In this episode James Kaikis sits down with Josh Aranoff, VP of Global Solutions Engineering at Procore Technologies, to discuss the evolution of the solutions role in SaaS. Drawing from his extensive experience at Salesforce and Procore, Josh shares insights on how solutions professionals are becoming essential strategic partners in driving revenue growth and predictability.

James and Josh delve into how the solutions role has expanded from technical demos to influencing business strategy, bridging gaps between sales, customer success, and product teams. Josh shares his innovative approach to forecasting, including implementing deal scoring and creating alignment between solutions and sales teams to improve predictability and customer outcomes.

Josh also explores the integration of presales and post-sales functions, highlighting the rise of hybrid roles and the need for solutions engineers to balance technical expertise with business acumen. He shares the importance of enabling teams with the right training, tools, and incentives to align with evolving customer expectations.

Key Takeaways:

• How solutions professionals can shape revenue predictability and de-risk deals.

• The shift toward hybrid roles and their impact on GTM alignment.

• Why customer expectations are reshaping presales and post-sales collaboration.

Tune in to hear Josh’s take on:

• (07:30) Expanding the solutions role

• (21:15) Bridging presales and post-sales

• (29:40) The importance of enabling solutions teams with tools and training

Follow Josh on LinkedIn: https://www.linkedin.com/in/josharanoff/

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