, as OneStream's Dave Collins, Director of Solutions Consulting and Global Alliances at OneStream, deep dives into achievable benefits of any Manufacturing organization faced with disparate systems and processes exacerbated by Supply Chain disruptions and rising global prices. The need for more impactful Manufacturing Finance professionals is evident, and OneStream offers solutions via its unified intelligent finance platform.

Join hosts Joshua Young, SVP of Solutions Consulting and Innovation at GlideFast, and Paul Grupe, VP of Solutions Consulting at GlideFast, as they take over for the Mayor in this episode of GlideChat, where they delve into the latest innovations and trends in the ServiceNow ecosystem. From AI-driven support solutions to procurement streamlining, discover valuable insights and firsthand experiences shared by seasoned experts. Plus, discover the secrets behind GlideFast's renowned culture and customer success stories firsthand.

Join Jacob Benker, Vice President of Professional Services at GlideFast, and Chris Tessier, Director of Solutions Consulting at GlideFast, as they take over for the Mayor in this episode of GlideChat and discuss the latest developments in the ServiceNow ecosystem. The discussion highlights advancements in core platform areas like service mapping and event management, and anticipates upcoming features in the Washington release. Discover how ServiceNow's GenAI is set to revolutionize predictive analytics, enhancing incident management and event correlation for proactive problem-solving. Looking ahead to the Knowledge conference, Benker and Tessier share their excitement for engaging discussions and driving value for customers.

For this special edition of our Uncrewed Views podcast, Commercial UAV News Editorial Analyst Scott Howe talks with Markus Fleckenstein, Director of Solutions Consulting at Arena. Fleckenstein discusses Arena's product lifecycle management (PLM) system is revolutionizing supply chains and how drone companies can benefit from Arena's approach.

In this Letter to the Community, I introduce myself to the PreSales community as the new General Manager, giving insight into my backstory as a Solution Consultant and the journey to leading and managing teams.  I unpack what I love most about my career and the PreSales Collective: People. The human story of growth, friendship, and potential is what drives me.  At PreSales Collective, we believe the investment in three pillars leads to  Personal and Professional Development.  Thought Leadership Content. Meaningful Connections. If you are investing in professional and personal development, consuming high-quality/thought leadership content in your space, and making meaningful connections - You are operating at a higher potential than if you are not.  Period. Tune-in and Connect! 143 Letter to the Community w/Chris Mabry

Today's topic is what insurers need to know about CECL. And we're joined today by Theresa Meawad, senior director and head of Solutions Consulting at SS&C EVOLV.

Join me today as I share another episode in the Impact Multipliers Series.   Today we have a conversation with Megan Twigg, Solutions Consulting Specialist within the Neuroscience CST-iDS Operating Unit at Medtronic.   Today is National Be The Impact Day and we are sharing our discussion around the importance of Mentorship, making an impact in the development of your career. and passing on the tools to help others. In This Episode: * Mentorship and its impact in career growth. 0:00 * Megan Twigg discusses mentorship's importance in career growth and evolution.  * Insights on mentorship and career development in the medical device industry. * Career growth and mentorship. 12:13     * Finding joy and energy in one's career     * Importance of priorities in life to avoid burnout * Mentorship and networking strategies. 16:38 * Mentorship, personal growth, and career development. 21:32     * Faith and personal foundation have fueled Twigg's thought process and impact on others.          * Connect: Megan Twigg and Michelle Arnold Bourque on LinkedIn
  

In this episode, we sit down to explore the path to presales of Jack Cochran, Director of Solutions Consulting at ActionIQ.There is so much to be learned from Jack's story, leadership style, and perspective. We deep dive into how reading has not only shaped his professional outlook but also honed his leadership skills. From recommended reads to career-defining strategies, Jack provides awesome advice for PreSales success that you won't want to miss!

