Go offline with the Player FM app!
Episode 82 - The Rise of Forward Deployed Engineers with James Kaikis
Manage episode 524937674 series 3315372
Buyers don’t trust the “harbor tour” demo anymore—and AI is only speeding that up. In this episode, James Kaikis (Co-Founder, PreSales Collective; Founder, GTM Shift) joins Adam + Todd to unpack the rise of Forward Deployed Engineers (FDEs) and what it signals for the future of presales: a world where proof beats polish, and the teams that win are the ones who can show it working—fast.
We get into:
What an FDE actually is (and why it’s not as “new” as it sounds)
The real driver behind the trend: the burden of proof and collapsing trust
Why the “harbor cruise” demo is dying—and what replaces it
How AI is accelerating skepticism (and why “see it to believe it” is the new default)
A practical approach for leaders: start with jobs-to-be-done + small experiments, not a massive org redesign
81 episodes
Manage episode 524937674 series 3315372
Buyers don’t trust the “harbor tour” demo anymore—and AI is only speeding that up. In this episode, James Kaikis (Co-Founder, PreSales Collective; Founder, GTM Shift) joins Adam + Todd to unpack the rise of Forward Deployed Engineers (FDEs) and what it signals for the future of presales: a world where proof beats polish, and the teams that win are the ones who can show it working—fast.
We get into:
What an FDE actually is (and why it’s not as “new” as it sounds)
The real driver behind the trend: the burden of proof and collapsing trust
Why the “harbor cruise” demo is dying—and what replaces it
How AI is accelerating skepticism (and why “see it to believe it” is the new default)
A practical approach for leaders: start with jobs-to-be-done + small experiments, not a massive org redesign
81 episodes
Όλα τα επεισόδια
×Welcome to Player FM!
Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.