Flashback - How Demisto turbo-charged sales engineering with data and automation?

Alok Shukla,  in a conversation with Rishi Bhargava and Amir Khayat ,  to define sales engineering and figure out the relevancy of sales engineering in a product-led world.

After Demisto's success, Rishi Bhargava  (LinkedIn, Twitter) is onto his new startup Descope, focused on making user authentication and authorization easy for every application. You can get early access to the product here and Join the community here
 
Amir Khayat is CEO and Co-founder of Vorlon (in Stealth) and previously Senior Director of Sales Engineering at Palo Alto Networks and Demisto.

Alok Shukla is CEO and Co-founder at FunnelStory. 

Chapters

• 0:00 Introduction
• 4:49 A product manager's empathy to a sales engineering role
• 6:19 How did you both start to work together?
• 7:28 Who is the ideal sales engineer?
• 9:01 Why the need of data in Demisto sales engineering process?
• 14:31 When did you realize the data became decisive for you?
• 15:46 How did Demisto think about automation in the sales engineering process?
• 20:42 How to use data and automation in SE process?
• 25:08 Why too many choices in a product trial, is not a good idea?
• 26:05 Thinking about sales engineering in the product-led world
• 30:49 Who should touch the prospect/customer first? SE or CSE?
• 34:02 Should the first touch be human or automation?
• 35:11 Conclusion