Podcasts about solutions engineering

AI agents are moving fast — but scaling them across your business? That’s the real challenge. Christopher Conolly, Director of Solutions Engineering, APJ Communications Business at Twilio, shares insight into how businesses are moving beyond chatbots to deploy AI agents that can act, reason, and scale. Dive into what’s driving adoption across Southeast Asia, and why scaling automation takes more than just smart tech. Learn about the practical examples of agentic AI in action, from streamlining customer service to optimising logistics and sales workflows. Tune in to Industry Insight and find out what it really takes to move from pilot to production — and why the next wave of AI will be about impact at scale.See omnystudio.com/listener for privacy information.

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.  

In this episode of Automox Insiders, host Maddie Regis chats with Adam Whitman, Manager of Solutions Engineering at Automox, about all things IT spring cleaning. From patch management and software audits to business continuity planning and endpoint hygiene, Adam shares practical, real-world tips for tidying up your tech stack and staying ahead of IT clutter.  Along the way, he reflects on his career journey from marketing to IT leadership and reveals some personal spring cleaning confessions. Tune in for expert advice and a fresh perspective to help you refresh your IT environment this season.

In this episode of "Don't Panic, It's Just Data," host Christina Stathopoulos explores the world of real-time analytics and its impact on financial decision-making. She is joined by Thomas Gore, insightsoftware's Director of Product Management for extended planning and analysis (XP&A), and Cody Riemenschneider, Director of Solutions Engineering, and they discuss the challenges and opportunities of integrating real-time data into finance.

On World Backup Day 2025, the importance of robust data backup strategies for organizations in Asia becomes increasingly evident as businesses face a surge in cyber threats and data loss incidents. It is tasked not only in implementing advanced backup solutions but also in fostering a culture of data resilience within their organizations. By prioritizing comprehensive backup protocols, these leaders ensure that critical data remains secure and recoverable, safeguarding against potential downtime and financial loss. As organizations navigate the complexities of digital transformation, the proactive engagement of IT leadership in backup strategies is essential for maintaining operational continuity and protecting valuable assets in an ever-evolving threat environment.In this PodChats for FutureCIO, we are joined by Qinghong You, director of Solutions Engineering for Korea, Taiwan, Hong Kong & ASEAN at NetApp.Questions covered.1.       How is backup evolving beyond just storage (storage is cheap), focusing on data mobility, instant recovery, and AI-driven insights for proactive risk mitigation?2.       What role does data mobility play in enhancing backup strategies, especially in hybrid cloud environments?3.       How can enterprises enhance backup strategies with an intelligent data architecture to improve anomaly detection, automation, and cyber resilience against ransomware threats?4.       What are the key considerations for shifting from traditional backup to an intelligent, always-available data infrastructure that minimizes downtime and ensures seamless disaster recovery?5.       How do modern backup solutions that integrate AI technologies contribute to a resilient data infrastructure?6.       Technology, regulation and threats continue to evolve, any last advise for CIOs and those responsible for resilience data protection in 2025.

AI isn't just another tool—it's becoming a career-defining skill. In this episode, Zach Lawryk, Head of Solutions Engineering at OpenAI, joins us to talk about why AI fluency is essential for presales professionals. We dive into how AI can streamline workflows, accelerate onboarding, and even reshape how we think about demos. Zach also shares practical ways to integrate AI into your daily life—both at work and beyond.

In this episode of Whiskey, Jazz, and Leadership, Galen Bingham sits down with Marcus Moffett, Vice President of Solutions Engineering for Cisco Americas. From his blue-collar roots in Mississippi to leading one of the most significant technology organizations in the world, Marcus shares his incredible career journey. He discusses the power of leadership, the importance of clarity in vision, and how simplifying complex systems—whether technology or people—drives success. Tune in for insights on leadership, passion, and the unexpected paths that lead to greatness. Big news!

