Jan

I fully understand what you mean. I'm still trying to puzzle together, to be honest. Because now I'm thinking, you rightfully say, what do we have in SaaS business? We have an AESE ratio, maybe 1 to 3, 1 to 4, 1 to 5. I've seen cases of 1 to 10, like in the S&P market or so. Yep. So that those are the typical ranges we see.

Now, as you rightfully say, and this is, I don't want to start building silos here, but it's maybe in the natural way of working that yes, AEs are demanding our capacity and they will do so in any case.

Now, as you rightfully say, and this is, I don't want to start building silos here, but it's maybe in the natural way of working that yes, AEs are demanding our capacity and they will do so in any case.

Und ich frage mich jetzt auch, ob es auch ein Element gibt, um sicherzustellen, dass ein SE die richtigen Möglichkeiten hat und qualifiziert ist und bestimmte Checkboxen erfüllt, bevor wir sagen, dass wir dir diese Fähigkeit geben, um mit diesem SE zu arbeiten. Du wirst also immer den Fall haben, dass es mehr Anforderungen gibt.

Und ich frage mich jetzt auch, ob es auch ein Element gibt, um sicherzustellen, dass ein SE die richtigen Möglichkeiten hat und qualifiziert ist und bestimmte Checkboxen erfüllt, bevor wir sagen, dass wir dir diese Fähigkeit geben, um mit diesem SE zu arbeiten. Du wirst also immer den Fall haben, dass es mehr Anforderungen gibt.

Gibt es vielleicht bestimmte KPIs oder etwas, das mir sehr konkret sagt, dass das etwas ist, das ich nachvollziehen muss?

Gibt es vielleicht bestimmte KPIs oder etwas, das mir sehr konkret sagt, dass das etwas ist, das ich nachvollziehen muss?

Ich denke, das ist ein guter Hinweis. Eigentlich erinnere ich mich an eine Leader-Konversation, die ich vor ein paar Monaten hatte. Und sie sagten, wir verringern unsere Aktivitäts-Tracking, aber wir wollen wirklich verstehen, wie viele Stunden pro Woche wir vor Kunden spenden. Und für diese Person war das einer der Haupt-KPIs, die er schaut, um auch die Effektivität des Teams zu beurteilen.

Ich denke, das ist ein guter Hinweis. Eigentlich erinnere ich mich an eine Leader-Konversation, die ich vor ein paar Monaten hatte. Und sie sagten, wir verringern unsere Aktivitäts-Tracking, aber wir wollen wirklich verstehen, wie viele Stunden pro Woche wir vor Kunden spenden. Und für diese Person war das einer der Haupt-KPIs, die er schaut, um auch die Effektivität des Teams zu beurteilen.

Das ist ein tolles Beispiel. Danke für das. Now, I would like to understand a little bit, let's say, the entrepreneurial side of it, or let's say the business aspect of it. Maybe that can go a bit of a direction of looking at humans at capacity, but maybe you can bear with me for a second.

Das ist ein tolles Beispiel. Danke für das. Now, I would like to understand a little bit, let's say, the entrepreneurial side of it, or let's say the business aspect of it. Maybe that can go a bit of a direction of looking at humans at capacity, but maybe you can bear with me for a second.

My theory or the reason why I always tell people when pre-sales is a good idea is that you basically, you have a complex buying center, which means there's maybe 10, 15 stakeholders that you need to sort of convince that your solution is the right fit. In order to cater for these 15 people, it makes sense to match eye-to-eye level on expertise.

My theory or the reason why I always tell people when pre-sales is a good idea is that you basically, you have a complex buying center, which means there's maybe 10, 15 stakeholders that you need to sort of convince that your solution is the right fit. In order to cater for these 15 people, it makes sense to match eye-to-eye level on expertise.

So if you let, for example, an AE talk to someone who is super technical, they might not be able to lead that conversation eye-to-eye level, which means, hey, maybe a pre-sales resource could be the right fit here because they would be able to and therefore convince this person that we are a great fit. Now, you rightfully say SEs are a costly resource.

So if you let, for example, an AE talk to someone who is super technical, they might not be able to lead that conversation eye-to-eye level, which means, hey, maybe a pre-sales resource could be the right fit here because they would be able to and therefore convince this person that we are a great fit. Now, you rightfully say SEs are a costly resource.

We look at the salary reports, there's consensus out there, they publish this once a year. I mean, this is not incentivized by them or anything like that, but I'm reading this report every year because I think it's great information. It tells you something. SEs are earning great money in Europe and in the US.

We look at the salary reports, there's consensus out there, they publish this once a year. I mean, this is not incentivized by them or anything like that, but I'm reading this report every year because I think it's great information. It tells you something. SEs are earning great money in Europe and in the US.

Now, if we're looking at business efficiency and we're now saying we would like to maximize the time in front of the customer of our well-paid SE resources, is there an element that the SE support function can be, and you already hinted at it and I would like to understand it a bit better, when you say, hey, we were...

Now, if we're looking at business efficiency and we're now saying we would like to maximize the time in front of the customer of our well-paid SE resources, is there an element that the SE support function can be, and you already hinted at it and I would like to understand it a bit better, when you say, hey, we were...

recruiting people from university and so on, probably those are not as expensive as a senior SE who has been doing the job for 10 years, but is then locked in the basement for 10 days to build a demo environment, right? You see where I'm getting at. I'm trying to understand the business impact of having such a role.