Culture of Code Podcast - The Podcast for Indie Hackers Solutions Engineering 101: What You Need to Know (Director of Solutions Engineer, Salesforce)
Apr 25, 2023
In this discussion, John Patton, Senior Director of Solutions Engineering at Salesforce, dives into the world of solutions engineering. He explains the crucial balance between technical expertise and effective communication when engaging clients. John highlights the importance of asking the right questions and how vulnerability can foster authentic connections. He also addresses the need for a 'translation layer' to bridge gaps between technical and non-technical teams, ensuring that customer needs align with technological solutions. Plus, he shares insights on cultivating strong sales partnerships.
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Solutions Engineering Role Overview
- Solutions engineering ensures not only the business win but also the technical victory by aligning solutions with customer needs.
- The role involves requirements gathering, configuration, and storytelling focused on the customer's why.
Balance Technical Knowledge and Simplicity
- Have deep technical knowledge but focus on the customer's why rather than overly technical answers.
- Often, the right answer is simpler than expected and showing confidence is key.
Focus on the Why Behind Questions
- Pause and understand the 'why' behind customer questions instead of just answering them.
- Ask questions to uncover underlying needs and provide insightful solutions based on prior experience.