Zero Trust World 2025, hosted by ThreatLocker, is fast approaching (February 19-21), bringing together security professionals, IT leaders, and business executives to discuss the principles and implementation of Zero Trust. Hosted by ThreatLocker, this event offers a unique opportunity to explore real-world security challenges and solutions.In a special On Location with Sean and Marco episode recorded ahead of the event, Ryan Bowman, VP of Solutions Engineering at ThreatLocker, shares insights into his upcoming session, The Dangers of Shadow IT. Shadow IT—the use of unauthorized applications and systems within an organization—poses a significant risk to security, operations, and compliance. Bowman's session aims to shed light on this issue and equip attendees with strategies to address it effectively.Understanding Shadow IT and Its RisksBowman explains that Shadow IT is more than just an inconvenience—it's a growing challenge for businesses of all sizes. Employees often turn to unauthorized tools and services because they perceive them as more efficient, cost-effective, or user-friendly than the official solutions provided by IT teams. While this may seem harmless, the reality is that these unsanctioned applications create serious security vulnerabilities, increase operational risk, and complicate compliance efforts.One of the most pressing concerns is data security. Employees using unauthorized platforms for communication, file sharing, or project management may unknowingly expose sensitive company data to external risks. When employees leave the organization or access is revoked, data stored in these unofficial systems can remain accessible, increasing the risk of breaches or data loss.Procurement issues also play a role in the Shadow IT problem. Bowman highlights cases where organizations unknowingly pay for redundant software services, such as using both Teams and Slack for communication, leading to unnecessary expenses. A lack of centralized oversight results in wasted resources and fragmented security controls.Zero Trust as a MindsetA recurring theme throughout the discussion is that Zero Trust is not just a technology or a product—it's a mindset. Bowman emphasizes that implementing Zero Trust requires organizations to reassess their approach to security at every level. Instead of inherently trusting employees or systems, organizations must critically evaluate every access request, application, and data exchange.This mindset shift extends beyond security teams. IT leaders must work closely with employees to understand why Shadow IT is being used and find secure, approved alternatives that still support productivity. By fostering open communication and making security a shared responsibility, organizations can reduce the temptation for employees to bypass official IT policies.Practical Strategies to Combat Shadow ITBowman's session will not only highlight the risks associated with Shadow IT but also provide actionable strategies to mitigate them. Attendees can expect insights into:• Identifying and monitoring unauthorized applications within their organization• Implementing policies and security controls that balance security with user needs• Enhancing employee engagement and education to prevent unauthorized technology use• Leveraging solutions like ThreatLocker to enforce security policies while maintaining operational efficiencyBowman also stresses the importance of rethinking traditional IT stereotypes. While security teams often impose strict policies to minimize risk, they must also ensure that these policies do not create unnecessary obstacles for employees. The key is to strike a balance between control and usability.Why This Session MattersWith organizations constantly facing new security threats, understanding the implications of Shadow IT is critical. Bowman's session at Zero Trust World 2025 will provide a practical, real-world perspective on how organizations can protect themselves without stifling innovation and efficiency.Beyond the technical discussions, the conference itself offers a unique chance to engage with industry leaders, network with peers, and gain firsthand experience with security tools in hands-on labs. With high-energy sessions, interactive learning opportunities, and keynotes from industry leaders like ThreatLocker CEO Danny Jenkins and Dr. Zero Trust, Chase Cunningham, Zero Trust World 2025 is shaping up to be an essential event for anyone serious about cybersecurity.For those interested in staying ahead of security challenges, attending Bowman's session on The Dangers of Shadow IT is a must.Guest: Ryan Bowman, VP of Solutions Engineering, ThreatLocker [@ThreatLocker | On LinkedIn: https://www.linkedin.com/in/ryan-bowman-3358a71b/Hosts: Sean Martin, Co-Founder at ITSPmagazine [@ITSPmagazine] and Host of Redefining CyberSecurity Podcast [@RedefiningCyber] | On ITSPmagazine:  https://www.itspmagazine.com/sean-martinMarco Ciappelli, Co-Founder at ITSPmagazine [@ITSPmagazine] and Host of Redefining Society Podcast & Audio Signals Podcast | On ITSPmagazine: https://www.itspmagazine.com/itspmagazine-podcast-radio-hosts/marco-ciappelli____________________________This Episode's SponsorsThreatLocker: https://itspm.ag/threatlocker-r974____________________________ResourcesLearn more and catch more stories from ZTW 2025 coverage: https://www.itspmagazine.com/zero-trust-world-2025-cybersecurity-and-zero-trust-event-coverage-orlando-floridaRegister for Zero Trust World 2025: https://itspm.ag/threat5mu1____________________________Catch all of our event coverage: https://www.itspmagazine.com/technology-and-cybersecurity-conference-coverageTo see and hear more Redefining CyberSecurity content on ITSPmagazine, visit: https://www.itspmagazine.com/redefining-cybersecurity-podcastTo see and hear more Redefining Society stories on ITSPmagazine, visit:https://www.itspmagazine.com/redefining-society-podcastWant to tell your Brand Story Briefing as part of our event coverage? Learn More

Zero Trust World 2025, hosted by ThreatLocker, is fast approaching (February 19-21), bringing together security professionals, IT leaders, and business executives to discuss the principles and implementation of Zero Trust. Hosted by ThreatLocker, this event offers a unique opportunity to explore real-world security challenges and solutions.In a special On Location with Sean and Marco episode recorded ahead of the event, Ryan Bowman, VP of Solutions Engineering at ThreatLocker, shares insights into his upcoming session, The Dangers of Shadow IT. Shadow IT—the use of unauthorized applications and systems within an organization—poses a significant risk to security, operations, and compliance. Bowman's session aims to shed light on this issue and equip attendees with strategies to address it effectively.Understanding Shadow IT and Its RisksBowman explains that Shadow IT is more than just an inconvenience—it's a growing challenge for businesses of all sizes. Employees often turn to unauthorized tools and services because they perceive them as more efficient, cost-effective, or user-friendly than the official solutions provided by IT teams. While this may seem harmless, the reality is that these unsanctioned applications create serious security vulnerabilities, increase operational risk, and complicate compliance efforts.One of the most pressing concerns is data security. Employees using unauthorized platforms for communication, file sharing, or project management may unknowingly expose sensitive company data to external risks. When employees leave the organization or access is revoked, data stored in these unofficial systems can remain accessible, increasing the risk of breaches or data loss.Procurement issues also play a role in the Shadow IT problem. Bowman highlights cases where organizations unknowingly pay for redundant software services, such as using both Teams and Slack for communication, leading to unnecessary expenses. A lack of centralized oversight results in wasted resources and fragmented security controls.Zero Trust as a MindsetA recurring theme throughout the discussion is that Zero Trust is not just a technology or a product—it's a mindset. Bowman emphasizes that implementing Zero Trust requires organizations to reassess their approach to security at every level. Instead of inherently trusting employees or systems, organizations must critically evaluate every access request, application, and data exchange.This mindset shift extends beyond security teams. IT leaders must work closely with employees to understand why Shadow IT is being used and find secure, approved alternatives that still support productivity. By fostering open communication and making security a shared responsibility, organizations can reduce the temptation for employees to bypass official IT policies.Practical Strategies to Combat Shadow ITBowman's session will not only highlight the risks associated with Shadow IT but also provide actionable strategies to mitigate them. Attendees can expect insights into:• Identifying and monitoring unauthorized applications within their organization• Implementing policies and security controls that balance security with user needs• Enhancing employee engagement and education to prevent unauthorized technology use• Leveraging solutions like ThreatLocker to enforce security policies while maintaining operational efficiencyBowman also stresses the importance of rethinking traditional IT stereotypes. While security teams often impose strict policies to minimize risk, they must also ensure that these policies do not create unnecessary obstacles for employees. The key is to strike a balance between control and usability.Why This Session MattersWith organizations constantly facing new security threats, understanding the implications of Shadow IT is critical. Bowman's session at Zero Trust World 2025 will provide a practical, real-world perspective on how organizations can protect themselves without stifling innovation and efficiency.Beyond the technical discussions, the conference itself offers a unique chance to engage with industry leaders, network with peers, and gain firsthand experience with security tools in hands-on labs. With high-energy sessions, interactive learning opportunities, and keynotes from industry leaders like ThreatLocker CEO Danny Jenkins and Dr. Zero Trust, Chase Cunningham, Zero Trust World 2025 is shaping up to be an essential event for anyone serious about cybersecurity.For those interested in staying ahead of security challenges, attending Bowman's session on The Dangers of Shadow IT is a must.Guest: Ryan Bowman, VP of Solutions Engineering, ThreatLocker [@ThreatLocker | On LinkedIn: https://www.linkedin.com/in/ryan-bowman-3358a71b/Hosts: Sean Martin, Co-Founder at ITSPmagazine [@ITSPmagazine] and Host of Redefining CyberSecurity Podcast [@RedefiningCyber] | On ITSPmagazine:  https://www.itspmagazine.com/sean-martinMarco Ciappelli, Co-Founder at ITSPmagazine [@ITSPmagazine] and Host of Redefining Society Podcast & Audio Signals Podcast | On ITSPmagazine: https://www.itspmagazine.com/itspmagazine-podcast-radio-hosts/marco-ciappelli____________________________This Episode's SponsorsThreatLocker: https://itspm.ag/threatlocker-r974____________________________ResourcesLearn more and catch more stories from ZTW 2025 coverage: https://www.itspmagazine.com/zero-trust-world-2025-cybersecurity-and-zero-trust-event-coverage-orlando-floridaRegister for Zero Trust World 2025: https://itspm.ag/threat5mu1____________________________Catch all of our event coverage: https://www.itspmagazine.com/technology-and-cybersecurity-conference-coverageTo see and hear more Redefining CyberSecurity content on ITSPmagazine, visit: https://www.itspmagazine.com/redefining-cybersecurity-podcastTo see and hear more Redefining Society stories on ITSPmagazine, visit:https://www.itspmagazine.com/redefining-society-podcastWant to tell your Brand Story Briefing as part of our event coverage? Learn More

