Micah Joel

Yeah, and keep in mind too, so we're talking right now specifically about what I call the SE-assist process, which is, I need an extra pair of hands on a deal. But if you're worried about that person not having enough to do, don't worry, because there's demo environment management, that's a whole job in itself, but if someone needs to part-time it, that's fine.

Yeah, and keep in mind too, so we're talking right now specifically about what I call the SE-assist process, which is, I need an extra pair of hands on a deal. But if you're worried about that person not having enough to do, don't worry, because there's demo environment management, that's a whole job in itself, but if someone needs to part-time it, that's fine.

There is tools development, someone who watches provisioning and see if they can make that better. So there's a whole field of things that they could be doing. There's support, where an SE has a technical problem and they turn to someone to help them solve it. So that role can be one of many different functions. And that's why we ended up specializing though.

There is tools development, someone who watches provisioning and see if they can make that better. So there's a whole field of things that they could be doing. There's support, where an SE has a technical problem and they turn to someone to help them solve it. So that role can be one of many different functions. And that's why we ended up specializing though.

So the team I ran ultimately was the demo architecture, demo environments, tooling, support. And then the other side of the house was more the deal-focused extra pair of hands stuff.

So the team I ran ultimately was the demo architecture, demo environments, tooling, support. And then the other side of the house was more the deal-focused extra pair of hands stuff.

Correct. We called the deal team deal and we called my team scale. Das war gut. Und ich denke, es ist ein wichtiger Splitt, weil wenn du die gleichen Leute hast, die am Deal und am Scale arbeiten, werden die Deale immer Präzision nehmen. Der Deal kommt in, oh, das hat die höchste Visibilität, es ist super wichtig, es ist sehr strategisch, wir brauchen alle Hände auf dem Deck.

Correct. We called the deal team deal and we called my team scale. Das war gut. Und ich denke, es ist ein wichtiger Splitt, weil wenn du die gleichen Leute hast, die am Deal und am Scale arbeiten, werden die Deale immer Präzision nehmen. Der Deal kommt in, oh, das hat die höchste Visibilität, es ist super wichtig, es ist sehr strategisch, wir brauchen alle Hände auf dem Deck.

Und so alle Leute, die die Managung und Erhaltung deiner Infrastruktur, deiner Architektur, deiner Demo-Environment, deiner Tooling, werden von dem, was sie tun, gejankt, um an diesem super wichtigen Deal zu arbeiten.

Und so alle Leute, die die Managung und Erhaltung deiner Infrastruktur, deiner Architektur, deiner Demo-Environment, deiner Tooling, werden von dem, was sie tun, gejankt, um an diesem super wichtigen Deal zu arbeiten.

So that split was really good because it meant we could firewall the team that was making everybody better, raising the level of all boats from the kind of fire drill world of deal to deal work. And so that as well, you can do that split early.

So that split was really good because it meant we could firewall the team that was making everybody better, raising the level of all boats from the kind of fire drill world of deal to deal work. And so that as well, you can do that split early.

You can have four people who are doing deal work and you can have one or two people who are doing the scale work and you still get a ton of value out of both of them without having to pull everybody into every single deal.

You can have four people who are doing deal work and you can have one or two people who are doing the scale work and you still get a ton of value out of both of them without having to pull everybody into every single deal.

So I think a request process is good. It's frustrating because you just want to sit down and talk with somebody, right? And just say, hey, I need your help. Can you do this for me? And early on, typically you can. But once the team grows to a certain size, I think a request process is important. It's important for a couple of reasons. Let's talk about what happens downstream.

So I think a request process is good. It's frustrating because you just want to sit down and talk with somebody, right? And just say, hey, I need your help. Can you do this for me? And early on, typically you can. But once the team grows to a certain size, I think a request process is important. It's important for a couple of reasons. Let's talk about what happens downstream.

It's important because there will be competing priorities. As a solution engineer, and I'm sure every solution engineer has heard an account executive come to them and say, Es ist lustig, weil es wahr ist. Es ist wahr, richtig? So AEs and SEs in our defense aren't that good at prioritizing. What I'm working on is the most important thing in my world.

It's important because there will be competing priorities. As a solution engineer, and I'm sure every solution engineer has heard an account executive come to them and say, Es ist lustig, weil es wahr ist. Es ist wahr, richtig? So AEs and SEs in our defense aren't that good at prioritizing. What I'm working on is the most important thing in my world.

So a request process, this gives that organization the ability to prioritize. And if you have a manager of that team, they can put them in priority order and say this first, this second. The second thing about the request process is, when we talk about, you were worried about locking these folks in the basement and leaving them to rot there.

So a request process, this gives that organization the ability to prioritize. And if you have a manager of that team, they can put them in priority order and say this first, this second. The second thing about the request process is, when we talk about, you were worried about locking these folks in the basement and leaving them to rot there.