David Coble of Landmard Solutions Consulting, guest hosts this weeks episode of All Things Saine, while Representative Jason Saine is on vacation. David is joined by Representative Jake Johnson, Republican - District 113. Find out about Representative Johnson's plans at both the local and state level, as well as some bonus fantasy football advice. All Things Saine | Wednesdays | 11am | WSICnews.com

For sponsors, value lies in equipping sites with the technology that makes securely capturing pre-screening, recruitment, and enrollment data easier.  In this interview, Alicia Asgari, the Senior Manager of Solutions Consulting at OneStudyTeam, discusses the need for appropriate technology solutions and strategies for sponsors and sites to solve recruitment and enrollment challenges. OneStudyTeam is a provider of cloud-based software and enrollment solutions for sponsors, sites, and CROs with the mission to accelerate the development of new and lifesaving therapies.See omnystudio.com/listener for privacy information.

In this episode, Tessa, Michael, and Laura spoke with Jonathan Gelfand, SVP of Solutions Consulting at meQuilibrium about workplace resilience, the concept of 'corporate athletes', and holistic performance measures.Jonathan began his career in healthcare working with vulnerable populations before joining Hess Corporations, and later IBM, where he led health and well-being initiatives and programming for the businesses.He now works for meQuilibirum (meQ) and is focused on the intersection of human performance, learning, mental health and resilience. Enjoy!To stay connected and continue the conversation, be sure to follow us on LinkedIn.And don't forget to check out our previous episodes for more tips and strategies to boost your workplace happiness. You can find them on your favorite podcast platform or on our website.If you have any questions, comments, or topic suggestions for future episodes, please reach out to us. We'd love to hear from you!Stay inspired, stay motivated, and stay happy at work!

Episode #011 - In this episode, I speak with Tony Francetic, Senior Manager of Solutions Consulting at Thomson Reuters. Tony currently leads a team of over 30 solutions consultants,  helping them grow and thrive within their presales journey everyday. We explore his unique career path that started in journalism, before transitioning to software support, then training, then training management, which ultimately led him to presales management. It's an amazing story you won't want to miss!Tony offers insights into his humble journey and the mindset, attitude, and work ethic that has helped him succeed across diverse fields. From lessons learned along the way to stoic principles he is mindful of today,  we discuss the approaches, strategies, and best practices that have been crucial in his career transition and growth. If you're curious about unconventional Paths to PreSales or looking for inspiration to navigate career changes, this episode is for you! Tony's story is packed with many lessons that you can apply to your own path, so listen in and learn about the things that have helped him successfully grow his career in tech and presales.

If you're ready to enter the next stage of product development – modernizing an existing solution – you might be tempted to try the MVP route again. It worked well once before, surely it can again… The truth is that updating an existing solution is a completely different process. You're not starting from scratch this time. You already have a product and users on board, and so you need a new approach. To talk more about modernizing a solution and the best approaches to take, we welcomed Joseph Misemer, Director of Solutions Consulting at HatchWorks, to the podcast. Joseph explains why the MVP approach doesn't work when it comes to modernizing a solution and breaks down the different elements of a successful modernization project. Key Moments: Why the MVP approach doesn't always work The main differences between MVP and MVR The six principles of MVR Three approaches to modernizing an MVR projectMentioned in this episode:Gen AI Innovation WorkshopGenerative AI is revolutionizing industries, staying ahead means not just understanding its capabilities but actively leveraging them. This episode dives into Hatchworks' cutting-edge Generative AI Innovation Workshop, designed to equip businesses with the knowledge and tools needed for success in this transformative landscape. Join us as we explore: 1. Introduction to Generative AI: An overview of how generative AI is reshaping industries and why it's critical for businesses to adapt. 2. Hatchworks' Innovation Workshop: A detailed look into our full-day immersive workshop focused on generative AI. Discover how we combine learning, hands-on ideation, and practical building activities to enhance your understanding and application of AI in your business. 3. Foundational Concepts: Insight into the key concepts of generative AI and how they apply to your specific domain, paving the way for innovative thinking and application. 4. Use Case Development: Learn how we guide participants through the process of identifying and developing real-world use cases tailored to their business and industry needs. 5. Custom GPT Creation: An exciting peek into how we build a custom GPT model based on defined use cases, offering a glimpse into the tailored solutions that can drive your business forward. Whether you're looking to deepen your understanding of generative AI or seeking actionable ways to implement AI strategies in your business, this episode is a must-listen. Dive in with us at the Hatchworks Innovation Workshop and start unlocking the full potential of generative AI for your business.Built Right Podcast Season 2 Launches!Season 2 of the Built Right Podcast is set to revolutionize your understanding of generative AI, launching February 6th! With a stellar lineup of international AI speakers, gen AI product founders, and industry leaders—including Hatchworks' own experts—we're exploring generative AI like never before. From tactical applications to transformative insights, this season is a treasure trove for AI gurus and the AI-curious alike. Don't miss out on the chance to expand your knowledge across every industry impacted by Gen AI. Subscribe now on your favorite podcast platform and follow us on LinkedIn for lively discussions and to suggest topics you're eager to explore. Get ready for a season of discovery with the Built Right Podcast: Gen AI Edition!

