Jan

So now I was coming from the communication channels and the first thing you said was, hey, of course, there is sort of like a formal way to lock the request and then the SE support team will prioritize and so on. We talked about it. Waren es auch andere Kanäle, die mit deinem Team verfügbar waren, wie zum Beispiel ein Slack-Kanal, wo du eine kurze Frage stellen konntest?

Oder war es auch ein Weg, sie einfach anrufen zu lassen, wenn du eine kurze Antwort brauchst oder so etwas?

Oder war es auch ein Weg, sie einfach anrufen zu lassen, wenn du eine kurze Antwort brauchst oder so etwas?

Really nice. All right. So that actually provided some clarity in what your team in general were doing. And maybe it's worthwhile to just talk about the different four different aspects that you just mentioned. Well, on the fourth one, we already have some clarity.

Really nice. All right. So that actually provided some clarity in what your team in general were doing. And maybe it's worthwhile to just talk about the different four different aspects that you just mentioned. Well, on the fourth one, we already have some clarity.

The first one you said was, and if I remember correctly, you said basically building demo environments was the task or the main responsibility of the first team. And I want to quote something because I found this quite cool how you've written this up. And by the way, anyone who's listening, I would really recommend check out the LinkedIn profile of Micah.

The first one you said was, and if I remember correctly, you said basically building demo environments was the task or the main responsibility of the first team. And I want to quote something because I found this quite cool how you've written this up. And by the way, anyone who's listening, I would really recommend check out the LinkedIn profile of Micah.

He has in his job description, I think, nailed what it means to talk about value-based contributions. We're all talking about like these talk tracks, they happen all the time, right? Our software is so efficient and we are so effective, blah, blah, blah, blah, AI insights and so on, all that nonsense. But you really put it down to number what your contributions were.

He has in his job description, I think, nailed what it means to talk about value-based contributions. We're all talking about like these talk tracks, they happen all the time, right? Our software is so efficient and we are so effective, blah, blah, blah, blah, AI insights and so on, all that nonsense. But you really put it down to number what your contributions were.

And I want to read out one piece because that's quite interesting. Ich war ziemlich überrascht. Equipped 6000 SEs with scalable platform for delivering 433,000 live product demos each year. Yeah, I mean, those are numbers you have to digest.

And I want to read out one piece because that's quite interesting. Ich war ziemlich überrascht. Equipped 6000 SEs with scalable platform for delivering 433,000 live product demos each year. Yeah, I mean, those are numbers you have to digest.

Wie messen Sie, dass ein Demo-Bereich die Bedürfnisse der Menschen im Bereich erfüllt?

Wie messen Sie, dass ein Demo-Bereich die Bedürfnisse der Menschen im Bereich erfüllt?

Du hast etwas gesagt, AEs zum Demo zu bekommen. Was ist das Geheimnis der Technik?

Du hast etwas gesagt, AEs zum Demo zu bekommen. Was ist das Geheimnis der Technik?

Es ist ein guter Kontext. Und meine Frage war, wie können wir AEs mehr demoieren?

Es ist ein guter Kontext. Und meine Frage war, wie können wir AEs mehr demoieren?

Das ist fantastisch. It's funny that it's still a topic that needs to be discussed, but just last week I was speaking to a country manager of a cybersecurity firm and he was telling me, hey, for us, whenever there is an AE opportunity, they always in the first meeting already ask for SE support. They always want to show the demo in the first meeting. I was like.

Das ist fantastisch. It's funny that it's still a topic that needs to be discussed, but just last week I was speaking to a country manager of a cybersecurity firm and he was telling me, hey, for us, whenever there is an AE opportunity, they always in the first meeting already ask for SE support. They always want to show the demo in the first meeting. I was like.

Are these the type of problems we are still talking about today in 2024? Haven't we learned anything in the past 10, 20 years? And that's such an elegant solution where hopefully, I mean, in the end, I loved how you started the story. You start speaking to the AEs who are already doing it. Obviously, those are not the ones you need to convert from a mindset perspective.