Richard Armstrong

Richard Armstrong, Head of Americas Solutions Engineering at Cloudflare, dives into the concept of the technical win. He highlights how this idea can clarify accountability for Sales Engineers. Discussing the shift from on-prem to SaaS, he shares the importance of technical validation and its role in the sales cycle. Richard emphasizes the need for measurable impact from SEs and advocates for embedding validation steps in CRM systems. Additionally, he offers insights on building trust between SEs and sales leadership, and the future of tech structures in pre-sales.