As Chief Customer Officer for Playvox, Emily Gray is focused on creating extraordinary experiences for customers at every touchpoint and interaction. Emily leads the CX teams including Technical Support, Solutions Consulting, Services and Delivery, Onboarding, and Customer Success Management. Before Playvox, she served in several senior customer success and digital experience roles with for a variety of organizations, including Interactions LLC, LifeLock, and New World Restaurant Group. Emily has spoken on the topic of CX and is a frequent speaker on digital transformation, customer experience, training and workforce management optimization, and customer engagement topics. Emily earned a M.B.A. from the University of Arizona, Eller College of Management, and a B.A. in Spanish from Arizona State University. She resides in Orlando, Florida with her husband and three children.

In this episode, Dr. Edo Paz, Senior Vice President of Medical Affairs, and Victoria Andrews, RNP, Senior Director of Solutions Consulting at Hello Heart, join us to discuss digital therapeutics and their role in managing heart disease and improving the patient experience. Learn how a user-friendly experience can make tracking and caring for chronic conditions easier for the physician and the patient.This episode is sponsored by Hello Heart.

In this episode, Dr. Edo Paz, Senior Vice President of Medical Affairs, and Victoria Andrews, RNP, Senior Director of Solutions Consulting at Hello Heart, join us to discuss digital therapeutics and their role in managing heart disease and improving the patient experience. Learn how a user-friendly experience can make tracking and caring for chronic conditions easier for the physician and the patient.This episode is sponsored by Hello Heart.

Zach Lawryk is Head of Solutions Consulting @ Rippling, what is solutions consulting? They are the product expert in the solution that ties a business value to help support the sales rep in the execution of their quota. And there is no one better than Zach, prior to leading the solutions consulting team at Rippling, Zach was VP of Solutions Consulting at Slack where he scaled the SE team from 10 to 200. Before Slack, Zach was Head of Solutions Engineering @ Optimizely and before that was Director of Sales Engineering at Box. In Today's Episode with Zach Lawryk We Discuss: 1. ) WTF is Solutions Engineering: What is Solutions engineering and why is it important? How does a software developer turned lawyer become one of the OGs of Solutions Engineering? What is the single biggest piece of advice Zach gives to graduates entering the workforce today? 2.) When and Who: Building the Foundations: When is the right time to hire your first solutions engineer? Should this be a senior hire or a more junior hire? What experience is ideal? Would Zach rather have someone who has sold to the same customer segment or sold to the same deal size? What are the challenges with each? 3.) Making the First Hire: The Process: What is the right hiring process for solutions engineers? Which members of your existing team should be involved in the process? What are some of Zach's favourite questions on the candidates past to determine quality? What are the best case studies and tests to give potential hires to test their aptitude? What are the biggest red flags in the hiring process for solutions engineers? 4.) Integrating into the Team: Making it Work: What is the optimal onboarding process for solutions engineers? Why does Zach think it is important they spend time with customer success in their first month? What is the right way to measure the effectiveness of SE's? How should the entrance of SE's impact the close rate and comp structure for AE's? How can sales leaders prevent division and friction between AEs and SEs?