In this inaugural episode of the new Semiconductor Insiders video series, Dan is joined by Vishal Moondhra, VP of Solutions Engineering at Perforce Helix IPLM. Dan explores the risks and challenges of using Gen AI in the semiconductor industry with Vishal. Liability, traceability, cost, and quality are discussed. The challenges… Read More

Today's podcast is with Martin Teasdale, host of Get out of Wrap, a contact centre focused podcast, and Ed Creasey, Global VP of Solutions Engineering at Calabrio, a workforce performance suite provider. Martin recently collaborated with Ed and the team at Calabrio on a new piece of research called Voice of the Agent. Martin and Ed join me today on the podcast to talk about some of the main findings emerging from the research, the enhanced reputation of the contact centre industry and some key messages for team leaders and contact centre leaders and directors. This interview follows on from my recent interview – We got everyone involved in support and made our customer support metrics public – Interview with Kenji Hayward of Front – and is number 529 in the series of interviews with authors and business leaders who are doing great things, providing valuable insights, helping businesses innovate and delivering great service and experience to both their customers and their employees.

Eric and Dave sit down with Chris Donlan, Snr. Manager of Solutions Engineering, to better understand the cybersecurity threat landscape, help to simplify the security conversation for advisors and share best practices for cross-selling.

Frank La Vigne sits down with Alex Gold, Head of Solutions Engineering at POSIT and author of "DevOps for Data Science." Together, they explore the fascinating intersections of DevOps, MLOps, and generative AI, shedding light on the importance of social norms, innovation, and practical impact in open-source development.Show NotesLinksDevOps for Data Science (Online Version) https://do4ds.com DevOps for Data Science (Amazon) Moments02:14 Marylander love their state flag06:09 PBC prioritizes diverse responsibilities beyond shareholder value.08:17 Chose Python for its versatility across fields.12:15 Choose the right language for each pipeline stage.16:14 Deploying software for enterprise use requires oversight.19:26 Most data scientists rarely focus on machine learning.23:18 Machine learning misunderstood; majority use simple models.26:46 Generative AI in big companies, production challenges.28:30 DevOps for data science needs unique practices.31:28 Focus on quick wins for business value.34:05 Focus on relationships; people problems require empathy.37:17 Technical people focus on solving technical problems.42:53 Companies exploring gen AI strategies, co-pilot model prioritized.45:01 Exploring gen AI for effective customer data use.49:32 Progress continues despite leveling off in horsepower.52:40 AI needs deeper integration for life-changing impact.55:39 Upload content; create NPR-style podcast summary.58:38 Thanks for tuning in! Stay data driven.

Today on the PreSales Podcast we have an exciting announcement, we have the pleasure and opportunity to announce the next General Manager at PreSales Collective, Jack Cochran. We talk about this exciting new chapter for PreSales Collective, how we are expanding with a new PreSales Collective board of directors, the excitement of hitting the milestone of 50,000 members, and the community's future.  What I love most about Jack is that he is deeply rooted in this thing, he has experience running communities, content creation, like his podcasts, and a passion to drive the collective forward. We discussed Chris' proudest moments here, lessons learned over the past 17 months, and his transition into the board of directors.  Chris will still be extremely active in the community at large. This is a story between two humans, discussing our love and appreciation for this profession. I am thrilled to see this organization continue to help people worldwide, so let's jump right in with Jack.  Thank you so much for tuning in. I hope you enjoyed as much as I did.

Welcome to the Pre-Sales Podcast! Today we have a fantastic guest joining us—Todd Janzen. Todd brings a wealth of experience from his impressive career in pre-sales, including his time at Salesforce and now as SVP of Customer Success and Buyer Enablement, Consensus In our conversation, we dive into the presales craft, influence in GTM, and more. One of the standout points was Todd's focus on the statistic that 83% of B2B buyers engage in self-discovery before ever speaking to a sales representative. We also explore Todd's unique journey into pre-sales, starting from his early days in consulting to becoming a solution engineer at Salesforce. He shared insights on how he developed innovative approaches to enhance demo environments and improve the overall buyer experience, emphasizing the need for solution engineers to unlock their full potential throughout the customer journey. So, grab a seat and get ready, I hope you enjoy it as much as I did.

Sarah Idriss is a PreSales + Product dream state, blending customer feedback with product roadmap in innovative ways, and It's my pleasure to have her on the PreSales Podcast.  Episode Takeaways:  Relationship of Product + PreSales (and beyond). The vital role PreSales plays in shaping product development and ensuring alignment with customer needs. What makes a good product...and what makes a great product? What differentiates good products from great ones: integrating PreSales feedback into product innovation. Feedback loop - how to fine-tune product features. Using PreSales insights to fine-tune product features, leading to more market-ready and successful launches. Customer-centric product and presales focus, how to build something that matters Product & PreSales are each other's best weapons to get great outcomes, but their primary drivers are often different. Sarah talks about her drive to build the best product to give the most value to as many people as possible at scale. Embracing the different drivers of PreSales and Product teams helps her forge more effective relationships between both departments to get the ultimate win. Sarah can be best reached at Sarah@reprise.com Thank you for tuning in!

