Reprise News

Case studies and techniques to create the best software demo

Posts about sales engineering:

AE/SE Relationship Quotes

Joe Caprio Sep 21, 2020 12:36:14 PM

Last week, I wrote about my favorite AE/SE pair - Devin and Julian. I told a story about one of the best working relationships I’ve seen for AEs and SEs. The post inspired some of you to reach out and share your stories. My question was on the working relationship between your sales people and your sales engineers. Here are some of my favorite quotes!

Quotes From the Field

Here’s what you shared.

My first quote came from the product leader at a company that is in half our stacks right now. He shared,

“We sell to sales, so our sales reps give great demos that really resonate from a 'day in the life' perspective. But once we started moving upmarket, it became clear that we also needed SEs on calls.”

A Study of the AE/SE Relationship

Joe Caprio Sep 11, 2020 9:51:29 AM
A Study of the AE/SE Relationship

Positive AE/SE Relationships

At Reprise, we’re creating software to help SaaS companies build and deliver the perfect demo. For that reason, it’s important for me to really, truly understand how demos work.

A good starting point is: Who does the demo?

Is there an easy process that companies use when deciding who will give their demo? Is it the AE or the SE? Both? How about the AE on the first call then the SE going deeper on the second? Is it like good cop/ bad cop?

Who decides? And how do they decide? Honestly, it feels like a decision you never really “make,” but rather just settle into overtime. It reminds me of the AE/BDR relationship. Yes, there are qualification and conversion rules, but these humans are sorting the rest out live while bumping into each other in the trenches. So, while your poor AEs and SEs are also ‘figuring it out’ - here’s what good looks like.