All companies are works in progress, as are the many professionals dedicated to their operational performance and efficiency. Since today's business conditions are far from being straightforward, having a better read of the macro landscape can represent a significant competitive advantage. In this episode, based on an AOP Live session, Art of Procurement's Philip Ideson was joined by Rujul Zaparde, Founder and CEO of Zip, and Colin Glazier, VP of Solutions Consulting at Zip. They regularly hear different perspectives on the challenges and opportunities that will be presented to all of us, as well as suggestions about what we can start doing now to make the most of the new year. Rujul and Colin answered questions from the Art of Procurement community about three key areas: How macro-economic trends and pressures will affect providers and practitioners differently, and exhibit themselves in each group's work The impact that no-code platforms and automation may have on user friction and compliance New approaches procurement can take to influence specific categories and relationships today and in the future  

The market for in-game advertising and sponsorship is valued at around $8billion, and is predicted to more than double by the end of the decade. The audience is young, affluent and increasingly diverse, so it's unsurprising that big brand names are seeking ways in to this world, via the publishers of mobile and big box console game titles such as League of Legends, Call of Duty or FIFA. Great for brands, but what do gamers think of commercial messages gatecrashing their party? We asked today's guests, Ryan Snyder and David Wynn. David is Head of Solutions Consulting at Google Cloud for Games and Ryan is Head of Esports and Games at Nielsen Sports. To help frame the conversation, we asked Ryan to commission a special Unofficial Partner research panel, using Nielsen's Video Game Tracking survey, the premiere source for measuring consumer sentiment towards video game software on PC and console.The top line results are as follows:Gamers think Advertisements will disrupt gameplay (74%)Particularly acute among males 18-24 (82%)Youngest gamers (7-12) least likely to agree (70%)Willing to have brands advertise, if it means cheaper or free games (70%)Males (74%) more likely than females (64%) to agreeYoung males 7-12 are the most likely to agree (81%) while young females 7-12 are the least likely (58%)Appreciate advertisements that do not disrupt viewing experience (79%)Older males 35-54 most likely to agree (84%)Females 18-24 are the least likely to agree (71%)Advertisers are improving the gaming experience (57%)Strong split between males (62%) and females (48%)Even more stark among the 18-24 demo where males (69%) strongly agree while females (37%) languish behindBrands who advertise in game have a stronger connection to the gaming community (62%)Same story as "advertisers are improving" split between males (66%) and females (56%)Most stark in 18-24 demo males (65%) and females (45%)Listen to the podcast for analysis of this data and other questions facing the commercial side of esports.Unofficial Partner is the leading podcast for the business of sport. A mix of entertaining and thought provoking conversations with a who's who of the global industry. To join our community of listeners, sign up to the weekly UP Newsletter and follow us on Twitter @UnffclPrtnr

On the PreSales Podcast, James Kaikis and Dini Mehta connect on "CROs Perspective: Unlocking the Solutions Consultant." Dini, Former Chief Revenue Officer at Lattice and Part Time Operator at Operator Collective, discusses how and why she believes Solutions Consulting is a strategic component of the Go-To-Market organization. Dini shares her strategy to scale Solutions and use the role as a conduit to other parts of the organization.

Personal Risk Advisor at Ericson Insurance Advisors and CEO of RiskRevu, Kurt Thoennessen, CAPI and Paul Buse, CEO of Real Insurance Solutions Consulting  have an in depth discussion about how to use standard insurance industry data to create a competitive advantage. Join them for this stimulating conversation and learn how to use industry data to find insights and grow your agency.