Rick and Ryan discuss ThreatLocker's cybersecurity solutions, emphasizing proactive threat prevention and the importance of a strong security foundation. They explored the concept of 'zero trust' in cybersecurity and the challenges of managing threats, particularly those involving social engineering. The conversation also touched on Ryan's career journey and the evolution of cybersecurity practices in organizations.   Connect with Ryan: https://www.linkedin.com/in/ryan-bowman-3358a71b/  Visit ThreatLocker: https://www.threatlocker.com/  Check out ThreatLockers platform: https://www.threatlocker.com/try-threatlocker?utm_source=short_arms&utm_medium=sponsor&utm_campaign=ryan_10.9.24&utm_content=ryan&utm_term=podcast   Visit ShortArms website: https://www.shortarmsolutions.com/    You can follow us at: Linked In: https://www.linkedin.com/company/shortarmsolutions  YouTube: https://www.youtube.com/@shortarmsolutions   Twitter/X: https://twitter.com/ShortArmSAS  

Rick and Ryan discuss ThreatLocker's cybersecurity solutions, emphasizing proactive threat prevention and the importance of a strong security foundation. They explored the concept of 'zero trust' in cybersecurity and the challenges of managing threats, particularly those involving social engineering. The conversation also touched on Ryan's career journey and the evolution of cybersecurity practices in organizations.   Connect with Ryan: https://www.linkedin.com/in/ryan-bowman-3358a71b/  Visit ThreatLocker: https://www.threatlocker.com/  Check out ThreatLockers platform: https://www.threatlocker.com/try-threatlocker?utm_source=short_arms&utm_medium=sponsor&utm_campaign=ryan_10.9.24&utm_content=ryan&utm_term=podcast   Visit ShortArms website: https://www.shortarmsolutions.com/    You can follow us at: Linked In: https://www.linkedin.com/company/shortarmsolutions  YouTube: https://www.youtube.com/@shortarmsolutions   Twitter/X: https://twitter.com/ShortArmSAS  

Hello and welcome to the PreSales podcast, is your host and PreSales Collective general manager Chris Mabry.  Today I'm speaking with Julia Lustig, SE Leader at Seismic and Co-Host of the Revenue Circus Podcast. We explore how to create content on Linkedin,  the future of solution consulting examining how this role is evolving in response to new challenges and technologies. We also discuss the importance of collaboration across departments and how AI is reshaping the pre-sales landscape. You can find Julia Lustig on LinkedIn: https://www.linkedin.com/in/julia-lustig/ Remember, these insights are not just theoretical; they are actionable strategies you can implement in your own work. Thanks for tuning in, at PreSales Collective we are all about connecting and learning and growing together. we look forward to seeing you next time!

Episode Title: The Power of Technical Mastery in PreSales with Dan Hellerman Host: Chris Mabry, General Manager of PreSales Collective Guest: Dan Hellerman, Technology Enthusiast and Co-Founder of Saleo Episode Summary: In this episode, Chris Mabry sits down with Dan Hellerman to discuss the essential role of technical mastery for PreSales professionals. Dan shares his deep passion for technology and explains how a thorough understanding of the technical aspects of a product can be a game-changer in demo environments. From managing the complexities of SaaS environments to the critical role AI plays in shaping more effective demos, Dan dives into the nitty-gritty details that can make or break a PreSales experience. Key Topics Covered: The Balance Between Technical Depth and Sales Focus: Dan highlights the differing expectations between buyers, sellers, and solution engineers when it comes to technical details. While sellers often prioritize closing deals and driving revenue, buyers and SEs may be more focused on understanding the product's technical intricacies. Dan shares why it's important for PreSales professionals to bridge this gap and provide both perspectives. Why Technical Mastery is a "Superpower" for PreSales Professionals: Dan believes that those who take the time to deeply understand the products they are demoing—and even build demo environments from scratch—have a distinct advantage. This technical fluency allows them to address complex questions and instill confidence in buyers. Dan's Journey in Software Development and Entrepreneurship: With a background in designing and developing software, Dan reflects on his career leading up to co-founding Saleo. His hands-on experience gives him a unique perspective on how to approach technical demos and product storytelling. Navigating Buyer Skepticism in Demos: Drawing from his own experiences as a buyer, Dan explains how technical curiosity and detailed questioning often lead to skepticism in demo environments. He shares strategies on how to manage this and build trust with technically savvy buyers. The Role of AI in Optimizing Demo Environments: Dan also touches on how AI is transforming demo environments and helping PreSales teams streamline their processes, making demos more interactive, personalized, and effective. Quotes to Highlight: "Technical mastery is the superpower that sets PreSales apart—it's about telling the product's story in a way that resonates with both sellers and buyers." "In my experience, the most compelling demos are the ones where you can really get into the technical weeds and show not just what a product does, but how it does it." Guest Bio: Dan Hellerman is a co-founder of Saleo and a passionate technology enthusiast with a rich background in software development. He has a keen interest in solving complex technical problems and leveraging technology to drive business value. Links: Connect with Dan Hellerman on LinkedIn: Dan Hellerman LinkedIn

Launched in June from Cape Canaveral, ASTRA 1P is the most powerful wide-beam satellite to ever orbit at 19.2 degrees East. It will ensure superior reliability while delivering unparalleled image quality for broadcasters and content owners across some of SES's largest TV markets in Germany, Spain, and France. Today, we hear from our partners and SES colleagues how and why we're ready for our next generation of Astra satellites.This episode of Satellite Stories features:Steve Bisenius,VP Solutions Engineering, MediaFabrizio Croce, Senior Manager, Payload OperationsMichele Gosetti, Head of Sports & EventsAndre Prahl, Chief Distribution Officer, RTL DeutschlandStefan Kunz, VP Content Platforms & Operations, SkyDeutschlandRead more about Astra 1P's launch here: https://www.ses.com/newsroom/enhancing-tv-experiences-over-192-degrees-east The series is presented by Kristina Smith-Meyer, Manager, Content Creative & Development, SES Global Marketing Communications.

