Coffee with Sales Engineers Importance of knowledge management in Sales Engineering - Dan Chen, CEO of Quilt
Apr 30, 2025
Dan Chen, founder and CEO of Quilt, dives into the transformative world of knowledge management and AI in sales engineering. He highlights the importance of breaking down knowledge silos and emphasizes that clean data is crucial for effective AI application. Dan discusses how generative AI can alleviate tedious tasks for sales engineers and argues that it will enhance, rather than replace, their roles. He shares insights from his entrepreneurial journey and the future potential of AI co-pilots in sales workflows.
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Stitching Knowledge Silos Together
- Quilt stitches knowledge silos into a cohesive tapestry to serve go-to-market teams.
- Dan Chen built the product to unify disparate documentation and context for SEs and sellers.
Founder Learned From Unexpected SE Usage
- Dan discovered SEs were heavy users of his previous product Hero.app even though he wasn't an SE.
- That realization revealed an underserved role and inspired building first-class tools for SEs.
Founders Should Play The SE Role Early
- Act like an SE early as a founder when selling to technical buyers to build credibility.
- Run tight demos and POCs to earn trust from large customers and technical teams.