Delaware Fatherhood & Family Coalition wjones@alternative-solutions.com www.dffcdeds.org

This week's episode features Melanie Flores, an MIT-trained chemical engineer, theater arts aficionado, and two-time TEDx speaker, who currently applies her multidisciplinary skills to her work as Director of Solutions Consulting at SymTrain, a firm that automates and scales role-play training and coaching. We discuss a range of issues such as: - Melanie's fascinating career journey - themes and common qualities in her various roles   - The importance of feelings and human emotions in professional environments, even those where technical skills are emphasized   - When and from which influences Melanie's interest and aptitude in writing and communication originated   - How Melanie unveils the value of emotional intelligence and storytelling through setting an example, not lecturing    - Melanie's professional role and why she enjoys it   - How Melanie's experience teaching pre-school helped her in the engineering and - more broadly - the business world   - Recommendations for engineers and other technically-focused listeners who want to add or enhance communication skills in their own toolkit

** Early Release ** This week the PreSales Podcast is utilizing VIDEO! ​Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey?​ ‍Many PreSales professionals categorize demos into two types: the standard demo and the technical demo. ‍In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision. Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. ​In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them. We'll also discuss the role demo automation can play--where it is useful and where you should avoid it.​ J Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective. Sign up or sign in at www.presalescollective.com

On the PreSales Podcast, James Kaikis and Achint Sehgal connect on "Democratizing Trust in Solutions Leadership." Achint, Director of Solutions Engineering at OneTrust, talks about the importance of Trust in Sales and, especially, Solutions Consulting. Achint provides very tactical ways for leaders and organizations to make trust more than just a buzzword and a concrete part of your team's DNA.Watch Achint's presentation on this topic at the 2021 PreSales Leadership Collective Executive Summit: https://www.youtube.com/watch?v=f_aRj0hyjuo

On the PreSales Podcast, James Kaikis and Mattie Stremic connect with Curtis Barber and Jess Ashwood to discuss "Untapped Talent: The Education Exodus." Curtis, Associate Solutions Engineer at SOCi, and Jess, Solution Expert at UKG, share their journey's from Teachers to Solutions Consulting. Curtis and Jess graduated from the PreSales Academy and have immediately made an impact in their current roles. Learn more about how and why Teachers make amazing SCs. Learn more about how you Change Your Career Trajectory at www.presalesacademy.com

On the PreSales Podcast, James Kaikis and Paloma Garcia connect on "Solutions Role in Pipeline Generation". Paloma, Director of Solutions Consulting at ServiceNow, discusses her perspective on becoming a true partner to your customers and sales team by engaging in pipeline generation. Paloma believes that the best Solutions Consultants aid in sales by strategizing and executing different types of engagements in the sales process.