This episode delves into Ron Whitson's career journey as a presales professional, highlighting essential lessons learned along the way. While his technical skills initially secured my role, it was mastering human skills that truly accelerated his success.  Episode Takeaways Imposter syndrome never really goes away To excel as a presales professional, focus on human skills There's always something new to learn if you look for it Guidance on growing into leadership as a presales professional Closing Advice One of the best pieces of advice I received was from an IBM executive: “Run to the problem.” In presales, identifying issues and devising solutions proactively can set you apart. Connect with Ron: https://www.linkedin.com/in/ronwhitsonse/ Timeless Behaviors Book: https://timelessbehaviors.com/    

Liz Anderson directs the PreSales Collective Enablement programming, from PreSales Academy through leadership training, channeling her PreSales experience through to world-class programming and facilitation.  Liz has well over a decade of experience and PreSales from organizations, large and small, from Slack to startups. Episode Takeaways Presales enablement is essential to prioritize and needs a balance between technical and soft skills. Learning is best done with others both for practice and for accountability. You are responsible for your own growth; create a plan that includes improving on things you're already good at. You can connect with Liz Anderson here: https://www.linkedin.com/in/lizandersonpresales/ PreSales Enablement Programming: https://www.presalescollective.com/programs/live-courses For team training - please reach out!! Thank you for tuning in.  

Today's guest is Drew Hartley, Vice President of Solutions Engineering at pWin.ai. Founded in 2023, pWin.ai is the first ‘thoughtful' AI copilot for proposal writing, built with Shipley's best practices inside to revolutionize your business development process and help you win more business. Shipley's industry-leading expertise and pWin.ai's cutting-edge AI technology come together to offer a comprehensive solution that empowers your team to focus on what matters most. Drew is an experienced organizational leader and operator with a diverse background across consulting, software, tech and product engineering domains. He leads the solutions/sales engineering team at that is the face of the pWin.ai product to prospective customers. Drew and his team showcase and demo the powerful pWin.ai product, lead customer trials, teach and support classes, guide the direction of the product to prospective customers, and serve as the face of the product to customers.  In this episode, Drew talks about: His AI journey to date from building teams to impactful tech solutions, How pWin.ai crafts top-quality and efficient proposal drafts, Creating high-quality proposals using Generative AI, How partnerships with Shipley and Microsoft boosted proposal speed, The journey from learning, testing, iterating and scaling, His excitement about rapid progress and evolving AI potential

Join Chris Mabry and Daniel Kish as they explore Daniel's unique career journey from chemical engineering to product marketing, with experience across military consulting, Salesforce, Gong, and Conveyor. He shares insights on the value of understanding technical details and balancing cost, performance, and time—lessons learned from his Special Forces tenure. Daniel emphasizes that effective product marketing requires collaboration beyond the marketing department, particularly with presales teams. He advocates for proactive outreach and communication councils to align messaging and strategy. The episode also delves into Conveyor's AI-driven tool for automating security reviews, reducing the administrative burden on sales engineers, and linking AI tools to CRMs for deeper insights and impact on revenue. Daniel encourages a curious, adaptable approach to career growth in product marketing and presales. Connect with him at daniel@conveyor.com or on LinkedIn to keep the conversation going.

In this episode of Swimming with Sharks, Kevin Dean, CEO of ManoByte, sits down with Wendy McHenry, the Head of Solutions Engineering at CData Software, for an insightful discussion on customer operations and the evolving tech landscape. Wendy brings a wealth of experience from her journey in tech, starting as a statistician and moving through various leadership roles in sales engineering, particularly in financial services and government sectors.Introduction:Kevin introduces Wendy McHenry, highlighting her impressive career trajectory from a statistician to a leader in solutions engineering. Wendy's unique path showcases her passion for technology and her commitment to improving customer experiences.Interview Highlights:Wendy's Career Path: Wendy shares her unconventional entry into tech, beginning as a statistician and transitioning into a sales engineer role at SAS Software. Her journey reflects a deep understanding of customer needs and the importance of aligning tech solutions with business goals.Challenges in Customer Operations: Wendy discusses the complexities customers face in today's competitive environment, emphasizing the difficulties of navigating tight budgets, internal reorganizations, and the fear of change. She underscores the need for companies to build trust and guide customers through tech modernization.AI and Automation in Tech: The conversation shifts to the role of AI and automation in reshaping the tech industry. Wendy offers insights into how these technologies are helping companies do more with less, while also raising important ethical considerations. She predicts that while AI will not eliminate tech jobs, it will significantly enhance efficiency and innovation.The Role of Data Analytics: Wendy, a data enthusiast at heart, explores the critical role data analytics plays in driving business decisions and improving customer outcomes. She highlights the importance of staying at the forefront of data science to address challenges in various industries, from financial services to emergency response.Diversity, Equity, and Inclusion in Tech: Wendy also shares her passion for DEI initiatives, particularly in creating psychologically safe workplaces. She emphasizes the importance of leaders fostering inclusive environments to drive positive change in the tech industry.Key Takeaways:Trust and Empathy: Building trust with customers is crucial in today's fast-changing tech landscape. Companies must listen to customer concerns and provide solutions that ease the fear of change.Leveraging AI for Efficiency: AI and automation are powerful tools that can help businesses maximize resources, but they must be implemented thoughtfully, with ethical considerations in mind.Data as a Driving Force: Data analytics is at the core of successful tech operations, enabling companies to make informed decisions and respond effectively to challenges.Inclusive Leadership: Creating diverse and inclusive teams is essential for fostering innovation and ensuring the tech industry remains a welcoming space for everyone.

Today, I'm speaking with Patty Hager, Vice President of SMB Solution Engineering at Salesforce, Patty and I discuss AI in Go To Market and presales, we dive into her insight on forecasting the future job of an SE, and much more. Patty is passionate about inclusion in PreSales with her work as a council member of women in Solutions Excellence PSC and director of WISE at Salesforce, and a previous PSC Ambassador. I also share insight into my experience in this area. You can connect with Patty here: https://www.linkedin.com/in/pattyhager/ There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in.

