How Demo Automation and AI Are Transforming Presales with Nalin Senthamil

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  

In this second part of our conversation with Raphael Joseph, former SE turned recruiter and founder of Brando Tech, Jack Cochran and Matthew James dive deep into why traditional job hunting methods no longer work in today's market. Raphael shares strategic insights on how SEs should approach job searching in 2025, treating themselves as products and leveraging their natural skills to navigate the competitive landscape. IMPORTANT: This is Part 2 of a two-part series. Make sure to listen to Part 1 first for the complete discussion on personal branding and LinkedIn optimization. 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 Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Raphael Joseph: https://www.linkedin.com/in/raphael-joseph-23044150/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Episode Sponsor: Opine - https://tryopine.com Timestamps 00:00 Welcome 04:42 What is "classic job hunting" and why it's dead 11:52 How to get on recruiters' radar 13:33 Starting your job search the right way 21:04 Treating job hunting like account management 27:23 Interview process changes and AI requirements 30:30 Why it's not a numbers game anymore Key Topics Covered The Death of Classic Job Hunting Why sending CVs to job postings no longer works How companies receive hundreds of applications they can't process The cycle of posting jobs, failing to hire, then using recruiters Why your application often goes unread The New Digital Job Hunting Approach Treating yourself as a product you're selling Building warm leads with hiring managers Using SE skills for job hunting: research, discovery, and value proposition The importance of targeted, high-touch approaches over spray-and-pray Working with Recruiters Effectively Why good recruiters provide 1-in-3 odds vs 1-in-300 direct applications How recruiters can prep you with insider knowledge The value of having internal champions in the hiring process Market Dynamics in 2025 Why it's now an employer's market The shift from growth-at-all-costs to profitability focus How COVID overhiring led to current oversupply of candidates AI's impact on hiring decisions and productivity expectations Interview Strategy in the Current Market Companies' increased specificity in requirements Why "must-haves" are truly must-haves now The importance of AI literacy and demonstrable skills How to address gaps in your experience strategically Leveraging SE Skills for Job Hunting Using research abilities to identify opportunities Applying discovery skills to understand company needs Creating value propositions for yourself as a candidate Avoiding the same mistakes SEs coach AEs to avoid  

In this episode, Jack Cochran and Matthew James are joined by Raphael Joseph to discuss the critical importance of building a strong LinkedIn profile for PreSales professionals. They explore how the platform has evolved as a powerful career tool, especially in today's competitive job market. Raphael shares practical tips on crafting a professional presence that highlights your unique value proposition, explains the impact of consistent engagement, and offers advice on creating authentic content that resonates with hiring managers. 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 Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Raphael Joseph: https://www.linkedin.com/in/raphael-joseph-23044150/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Sponsor: Opine - https://tryopine.com Timestamps 00:00 Welcome and introduction to LinkedIn's evolution 01:50 Sponsor: Opine 03:06 Raphael's background and career journey 10:46 Why you should build your LinkedIn profile before you need it 21:11 Focusing on your ideal customer profile (ICP) 25:21 Engagement strategies: connecting, commenting, and posting 33:49 Overcoming nervousness about posting Key Topics Covered LinkedIn Profile Optimization Using your banner as prime real estate to showcase your unique value Crafting a clear headline that highlights your specialization Writing descriptions that focus on the value you provide The importance of professional photos and consistent branding Strategic Profile Positioning Reverse-engineering your profile based on your target roles Focusing on 3-4 key specializations rather than listing everything Using industry-standard job titles even if your company uses different terminology Making it easy for recruiters to find you through targeted keywords Building Meaningful Connections Connecting with 100-200 potential hiring managers weekly Engaging with their content through thoughtful comments and questions Creating a network before you need it for job searching Leveraging connections for opportunities when transitions occur Content Creation Strategy Starting with comments before moving to creating original posts Sharing authentic experiences from customer interactions Finding your niche audience within the PreSales community Focusing on consistency rather than viral metrics The Changing Job Market How market conditions have shifted from candidate-focused to employer-focused Why specificity now trumps broadness in skills presentation Standing out in a competitive environment through specialization Using LinkedIn as your primary job search tool rather than traditional resumes  

