The Future of Pre-Sales: Embracing AI

In this episode, Jack Cochran and Matthew James are joined by Akash Ganapathi, CEO of Opine, to discuss how AI strategies differ between startups and enterprises in the presales space. They explore the myth of AI replacing SEs, the importance of specialization vs. generalization, and how AI can help presales teams manage more revenue per team member while focusing on strategic, relationship-building activities.

Follow Us

• Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/

• Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/

• Connect with Akash Ganapathi: https://www.linkedin.com/in/akash-ganapathi/ 

Links and Resources Mentioned

• Join Presales Collective Slack: https://www.presalescollective.com/slack

• Opine: https://tryopine.com/

• Contact Akash directly: akash@tryopine.com

Timestamps

00:00 Welcome

04:35 Why AI strategy differs for startups vs enterprises

09:27 Debunking the myth of AI replacing SEs

18:35 The human element in buying and selling

24:35 How enterprises can leverage existing knowledge bases

28:12 The paradox of considering AI for every task

32:14 Future predictions for 2026-2027

Key Topics Covered

1. Startup vs Enterprise AI Strategy

   • Startups benefit from generalist approaches and bottom-up experimentation

   • Enterprises need specialized, top-down AI strategies to avoid redundancy

   • The role of specialization vs wearing multiple hats

2. The AI Replacement Myth

   • Why the "AI SE" that replaces human SEs doesn't work

   • SEs do much more than just answer technical questions

   • The importance of relationship building and strategic thinking

3. Current AI Limitations

   • Context window constraints (around 1 million tokens currently)

   • Retrieval Augmented Generation (RAG) accuracy at ~75%

   • Why breakthrough improvements are needed for true automation

4. The Future of Presales with AI

   • More revenue managed per team member

   • Shift toward hiring less experienced SEs with AI enablement

   • Focus on strategic consulting rather than administrative tasks

5. Practical AI Implementation

   • Draft-and-approve workflows for deliverables

   • Automating account research, meeting prep, and RFP responses

   • Using AI for onboarding and knowledge enablement

6. Mid-Market Recommendations

   • Lean toward enterprise-style, forward-looking strategies

   • Enable not just current team but future hires

   • Focus on cross-organizational enablement (AEs, product, marketing)