Today I spoke with Matthew Young James, Senior Solutions Engineer at Codat, a 2024 PSC Ambassador, and the NYC PreSales guy. Cross-departmental relationships are not a choice in our profession, they are a part of everyday life - and I'd argue that they are one of the main reasons we exist We dive into his experience facing challenging relationships and let him share what he would have done differently. I also shared insight into my experience in this area - it was a fun conversation!  Nobody wants to take work home with them but sometimes it's less of a choice - Matthew and I talk about how to do this better. Matthew's LinkedIn: https://www.linkedin.com/in/matthewyoungjames/ If you tuned in, please share your favorite takeaway with me on LinkedIn: https://www.linkedin.com/in/pscgm/    

Welcome to Product Talk, your ultimate guide to the features and use cases of Automox, hosted by Steph Rizzuto. This podcast peels back the layers of Automox's endpoint management software, discussing its various features, practical uses, and the transformative impact it has on businesses. Join Peter and Steph as they explore the nooks and crannies of the Automox product and help you leverage its full potential for your IT needs.

Today, I'm speaking with Evan Powell, Co-Founder of Reprise. We discuss market trends, where PreSales and Solutions folks can take advantage of the need in GTM today, and he shares his insights from designing enterprise solutions with what he refers to as a Demo Program. I love talking with Evan because he gets it. From D&D to his journey in Sales, he understands the challenges we face here in PreSales and loves the community. The title for todays episode is Founder Stories: Demo Programs meet buyers where they are w/Evan Powell We talk about: Buying in 2024 is different - we need to meet the prospect where they are Selling is a team sport - a Demo Program is necessary to enable your entire GTM team and help your buyer Trends in AI and Demo Automation One of my biggest takeaways is this: Now is the time to expand your influence. Executives are hungry for the information you have and the unique skills you bring to the table. Don't squander the chance. There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in. Thank you for joining me today on this epic adventure with Evan Powell You can find Evan on Linkedin: https://www.linkedin.com/in/evanwapowell/ Evan's email evan@reprise.com, And Reprise.com 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.    

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.    

Discover how AI and machine learning are revolutionizing the transportation and logistics industry with practical insights, real-world examples, and expert advice from top industry leaders.In this episode, host Scott W. Luton discusses the impact of AI and machine learning on transportation and logistics with Andersen Yu, Director of Solutions Engineering and Architecture at Front, Ricky Gonzalez, CEO at Hubtek, and Walter Mitchell, CEO at Tai Software. Listeners will learn about the gradual adoption of AI tools in logistics, critical considerations for seamless integration, and the essential role of human involvement in AI processes. The discussion also tackles common risks, emphasizes the importance of KPIs for tracking effectiveness, and explores how AI can be used for internal and external operational efficiencies. Tune in to gain actionable insights that will help you leverage AI to enhance your supply chain operations.Additional Links & Resources:Learn more about Tai: https://hubs.li/Q02zyyh_0Learn more about Supply Chain Now: https://supplychainnow.comSubscribe to Supply Chain Now: https://supplychainnow.com/joinCheck out Supply Chain Now's NEW Media Kit: https://bit.ly/3XH6OVkWEBINAR- Automation ROI: Solving the Top 3 Operational Challenges: https://bit.ly/3VvxTvsWEBINAR- Strategies for Aligning Business Planning with Supply Chain Design: https://bit.ly/3XvRHk7This episode is hosted by Scott Luton. For additional information, please visit our dedicated show page at: https://supplychainnow.com/AI-machine-learning-elevate-operations-transportation-logistics-1291

Welcome to the PreSales Podcast. It's your host and PSC GM, Chris Mabry. Today, I have the privilege of speaking with David Duffett, a Telecom presales engineer who has transitioned into an award-winning speaker and coach. David is the mastermind behind “Let the Geek Speak” and has delivered numerous impactful keynotes to technical sales organizations. You might recall his engaging session at our Elevate and Engage summit, where he was the esteemed Keynote for the day. The title for today's episode is Techie Turbo: Accelerating Personal Achievement through Comms Skills. Today, we delve into David's 7 Power Presenting Protocols, a treasure trove of practical tips and strategies. His passion lies in helping us technical professionals create effective structures and frameworks for our presentations, enabling us to make a real impact. We talk about: Why Technical people are not always the best communicators How our ability to connect and engage affects our perceived value Where a little change can make a massive difference. David Duffett's LinkedIn: https://www.linkedin.com/in/davidduffett/ PreSales Collective Elevate and Engage Summit Keynote w/David Duffett: https://www.youtube.com/watch?v=p0JTDnNMG9Y There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in.

Welcome to the Presales Podcast. I'm Chris Mabry, your host and PreSales Collective general manager. Today, I spoke with Akash Bensall, founder and COO of Storylane. The title for today's episode is Founder Stories Buyer Enablement with Demo Automation We dive into Akash's journey from his move to America, his experience as a solution engineer, and the adventure of entrepreneurship. We talk about product-led growth, the new mantra of buyer enablement, how buyers are changing, and how companies need to adapt to this trend. Akasha's story and his journey is incredible. One of my biggest takeaways is how we can show up every day to do consistent work, even boring work, with compassion for ourselves and everyone around us and have a little fun while we're doing it. You can find Akash here on LinkedIn. And, of course, on the Storylane website. Thank you so much for tuning in. I hope you enjoy it as much as I did.  

Welcome to the PreSales Podcast!  Your host and PSC GM, Chris Mabry, speaks with Ross Rotherham,  Leadership Coach, PreSales Leader, holistic medicine practitioner, and much more. The title for today's episode is Coaching for PreSales Leaders. We will dive into Ross's journey from holistic medicine to coaching, defining and differentiating mentoring and coaching. We unpack the different styles and uses of coaching and provide tips for Leaders to enhance their coaching using the concepts of Curious Communication: Conscious Listening, Effective Questioning, and Intentional Presence We barely scratch the surface on Ross's journey and how his craft can give us an incredible advantage in our business conversations and in life. I hope you enjoy it as much as I did and thank you for tuning in. You can reach Ross here on LinkedIn: https://www.linkedin.com/in/ross-rotherham-coach/  

Follow: https://stree.ai/podcast | Sub: https://stree.ai/sub | Join us for episode #51 of the Real-Time Analytics podcast as our host, Tim Berglund, is joined by Tim Veil, VP of Solutions Engineering and Enablement at StarTree. Dive into an discussion about Testcontainers, a powerful tool that leverages Docker for sophisticated integration testing. Learn how Testcontainers simplifies the testing process against real databases like Apache Pinot, enhancing code reliability and CI pipeline efficiency.