In this episode, Jack Cochran and Matthew James are joined by Karthik Krishna, Manager of Solutions Engineering at Freshworks and Presales Collective's Regional Community Leader for Chennai. They explore how Solutions Engineers can gain strategic influence in deal cycles beyond just giving demos and answering technical questions. Episode Highlights Karthik shares his journey from developer to pre-sales professional The evolution from "demo-giver" to strategic partner in deal cycles How SEs can co-own opportunities with Account Executives Navigating tough conversations when deals aren't a good technical fit Building credibility to increase your strategic influence Leveraging customer success and implementation teams for deal strategy About Our Guest Karthik Krishna is a Manager of Solutions Engineering at Freshworks, where he has built and coached distributed teams of SEs across companies of all sizes. He also serves as the Presales Collective Regional Community Leader for Chennai, recently hosting an event with over 60 SEs in attendance. Follow the Hosts and Guest Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Karthik Krishna: https://www.linkedin.com/in/karthikkrishna-s/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective: https://www.presalescollective.com Timestamps 00:00 - Welcome and introduction 02:46 - Karthik's background and journey to presales 05:28 - What it means to "be in the room" for deal strategy 11:27 - Handling deals that aren't a good technical fit 16:30 - Building AE-SE relationships and trust 20:02 - Leveraging past customer experiences 27:14 - Growing strategic influence as an SE 32:30 - First experience in pipeline meetings and QBRs Key Topics Covered The Evolution of the SE Role From technical demonstrator to strategic partner Building relationships alongside technical expertise Flying "under the radar" while still influencing deals Co-Ownership vs. Support Understanding sales' responsibilities and pressures Taking appropriate accountability for deal outcomes Building a partnership model with Account Executives Strategic Influence Tactics Speaking up consistently, even when not initially heard Framing technical concerns alongside potential solutions Leveraging past experiences and customer success stories Cross-Functional Collaboration Involving product, implementation, and customer success teams Using collective wisdom to validate concerns Creating a "common voice" across departments Building Credibility Trust your instincts and speak up Demonstrate value through accurate deal insights Help teammates at critical junctures Bottom Line Solutions Engineers possess unique insights that can make or break deals, but gaining the opportunity to share those insights strategically requires building credibility, relationships, and influence over time. The most successful SEs find ways to contribute to deal strategy while respecting the unique pressures faced by their sales counterparts. Presales LIVE airs every other Tuesday. Join the Presales Collective Slack community to stay updated on future episodes, and follow the PSC LinkedIn page for upcoming shows.  

Today’s episode was recorded during Presales Collective’s AI-Powered Presales Summit on March 26th, 2025. In this episode, Jack Cochran (General Manager, Presales Collective) and co-host Matthew James discuss the ethics and trust issues surrounding AI in sales environments with guest Diana Capello, Director of Solutions Consulting for US and Demo Engineering at Eightfold. The discussion explores how AI is transforming the presales landscape, from creating demo environments to navigating AI buying committees and addressing hiring practices in tech. Diana shares insights from her 20-year journey in AI, offering valuable perspectives on maintaining customer trust while leveraging AI tools. 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. Connect with Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Diana Capello: https://www.linkedin.com/in/dianacappello/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective newsletter: https://www.presalescollective.com/newsletter Book Recommendation, "AI Superpowers" by Kai-Fu Lee: https://www.goodreads.com/book/show/38242135-ai-superpowers  Presales Collective's YouTube channel: https://www.youtube.com/c/PreSalesCollective Presales AI Summit recordings, available on the PSC YouTube channel: https://www.youtube.com/@presalescollective7795  Timestamps 00:00 - Introduction 01:27 - Welcome Diana Cappello 04:10 - Maintaining customer trust while using AI 06:50 - Explaining how AI works to customers 11:45 - Navigating AI councils in enterprise sales 20:34 - AI in hiring processes 27:43 - Book recommendation 31:10 - Q&A  

In this episode, Jack Cochran (General Manager, Presales Collective) and guest co-host Allison Macalik dive into the topic of "Presales People in Disguise" with Alex Nation. They explore the journey into presales roles, the importance of effective discovery techniques, the power of silence in customer interactions, and the unique relationship between presales professionals and sales teams. Alex shares valuable insights from her career transition from retail to tech, highlighting key skills that have made her successful in the presales world. 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. Find us: Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Allison Macalik: https://www.linkedin.com/in/allisonmacalik/ Connect with Alex Nation: https://www.linkedin.com/in/alexandranation/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective newsletter: https://www.presalescollective.com/newsletter Timestamps 00:00 - Introduction 02:48 - Alex's background and journey into presales 08:59 - The importance of being a presenter pain point gatherer 10:40 - The power of effective discovery 14:24 - The art of silence in customer interactions 20:26 - Presales vs. Sales 26:20 - Advice to younger self 29:25 - How to find Alex Key Topics Covered Career Transitions into Presales Alex's journey from Nordstrom to tech Finding your strength as a "presenter pain point gatherer" The accidental path many take into presales roles Effective Discovery Techniques The importance of listening more than speaking How good discovery differentiates vendors Building trust with customers through purposeful questions The Power of Silence Using silence as a negotiation technique Training yourself to be comfortable with pauses Demonstrating confidence through patience Presales and Sales Dynamics Developing empathy for sales counterparts Understanding the complete customer lifecycle Working together for customer success Career Development The unique pressures and rewards of presales Developing flexibility and resilience Creating paths for women in presales  

