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Episode 82 - The Rise of Forward Deployed Engineers with James Kaikis

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Manage episode 524937674 series 3315372
Content provided by Adam Freeman. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Adam Freeman 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.

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

  continue reading

81 episodes

Artwork
iconShare
 
Manage episode 524937674 series 3315372
Content provided by Adam Freeman. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Adam Freeman 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.

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

  continue reading

81 episodes

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