Today, I sit down with Jeremy Potoka to uncover a bold new model that’s redefining how software companies access top-tier PreSales talent. We explore the rise of PreSales as a service—fractional, subscription-based access to seasoned solution engineers—and why this approach is transforming win rates for resellers and startups alike.
In this episode, I dive into the mechanics, economic impact, and long-term value of fractional SE teams. We also discuss why former teachers are thriving in these roles and what it really takes to scale technical sales without the traditional hiring risks. If you’re ready to challenge the old playbook and unlock scalable sales success, this conversation is a must-listen.
Jeremy on LinkedIn - https://www.linkedin.com/in/jeremy-potoka-4416686b/
HBR Article on PreSales: https://bit.ly/3YmRIGa
👥 PreSales Leader Community: https://serockstars.com/community
🔗 All other links: https://paths.to/presales
👍 We hope you enjoy listening and find it inspiring!
Chapters:
(00:00:00) The PreSales Talent Dilemma and a New Approach
(00:01:25) Inside PreSales as a Service: Model, Mechanics, and Market Fit
(00:03:10) Solving the Partner Channel Challenge: Scaling Technical Sales for Small Resellers
(00:06:21) Who Buys PreSales as a Service? Customer Profiles and Use Cases
(00:16:42) Economic Impact: ROI, Win Rates, and the Value of Fractional SEs
(00:32:04) Onboarding, Talent Sourcing, and the Secret Power of Former Teachers
(00:39:36) Scope, Pricing, and Incentives: How the Service Works in Practice
(00:44:05) Growth, Expansion, and the Future of PreSales as a Service
(00:48:58) Outro and Final Thoughts
