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Solutions for Customers - Sales Engineering & Customer Success

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A Podcast to discuss Sales Engineering & Customer Success in the tech ecosystem. SaaS, Cloud, Managed Services are supported by a Sales Engineer & Customer Success professionals who always deliver to solve challenges. Our goal is to bring the most updated best practices and interview interesting people who in a similar fashion, provide Solutions for Customers in these roles!

A Podcast to discuss Sales Engineering & Customer Success in the tech ecosystem. SaaS, Cloud, Managed Services are supported by a Sales Engineer & Customer Success professionals who always deliver to solve challenges. Our goal is to bring the most updated best practices and interview interesting people who in a similar fashion, provide Solutions for Customers in these roles!
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Location:

United States

Description:

A Podcast to discuss Sales Engineering & Customer Success in the tech ecosystem. SaaS, Cloud, Managed Services are supported by a Sales Engineer & Customer Success professionals who always deliver to solve challenges. Our goal is to bring the most updated best practices and interview interesting people who in a similar fashion, provide Solutions for Customers in these roles!

Language:

English


Episodes

Learning the Internet, Routing & Switching with a Cisco CCNA

11/11/2019
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Today we explore how to understand the global internet, WAN & LAN environments which is paramount for any pre-sales engineer. While we understand IP subnetting, DHCP, routing and switching is not always glamourous it is necessary. :-) All Cloud workloads require the internet and possessing the knowledge to understand Layer 1-3 within the OSI model will propel you deeper with customers. Why? If your SaaS applications are slowly converging, how would you troubleshoot or begin to figure out a...

Duration:00:28:17

Customer Success setting the record straight on Churn

11/6/2019
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This week we shift back to the world of Customer Success where we begin to carve out future episodes on metrics. The first and often only metric which comes to mind in Customer Success is Churn. Unfortunately, many professionals use the “Churn” metric in Customer Success interchangeably and sometimes forget to parse out variables in the business. It’s also NOT the only metric used in the Customer Success organization, however, we’ll start here first. Churn discussions: - Churned...

Duration:00:41:02

Sales Engineering/Solution Architect Basics - listening!

10/14/2019
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Today we discuss the basic skill all Solution Architects require - listening. Regardless of the tenure you possess, effective listening skills in a PreSales role is necessary. Honestly, you need to nail this basic skill in all business positions however it's critically important as the technical leader in a sales opportunity you control your listening abilities. If you miss the key driver or pain a customer faces during a discussion, you could lose out on a partnership as there is no rewind...

Duration:00:34:41

Buzzword soup - Digital Transformation & Cloud ingredients

10/5/2019
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Buzzwords. They exist all over Tech and quite often are overused in the industry by more and more people including Solution Architects and CSMs. However, the use of buzzwords is not worded out of malice but more by convenience. This episode was requested by the audience who asked/suggested we discuss not using buzzwords as much as possible replacing well thought out responses. Why? CIOs and other tech decision-makers are product fatigued and will cast aside your solution if they hear nothing...

Duration:00:32:13

What is Customer Success?

9/26/2019
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On this episode, we explore the question many people still ask, “What is Customer Success?” Typically the question is really asked around how CS Leaders are defining Customer Success and what it means for their company. While we can all agree there should be a maniacal focus on customers, do we really have their desired outcomes in mind? For 20 Years, Gary Sloper has led high-performing Tech Sales Engineering and Customer Solutions teams Globally. Growing up as a programmer and eventually...

Duration:00:30:53

3 items you need at a meeting

9/9/2019
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Often, meetings on-site can take a turn for the unexpected very quickly. Sometimes, these changes can be prevented in advance with additional planning. In our episode this week, we explore a couple of tricks to take along when meeting with customers at their location. I have witnessed everything from fire alarm evacuations to floods which alter a scheduled meeting and one you can't really fix! What about walking into an unknown conference room and hoping your presentation will load on the...

Duration:00:19:59

Intros, Career Paths and Future ramblings.

8/30/2019
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For those of us who spend countless hours supporting customers in tech, specifically PreSales Sales Engineering (SE) (Solution Architects, Sales Consultants whatever you have been called) and others in Customer Success (CSM), this Podcast is for you. Episode #1 covers the pitfalls of being an amateur podcaster but outlines who will be on the show and what topics. Countless learnings, trainings, podcast etc have always focused on sales in tech and most recently SaaS sales & scaling. However,...

Duration:00:07:24