LeiLani discusses how the future is already here – education is, irretrievably, already in an intelligent network matrix but still has much to do to fit comfortably in it. Mike Witzman, Senior Director of Solutions Engineering of Cisco's U.S. Public Sector team talks about the trend of “form following function”: with LeiLani and the three levels of schooling being part of a new matrix of learning. Witzman includes many comments about the technical side of advancing schools up from devices in the hands of all students, through campus and classroom readiness, and up to the network mesh matrix that intelligently provides access and interchange of teaching, learning and resources across the internet.

Solution Engineers have a lot on their plate, and I have the pleasure of adding one more thing to that plate...marketing   show notes: https://wethesalesengineers.com/show312

There are so many different selling techniques. I've personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling, but hate challenger selling. I've also read SPIN Selling and then I noticed that a lot of them are similar, but they are all geared towards salespeople.   But Solution Selling was introduced a long time ago. Some say in the 70s, but I don't have a source for that. Since then, solution selling evolved into Value Selling, and now the latest iteration is Insight Selling.  My guest, Sherri Mazza, is writing a book on. Most books are geared towards Sales, but Sherri is focusing on Solutions Engineers. Will will dig into her history, and present and the book itself.  show notes: https://wethesalesengineers.com/show311

Dan is joined by Noam Brousard, who has over 20 years of diverse technology experience, spanning systems engineering, software development and hardware design. He currently serves as the vice president of Solutions Engineering at proteanTecs, where he helps customers implement on-chip monitoring solutions to address their… Read More

At the ground level, we all put our heads down and work. We demo, discover, and manage support calls. How we do all that is the tactical work. But what about the strategy? How do we move an entire organization from reactive to proactive? How does the organization incentivize people, or in other words, how do they line up their interests with their employee's interests?   These are some topics I discussed with Fadi Bassil, the VP of Support at Incorta. Fadi is a fellow Lebanese, but that's not what's important. What's important is what he has been able to achieve in such a short period since moving to the UK. Taking a step back, humbled himself, so he could move forward to where had a big impact on his organization and his company. show notes: https://wethesalesengineers.com/show310

How does NIS2 address risks within critical supply chains and information sharing across borders?Maintaining a proactive stance against evolving threats - how continuous improvement complies with NIS2Ensuring timely compliance - meeting the new requirements in risk assessment and avoiding penaltiesThis episode is hosted by Thom Langfordhttps://www.linkedin.com/in/thomlangford/Jay Moloo, Corporate Information Security Officer, DB Schenkerhttps://www.linkedin.com/in/jaymoloo/Lee Elliott, Director, Solutions Engineering, BeyondTrusthttps://www.linkedin.com/in/lee-elliott/

Many of us go to university, wondering what we are supposed to study. Those of us who complete it then graduate, wondering what the job would entail. Once we get the job that we may or may not have thought we wanted, we find that we are bored out of our minds.    Some people stick with it and learn to love it, or simply stick with it. Others try to find a solution. That's what today's guest did. Sameer Kausar found himself in a job he was not excited about. So he looked within, and looked around, and identified Sales Engineering as a potential dream job. Since he got the job, he has not looked back since.   show notes: https://wethesalesengineers.com/show309

My guest for today is Chris Beaumont and he is a recruiter. We discuss how people should approach the job hunt, and what they can do to increase their chances to secure a job. We also talk about what employers are doing wrong while they are trying to fill the few recs they have open.  Show notes: https://wethesalesengineers.com/show308

I wanted to learn more about how inception-stage AI founders can tap into developer ecosystems, so I spoke to Ozzy Johnson, Director of Solutions Engineering for NVIDIA Developer Programs. In his role, he leads a global product team that accelerates its own work by interacting with outside developers who use the company's technology. Johnson also works with NVIDIA's Inception program, a virtual accelerator for AI and deep-learning startups. “It's kind of necessary to know the shape of the world to have a sense of where things are headed,” he said. “We ideally want to see around corners, we want to try to get there first, or at least, meet developers where they are.” Here's what we talked about: Why more AI founders should focus on fundamentals (1:50) How AI is leveling the playing field for non-technical founders (4:28) How to (and not to) recruit talent from the developer community (7:26) The dangers of digging your moat too early (9:41) Finding scalable problems customers want solved (11:30) Prioritize early spending on "saleable differentiation" (14:36) Top traits of successful AI founders (17:21) Benefits of NVIDIA's Inception program (22:11) Balancing customer feature requests with roadmap control (25:21) Why the rise of Gen AI is a transformational moment (28:21) Ozzy's advice for anyone interviewing at an AI startup (31:36) Thanks for listening! Fund/Build/Scale on LinkedIn Fund/Build/Scale on Substack

Today Kevin and Laura chat with Joe Gross about the cross over of sales and tech. We discuss the role of a tech therapist, a sales engineer, the power of a 10 minute demo, the difference between "pizza tech" and "people tech" people, convenient truths versus outright lies, the first 5 people you should hire and so much more! Joe Gross is the Director of Solutions Engineering at Graylog. Joe is a problem-solver and communicator, relying on his more than 10 years of security and IT expertise to understand and devise solutions to help customers overcome their cybersecurity and logging challenges. Joe also manages Graylog Open, a large interactive online community dedicated to increasing and sharing IT and security knowledge to solve real world problems. 

A big piece of Sales Engineering is Sales. Most engineers don't like the sales part of Sales Engineering, but it's what SEs have to excel at to be good at their jobs. Taking it a step further, SEs have to excel at knowing their customers and that will make every aspect of sales easier.    These are all topics of conversation that Alvaro Tuscano and I get deep into, in addition to the challenges of presales in Spain specifically, and how he overcame them to become a great SE and a trainer for other SEs.    show notes: https://wethesalesengineers.com/show305

SHOWNOTESGet ready for the latest episode of Masters of MEDDICC! Host Andy Whyte chats with experienced revenue leader, Jeff Miller, current CRO of StarTree. Listen and have a chuckle as the two talk about their shared history of selling door-to-door - and what they learned from it.The way you communicate with your customer can make or break a deal or engagement. There are a lot of opinions out there about the best way to do it - product-led or open-source? Either way, Andy and Jeff look at how MEDDIC can underpin it all, and help you explain the value of your solution to your customers.Andy and Jeff discuss how their ADHD acts as a superpower in sales. Jeff, as always, ties it back to the customer, comparing how he explained how his ADHD makes his brain work differently to understanding that every customer will think differently to you. ABOUT JEFF:Jeff Miller is the Chief Revenue Officer at StarTree, leading the company's go-to-market strategy across its Sales, Revenue Operations, Solutions Engineering, Customer Success and Product-Led Growth teams. Jeff brings more than two decades of experience leading, managing and growing successful sales teams and exponentially increasing revenue for high-growth tech companies. Prior to joining StarTree, Jeff served as the CRO of Cockroach Labs, where he helped lead the company to its Series F stage and a $5billion valuation with over 250 customers. He previously served as Senior Vice President of Sales at Hortonworks, leading the organization to become the fastest-growing software company ever to get $100million in ARR and a successful IPO. 

