Solutions Consultants enhance deal acceleration and revenue growth by aligning with strategic goals.
Investing in SC teams aids in moving upmarket, boosting win rates, and handling product complexity.
The evolving role of Solutions Consultants as revenue drivers balances customer needs, product details, and sales strategies.
Deep dives
Defining the Role of Solutions Consultant
The solutions consultant acts as a liaison between engineering, product, and go-to-market teams internally. Externally, they serve as a co-pilot to the sales team, providing technical and product-oriented support in the sales process. This role's value lies in scaling businesses, aligning with strategic goals, and assisting in framing the right solutions for buyers.
Investing in the Solutions Consulting Role
Investing in the solutions consulting role stems from recognizing its value in dealing cycles. The role helps accelerate deals, improve win rates, and drive revenue growth. At Laddis, investing in the SC team was crucial for moving upmarket, enhancing engineering velocity, handling product complexity, and catering to technical buyers.
Evolving Role of Solutions Consultant
As buying and selling dynamics change, the solutions consultant role evolves beyond technical resource to a strategic revenue driver. With buyers being more informed and complex sales cycles, the role becomes critical in balancing customer needs, product details, and sales strategies. The role's evolution aligns with navigating modern sales challenges and ensuring effective customer engagement.
Establishing Trust and Accountability
Trust and accountability are paramount for solutions leaders to earn credibility with CROs. By demonstrating insights into revenue acceleration, team support, and customer-focused strategies, solutions leaders become integral partners in driving business growth. Building trust through data-driven decisions and aligning with revenue goals enhances the strategic impact of the solutions role.
Strategic Value of Solutions Consultants
Solutions consultants serve as the center of influence within organizations, bridging pre-sales and post-sales functions and aligning diverse teams towards a common goal. Recognizing their role as the 'glue' that integrates different functions, the solutions role emerges as a revenue driver, playing a critical part in achieving business objectives and fostering customer-centric approach across the organization.
On the PreSales Podcast, James Kaikis and Dini Mehta connect on "CROs Perspective: Unlocking the Solutions Consultant." Dini, Former Chief Revenue Officer at Lattice and Part Time Operator at Operator Collective, discusses how and why she believes Solutions Consulting is a strategic component of the Go-To-Market organization. Dini shares her strategy to scale Solutions and use the role as a conduit to other parts of the organization.
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