Solutions engineering veteran Stephen Morse discusses how AI is transforming go-to-market strategies and reshaping the SE profession. From the convergence of pre- and post-sales to outcome-based pricing trends, this episode explores what the future holds for technical sales professionals.

Jump into the conversation:

(00:00) Welcome to the Episode

(03:15) Stephen’s 30-year journey through tech paradigms

(12:30) Why AI feels different from previous disruptions

(18:45) The consolidation of pre-sales and post-sales functions

(28:20) Solutions engineers transitioning to AE roles

(35:40) The rise of outcome-based pricing

(42:15) What sales engineering will look like in five years

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/P8edj0rJ0L0

Follow Stephen on LinkedIn: https://www.linkedin.com/in/morsestephen/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/