Nick Strober, Melanie Flores and Joe Lynch discuss selling in tough times. Nick is a Senior Account Executive and Team Leader at Lean Solutions Group, and Melanie is the Director of Solutions Consulting at Symtrain. About Nick Strober Nick Strober is a Senior Account Executive at Lean Solutions Group, where he is known as a jack of all trades. His contributions to marketing, HR administration, operations, and sales has helped land Lean Solutions on the INC. 500 Fastest Growing U.S. Companies for three years in a row. With this exponential success, Lean has expanded its footprint into almost every major city throughout Colombia. His time abroad has given him the tools to understand not only the U.S. and Latin American markets, but also a global business perspective. Nick's passion for networking and eagerness to sell, has brought him in touch with incredible businessmen and women across the world. About Lean Solutions Group Lean Solutions Group (LSG) is a nearshore and offshore service provider that focuses on expanding and enhancing its client businesses. LSG's broad offering ranges from staffing to technology, marketing, sales, and BPO services. To succeed in the transportation and logistics business, 3PLs need to be able to hire and retain the very best talent while keeping a lid on costs. Since the competition for the best talent is fierce, companies need an edge that will help them win; LSG is that edge. LSG helps its clients set up and establish satellite offices in beautiful countries like Colombia, Guatemala, and the Philippines. LSG's team consists of qualified bilingual professionals eager to take on new challenges and become a part of your company. Since 2014, Lean has worked with over 500 satisfied U.S.-based transportation and logistics providers. Lean ensures that your satellite office is staffed with highly educated, English-speaking professionals trained in your company's processes and systems. The Lean approach is a low cost, low risk, low hassle, and they handle the entire process with their account managers. About Melanie Flores  Melanie Flores blends an engineer's mind with a teacher's heart and a gardener's hands. Her career path has been anything but linear, and every zigzag has blessed her with the chance to build a fun and bold idea from scratch. She graduated from MIT with a chemical engineering degree and a Theater Arts concentration. She started up Corning's optical fiber factory in the Charlotte, NC area, founded a popular kindergarten engineering design workshop based on a famous MIT course, and led the STEM coaching team serving 48 Easter Seals teachers across metro Atlanta. In 2019, she and her teen son launched an e-commerce business, OctoGifts, that landed him customers in 25 states, two patents, and a spot on Atlanta Inno's 25 Under 25 list. She joined symtrain in 2021 and is excited to help businesses grow their people, impact, and bottom line through digitized role-play training and coaching. A two-time TEDx speaker, Melanie lives with her husband and two sons in Alpharetta, GA. About Symtrain Symtrain is an advanced AI-based training platform that is unlike any other. It simulates real-world coaching scenarios to prepare front-line agents for interactions with customers. Much more than a simulation, the platform is an immersive CX training experience that combines audio and visual elements for an all-encompassing approach to training which helps agents to better understand and retain the information. Benefits include improved quality, reduced training time and training resource costs, increased speed to efficiency, and an overall improvement in the key metrics that matter most to clients. Symtrain is emerging as an innovator in AI coaching and virtual training, and was recently awarded two International Stevie Awards for innovation in workforce readiness and corporate learning. Follow our journey at www.symtrain.com. Key Takeaways: Selling in Tough Times In the podcast interview, Joe talks with Nick Strober and Melanie Flores about selling in tough times. Nick Strober is a Senior Account Executive at Lean Solutions Group, a nearshore service provider that delivers high-quality business solutions in staffing, tech, marketing, and sales for U.S.-based companies. Melanie Flores is the Director of Solutions Consulting at Symtrain, an Immersive learning technology platform that gives employees real job experience by engaging them in authentic work simulations. Lean Solutions Group and Symtrain have formed a partnership that enables transportation and logistics companies to use industry specific simulation training modules that were developed by the Lean Solutions Group. LSG uses Symtrain to train their 8,000 plus employees and they are big believers in the technology. Lean Solutions Group is a nearshore service provider that provide back-office, operations, customer support, and technology services to over 500 logistics companies – and they are experts in check calls. Symtrain engages employees in simulated work experiences that feel “real” – working at their own pace, anywhere, anytime, on any device. Employees are empowered to take charge of their own learning and success. As a result, they learn faster, retain more, build confidence, and master the skills they need to deliver the best customer interactions every time. Symtrain is a simulated training solution that creates a hands-on experience for sales, services, and support employees within a safe space ‍By digitalizing the manual training and coaching processes, Symtrain enables companies to build employee attitudes, skills, and knowledge – faster, better, and cheaper. Learn More About Selling in Tough Times Nick's LinkedIn Lean Solutions Group LinkedIn Lean Solutions Group Melanie's LinkedIn Symtraim LinkedIn Symtrain Symtraim Demo The Fastest Growing Logistics Companies with Trey Griggs 3PL Basics: An Introduction to 3rd Party Logistics with Roberto Cadena Digitizing Check Calls with Trey Griggs and Ryan Rogers The Competitive Advantage with David Bell and Peter Rentschler Does role playing work in freight? – WTT EV startup bets big on Tesla Semi – WTT The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Evan Haedicke is a world class RVP of Solutions Consulting at Persado. He joins Real Lion today to discuss how AEs and SEs can partner together to drive effective sales cycles and lay the foundation for long-term customer success.  Learn more at www.real-lion.comYou can find  Be The Real Lion:  Best Practices, Tools, and a Framework to Succeed in Tech Sales on Amazon: https://amzn.to/37cwKSY