Welcome to Episode #6 of the newly renamed Solutions Engineering Unleashed Podcast - a change reflecting our Cisco Solutions Engineers' invaluable contribution to our customers' success. This episode delves deep into crafting and nurturing your personal brand. Our guests, Kori Younger and Darby Zero from Cisco's US Public Sector SE team and Amy Ryan, Worldwide Collaboration Principal SE, share their wisdom and experiences. No matter where you are on your career journey, the importance of a personal brand remains constant. Kori, Darby, and Amy will shed light on their journeys, providing valuable tips and lessons they've learned. Join us to discover the relationship between international politics, pre-med studies, police work, and Solutions Engineering...hmmm. This episode also references two impactful books: 'Chop Wood Carry Water' by Joshua Medcalf and 'What Got You Here Won't Get You There' by Marshall Goldsmith- invaluable resources for anyone looking to advance in their career. Tune in for an enlightening discussion!

Iliana Quinonez boasts an impressive track record in the tech industry, having amassed over 25 years of trailblazing experiences. Showing remarkable leadership, she has helmed teams of engineers, distinguishing herself in the realm of solution engineering and stewarding software companies towards success and earning the award and title of Latina Trailblazer in Tech. Iliana is indeed a tech powerhouse and the epitome of resilience. Iliana recently embarked on a fresh venture — the inception of her own consulting company. With a critical spotlight on advocating for Latinx women and underrepresented minorities, her firm offers catalytic startup services designed to fast-track their entrepreneurial and career trajectories. However, Iliana's accomplishments aren't solely confined to the professional sphere. She embodies the virtues of personal resilience and determination, as exemplified by her battle with a serious health crisis. Iliana had to face a health challenge that necessitated a complex and delicate brain surgery. But Iliana didn't merely survive this ordeal; she emerged stronger and more determined than ever. It's a powerful testament to her positive mindset and the ability to reframe challenging circumstances into unique opportunities for personal growth and evolution. Iliana's journey reflects the boundless opportunities that emerge from embracing life's changes head-on and taking thoughtful, calculated risks. Her wealth of wisdom and experience makes her an invaluable mentor to women within the high tech industry and beyond. Let Iliana's inspiring story encourage you to view obstacles as opportunities, just as she did. Get ready to be inspired and remember: every challenge can open up a new path to success. Visit https://www.gobeyondbarriers.com where you will find show notes and links to all the resources in this episode, including the best way to get in touch with Iliana. Highlights: [00:03] Meet Iliana Quinonez [00:10] Career Pivot [01:05] Personal Health Challenges and Resilience [08:37] Positive Attitude and Support [13:38] Balancing Personal Life and Transition [14:10] Building a Network and Seeking Guidance [18:31] Trial and Error and Continuous Growth [19:48] Overcoming Self-Doubt [24:11] Helping Startups with Their Value Proposition [31:31] Lightning round questions Quotes: By reframing challenges as opportunities, we can create impactful change and accelerate our path to success. - Iliana Quinonez Life is full of challenges and taking risks, but with resilience and the support of relationships, we can overcome anything. - Iliana Quinonez In the face of unexpected obstacles, it's important to educate ourselves, make the unknown known, and take risks for our own well-being and growth. - Iliana Quinonez Lightning Round Questions: What book has greatly influenced you? - “The Hard Thing About Hard Things” by Ben Horowitz What is your favorite inspiring quote or saying? - “People will forget a lot of things you do or say, but they'll never forget how you made them feel.” – Maya Angelou and “You can often change your circumstances by changing your attitude.” by Eleanor Roosevelt What is one word or moniker you would use to describe yourself? - Impact What is one change you've implemented that made your life better? - Don't take no for an answer (Winston Churchill) and creating VLM (valuable life moments). What power song would you want playing as you walk out onto a stage? - “La vida es un carnaval” by Celia Cruz and “Don't Stop” by Fleetwood Mac About Iliana Quinonez: ILIANA QUINONEZ - CEO and Founder, IQ Accelerate Iliana is a Latina Trailblazer in Tech. She is an IT Executive and Certified Executive Coach with more than twenty years of experience in the high-tech industry working across three different continents. Her experience includes leadership roles and coaching and mentoring practice in Solutions Engineering, GTM, Business Development, Product Management and Consulting. She has worked at Enterprise Software companies and startups including Salesforce, SAP, BEA systems, Informix Software, Magnet Systems and BDNA Corporation. She has experienced great IPO exits as well as startups pivoting and changing paths which has provided her the insights and empathy she uses to advise and coach startup founders, early-stage teams and high-tech professionals. Her most recent corporate role at Salesforce was VP Solutions Engineering, leading the team that supported the Travel, Transportation and Hospitality Industries. Iliana is a strong advocate for DEI and an active mentor in her communities. She has held Board Seats at organizations like Upwardly Global (helping immigrant professionals rebuild their careers in the US) and MENTOR California (helping bridge the youth mentoring gap in the state). She holds a BSc in Computer Science from Universidad Iberoamericana in Mexico City, an MSc in Information Systems from the London School of Economics and is a certified Beyond Barriers Coach specialized in women leaders. She is a frequent podcast guest and speaker at events highlighting the importance of Women Leadership, Latinas in Tech, Women in STEM, Latinx Startups and DEI. She lives in San Francisco with her husband and their two daughters. Links: LinkedIn: https://www.linkedin.com/in/iliana-quinonez-34794/