The power of Data is undeniable. And unharnessed - it’s nothing but chaos. Making data your ally. Using it to lead with confidence and clarity. Host Jess Carter is solving problems in real-time to reveal what’s possible. Helping communities and people thrive. This is Data Driven Leadership, a show brought to you by Resultant.
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How Demo Automation and AI Are Transforming Presales with Nalin Senthamil
Manage episode 489144674 series 2710023
Content provided by Jack Cochran. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jack Cochran or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
In this episode, Matthew James and Timmy Hendrickson are joined by Nalin Senthamil, Founder and CEO of Storylane, to discuss the future of pre-sales and AI driving influence beyond pipeline. They explore how demo automation is transforming the self-serve buyer experience, the changing role of solutions engineers, and how AI can create 10X impact in pre-sales workflows. Nalin shares insights on leveraging AI for demo personalization, managing complex product integrations, and why the traditional discovery call may be dying.
To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT.
Follow the Hosts
Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/
Connect with Timmy Hendrickson: https://www.linkedin.com/in/timmyhendrickson/
Connect with Nalin Senthamil: https://www.linkedin.com/in/nalinpradeep/
Links and Resources Mentioned
Join Presales Collective Slack: https://www.presalescollective.com/slack
Storylane: https://www.storylane.io/
Timestamps
00:04 Welcome
01:08 Nalin's background and founding Storylane
03:08 What does a self-serve buyer experience look like?
08:18 How AI has changed presales
13:40 Training AI agents to answer technical questions
17:02 AI testing customer scenario
19:28 Overlooked use cases for demo automation
26:30 One workflow where AI can create 10X impact today
Key Topics Covered
The Death of Discovery Calls
Why buyers are coming to conversations already educated
How self-serve experiences span the entire buying journey
The role of AI sales agents in initial discovery
The Four Categories of SE Work
Relationship building and strategic solutioning
Demo delivery and POC management
Administrative tasks and CRM updates
Knowledge sharing and product insights
AI as an SE Sidekick
Demo preparation and tailoring automation
Administrative task reduction
Strategic thinking enhancement rather than replacement
Demo Automation Use Cases
Supporting different AE to SE ratios
Managing complex product integrations
Upsell and expansion opportunities
Micro-demos for specific features
Training AI for Technical Questions
Leveraging tribal knowledge from Slack, Google Drive, and call recordings
Importance of data quality and curation
Automatic ingestion of organizational knowledge
The Future of Pre-Sales
AI enabling faster iteration and personalization
Strategic partnership between CS and pre-sales for upsells
The evolution from technical support to strategic advisory roles
167 episodes
Share
Manage episode 489144674 series 2710023
Content provided by Jack Cochran. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jack Cochran or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
In this episode, Matthew James and Timmy Hendrickson are joined by Nalin Senthamil, Founder and CEO of Storylane, to discuss the future of pre-sales and AI driving influence beyond pipeline. They explore how demo automation is transforming the self-serve buyer experience, the changing role of solutions engineers, and how AI can create 10X impact in pre-sales workflows. Nalin shares insights on leveraging AI for demo personalization, managing complex product integrations, and why the traditional discovery call may be dying.
To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT.
Follow the Hosts
Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/
Connect with Timmy Hendrickson: https://www.linkedin.com/in/timmyhendrickson/
Connect with Nalin Senthamil: https://www.linkedin.com/in/nalinpradeep/
Links and Resources Mentioned
Join Presales Collective Slack: https://www.presalescollective.com/slack
Storylane: https://www.storylane.io/
Timestamps
00:04 Welcome
01:08 Nalin's background and founding Storylane
03:08 What does a self-serve buyer experience look like?
08:18 How AI has changed presales
13:40 Training AI agents to answer technical questions
17:02 AI testing customer scenario
19:28 Overlooked use cases for demo automation
26:30 One workflow where AI can create 10X impact today
Key Topics Covered
The Death of Discovery Calls
Why buyers are coming to conversations already educated
How self-serve experiences span the entire buying journey
The role of AI sales agents in initial discovery
The Four Categories of SE Work
Relationship building and strategic solutioning
Demo delivery and POC management
Administrative tasks and CRM updates
Knowledge sharing and product insights
AI as an SE Sidekick
Demo preparation and tailoring automation
Administrative task reduction
Strategic thinking enhancement rather than replacement
Demo Automation Use Cases
Supporting different AE to SE ratios
Managing complex product integrations
Upsell and expansion opportunities
Micro-demos for specific features
Training AI for Technical Questions
Leveraging tribal knowledge from Slack, Google Drive, and call recordings
Importance of data quality and curation
Automatic ingestion of organizational knowledge
The Future of Pre-Sales
AI enabling faster iteration and personalization
Strategic partnership between CS and pre-sales for upsells
The evolution from technical support to strategic advisory roles
167 episodes
All episodes
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Similar to Presales Podcast by Presales Collective
The power of Data is undeniable. And unharnessed - it’s nothing but chaos. Making data your ally. Using it to lead with confidence and clarity. Host Jess Carter is solving problems in real-time to reveal what’s possible. Helping communities and people thrive. This is Data Driven Leadership, a show brought to you by Resultant.
…
continue reading
Africa-focused technology, digital and innovation ecosystem insight and commentary.
…
continue reading
Show notes are at https://stevelitchfield.com/sshow/chat.html
…
continue reading
The American healthcare system is one of the most innovative in the world. But it’s also riddled with complex challenges, such as access to affordable medications, inefficiency and administrative burdens, and communication barriers between providers. There’s clearly a better way—and at Surescripts, we have a unique sightline into what that may be. In this series, host Melanie Marcus, Chief Marketing Officer of Surescripts, sits down with today’s most inspiring and innovative leaders in healt ...
…
continue reading
Exploring React Native Together
…
continue reading
Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
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…
continue reading
A weekly talk show taking a pragmatic look at the art and business of Software Development and the world of technology.
…
continue reading
Flash Forward is a show about possible (and not so possible) future scenarios. What would the warranty on a sex robot look like? How would diplomacy work if we couldn’t lie? Could there ever be a fecal transplant black market? (Complicated, it wouldn’t, and yes, respectively, in case you’re curious.) Hosted and produced by award winning science journalist Rose Eveleth, each episode combines audio drama and journalism to go deep on potential tomorrows, and uncovers what those futures might re ...
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continue reading
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