Webcast URL: https://knowledgewebcasts.com/know-portfolio/the-promises-of-enterprise-resource-planning-in-manufacturing/ With Covid-19-related disruptions, rapidly changing compliance regulations, and rising demands for food quality, today's food and beverage (F&B) industry must be more agile and innovative than ever before. These manufacturing challenges emphasize the importance of leveraging Enterprise Resource Planning (ERP) technology, a system that helps organizations automate and streamline their operations. While ERP significantly improves efficiency and profitability, a one-size-fits-all approach will not work for a highly specialized industry. Hence, it is vital for F&B manufacturers to find a food industry-specific platform that increases productivity, accelerates business growth, and helps overcome operational demands in today's cut-throat market while maintaining compliance. In this LIVE Webcast, Jack Payne, Director of Solutions Consulting at Aptean, will provide the audience with an in-depth discussion of the current trends and best practices in enterprise resource planning (ERP). He will also offer key considerations to ensure a successful ERP implementation, especially in the food and beverage industry. For any more information please click on the webcast URL at the top of this description.

On the PreSales Podcast, James Kaikis and Erin Baker connect on the topic "How To Get Promoted". Erin, Director of Solutions Consulting at AlayaCare and PreSales Collective Ambassador, talks about her promotion journey from Client Success Associate to Solutions Engineer and now Director of Solutions Engineering. Erin has been promoted 4 times during her 4.5 years at AlayaCare so she will share what has worked for her, how she has stood out, and what advice she has for those looking to make that leap.

Procurement is finally a ‘labor of love' for many of the professionals who make up its ranks. And while enthusiasm within the profession is a huge step in the right direction, there is still work to be done to win the hearts and minds of broader cross functional teams. Each CPO has the opportunity to place their team at the intersection of company culture and employee experience, determining how procurement can advance and align at the highest levels of the company. The ultimate goal of this approach is for procurement to become a trusted advisor to the business. In this interview, created as an AOP Live session, Host Kelly Barner is joined by Colin Glazier, VP of Solutions Consulting at Zip, and Joe Frederick, Senior Director of Procurement & Sourcing at Snowflake. They share their unique perspectives on the important role procurement plays as a key enabler for innovation: The qualities and actions that define a world class procurement experience The most common friction points that exist in procurement processes and the impact their have on the business How technology can help solve these issues, and what people and process steps need to be taken first A new discussion of the classic ‘make v. buy' decision and how enabling technologies can improve the employee experience.

On the PreSales Podcast, James Kaikis, Ben Fleishman, and Jenna Jienzle connect on the topic "Forging a Foundation for Success". Ben, Director of Solutions Engineering at Showpad and Jenna, Solutions Engineer at Showpad, dicuss the creation and success of their Associate SE program. Listen to Jenna's story from BDR to ASE to SE! Spoiler alert - Jenna just won SE of the Year. 

On the PreSales Podcast, James Kaikis and Bonnie Alexander connect on the topic "Increasing Your Visibility". Bonnie, PreSales Manager, talks about the importance of building your brand internally and external. As PSC continues to discuss elevating the role of PreSales, Bonnie provides guidance to PreSales professionals to get the recognition they deserve!

Welcome to another episode on The Radcast! In this episode on The Radcast, host Ryan Alford talks with Nielsen's Cara Kantrowitz, VP for Solutions Consulting, and Imran Hirani, VP for Strategic Accounts.Cara and Imran talk about their professional journey with Nielsen. They also share what Nielsen does for brands and the industry as a whole. Ryan, Cara, and Imran also dissect the premise of the study on the upper and lower funnel activity by brands.Cara and Imran also has a quick take on our latest segment of RAD or FAD trending topics;Short TermismTikTokNew York KnicksHard Mtn DewLearn more about Nielsen at https://www.nielsen.com/us/en/. Follow them on Linkedin: Cara Kantrowitz (linkedin.com/in/cara-kantrowitz-38267420), Imran Hirani (linkedin.com/in/imran-hirani-3222b91) and Nielsen (https://www.linkedin.com/company/nielsen/)If you enjoyed this episode of The Radcast, let us know by visiting our website www.theradcast.com or leave us a review on Apple Podcast. Be sure to keep up with all that's radical from @ryanalford @radical_results @the.rad.cast