Micah Joel

Und dann, wie viel Arbeit war involviert? You know, was it a quick job we could squeeze in today? Or was it something that was going to take two weeks of someone's full-time effort? And that helped determine where you were in the queue. And it also gave the support organization management the ability to kind of chide the SEs who showed up five days before a meeting with two weeks of work.

Und dann, wie viel Arbeit war involviert? You know, was it a quick job we could squeeze in today? Or was it something that was going to take two weeks of someone's full-time effort? And that helped determine where you were in the queue. And it also gave the support organization management the ability to kind of chide the SEs who showed up five days before a meeting with two weeks of work.

Gave them the opportunity to push back a little bit and say, hey, you've just asked for something that is going to take, we're going to have to move heaven and earth to get this done. Ist das wirklich so wichtig, wie Sie es denken, oder müssen wir das in fünf Tagen machen, oder ist es nur eine Verlängerung Ihrer Seite?

Gave them the opportunity to push back a little bit and say, hey, you've just asked for something that is going to take, we're going to have to move heaven and earth to get this done. Ist das wirklich so wichtig, wie Sie es denken, oder müssen wir das in fünf Tagen machen, oder ist es nur eine Verlängerung Ihrer Seite?

Es gibt also an beiden Seiten die Möglichkeit, ein bisschen darüber zu diskutieren, was sie wollen. Die Priorisierung wird also von der gleichen Art und Weise gegründet, wie es in der SE-Welt ist.

Es gibt also an beiden Seiten die Möglichkeit, ein bisschen darüber zu diskutieren, was sie wollen. Die Priorisierung wird also von der gleichen Art und Weise gegründet, wie es in der SE-Welt ist.

Yep. It all rolls downhill, man.

Yep. It all rolls downhill, man.

And I get it. We're myopic. And especially in sales. Sales attracts narcissists, and I'm one of them, right? It attracts people who are deadline-driven and who are driven by the attention and possibly the money. And SEs are a step away from a direct salesperson, but they're still very much in the game. So I get it. My deal is the most important deal. It always will be.

And I get it. We're myopic. And especially in sales. Sales attracts narcissists, and I'm one of them, right? It attracts people who are deadline-driven and who are driven by the attention and possibly the money. And SEs are a step away from a direct salesperson, but they're still very much in the game. So I get it. My deal is the most important deal. It always will be.

And so sometimes you just need some coaching. And I like to think of it that way. There's pushback, but there's also like, hey, we'll do it this time for you. But next time you really need to give us more warning. And, you know, as these are smart people, they'll figure out, I'm not going to get any more favors from this organization unless I play by their rules.

And so sometimes you just need some coaching. And I like to think of it that way. There's pushback, but there's also like, hey, we'll do it this time for you. But next time you really need to give us more warning. And, you know, as these are smart people, they'll figure out, I'm not going to get any more favors from this organization unless I play by their rules.

So it doesn't mean they just close the door on them, but it means there's a conversation there and you have kind of evidence of both sides of that discussion.

So it doesn't mean they just close the door on them, but it means there's a conversation there and you have kind of evidence of both sides of that discussion.

Was waren da andere Dinge? Ja, also wenn du bereit bist, die Team zu finden, die das Deal-Focused-Stuff gemacht hat, dann kommst du zurück in meine Welt, die, ich würde sagen, mit Dealen verfügbar ist, aber das Scale-Stuff. Yes, so I had four teams. I'll get to your answer in a moment. I had four teams.

Was waren da andere Dinge? Ja, also wenn du bereit bist, die Team zu finden, die das Deal-Focused-Stuff gemacht hat, dann kommst du zurück in meine Welt, die, ich würde sagen, mit Dealen verfügbar ist, aber das Scale-Stuff. Yes, so I had four teams. I'll get to your answer in a moment. I had four teams.

I had a team of people who managed demo environments specifically, a team of people who built tools to automate common SE tasks, and a team of people who were re-architecting the demo environments because we were having some challenges with the scalability of them, and we can talk about that. That's where the patent came from, if you remember my patent.

I had a team of people who managed demo environments specifically, a team of people who built tools to automate common SE tasks, and a team of people who were re-architecting the demo environments because we were having some challenges with the scalability of them, and we can talk about that. That's where the patent came from, if you remember my patent.

Not my patent, a patent that was generated for my team. And the fourth team, getting to your question, was a support team, specifically for solution engineers. So it was not a deal support team. It was a team of people who, if you had a technical problem with your demo environment, they could help you hunt it down and figure out what's going on.

Not my patent, a patent that was generated for my team. And the fourth team, getting to your question, was a support team, specifically for solution engineers. So it was not a deal support team. It was a team of people who, if you had a technical problem with your demo environment, they could help you hunt it down and figure out what's going on.