In this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on leveraging AI for RFPs, POCs, and competitive intelligence, while emphasizing that AI serves as a sidekick to enhance SEs' strategic value rather than replace them. 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 Jack Cochran: https://www.linkedin.com/in/jackcochran/  Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Manisha Raisinghani: https://www.linkedin.com/in/manisharaisinghani/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack SiftHub: https://www.sifthub.io/  Timestamps 00:00 Welcome 03:34 Manisha's journey to founding SiftHub 08:12 SE to AE ratios in different organizations 13:10 The changing role of SEs in relationship building 15:06 Three main buckets of SE work and how AI can help 16:30 The evolution of tribal knowledge 20:40 SaaS proliferation and knowledge fragmentation 26:51 How SEs can leverage AI effectively 31:02 Using AI to analyze POCs and RFPs Key Topics Covered The Evolution of Tribal Knowledge From undocumented information to knowledge scattered across platforms How AI can consolidate knowledge from Slack, Salesforce, call recordings, and more Leveraging recorded conversations to preserve context and insights SE Challenges and AI Solutions Managing repetitive questions from sales teams and product managers Handling documentation tasks and RFP responses Creating custom solutions across different industries and regions The Changing SE Role Shift from technical support to relationship building Evolving buyer journeys requiring deeper technical engagement Balancing solutioning, question-answering, and demo responsibilities Measuring AI Impact Time savings on RFP responses and repetitive questions Using freed-up time for strategic activities and better customer engagement Supporting more deals simultaneously with AI assistance AI as a Teammate Using AI to enhance rather than replace SE capabilities How AI can work 24/7 across global teams The future of visual and diagram-based AI assistance

In this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in security, his framework for effective demos, and strategies for managing POCs and building your internal brand. 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 Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Kalyan Ramkumar: https://www.linkedin.com/in/kalyan-ramkumar-679927151/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective Linkedin: https://www.linkedin.com/company/presalescollective Presales Collective newsletter: https://www.presalescollective.com/newsletter CompTIA Security+ Certification: https://www.comptia.org/certifications/security CompTIA Network+ Certification: https://www.comptia.org/certifications/network Timestamps 00:00 Introduction 03:15 Kal’s Background 10:12 First Ever Demo 14:10 When did you know you’re an SC 19:40 The Four Do's of Demos 23:35 Challenging the challenger 27:02 Building your personal brand 29:35 POC strategies  Key Topics Covered Breaking into Presales Starting as an SDR and transitioning to SE Getting hired without technical background Importance of work ethic and eagerness to learn Building Domain Expertise Value of security certifications (Security+ and Network+) Moving from scripted to fluid demos Building trust with technical customers Demo Framework: The Four Do's Conducting your own discovery Framing every click and feature Evaluating specific customer KPIs Challenging difficult stakeholders POC and Success Strategies Customizing POC length to customer needs Collaborating with account executives Building internal relationships Creating workshop sequences for implementation

In today's episode, Jack Cochran and Matthew James sit down with David Yockelson, Distinguished VP and Gartner Fellow, to discuss the evolution of value realization in tech sales. They explore how buyer behaviors have changed, the importance of understanding customer needs before leading with technology, and practical approaches for pre-sales professionals to shift towards value-based selling. 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 and Guest Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with David Yockelson: https://www.linkedin.com/in/david-yockelson-452324/  Links and Resources Mentioned Join PreSales Collective Slack: https://www.presalescollective.com/slack PreSales Collective newsletter: https://www.presalescollective.com/newsletter Timestamps 00:00 Introduction 03:33 The current issues in tech 10:48 How to stop talking about your tech to focus on value 23:04 Understanding your customer’s business 27:55 The place of demos on the website 31:15 Practical approaches to shifting to value   Key Topics Covered Changes in B2B Tech Buying Diversification of buying teams Shift from technical to business-focused decisions Evolution of the buying process Increased financial scrutiny on deals Value-Based Selling Approaches Understanding buyer personas and value drivers Moving beyond technical features Building and defending business cases Articulating value to different stakeholders Pre-Sales and Marketing Collaboration Alignment between product marketing and SEs Value modeling and demonstration strategies Website demo effectiveness Data collection and buyer insights Interactive Demonstrations Role of self-service demos Converting website visitors Collecting valuable user interaction data Creating warmer sales conversations Practical Implementation Leveraging SE expertise across the sales cycle Demonstrating impact on revenue Supporting customer success and adoption Documenting value contribution  

Show Notes In today's episode, Dean Shu (CEO & Co-founder, Arphie) joins Jack Cochran and Matthew James to discuss AI agents in PreSales and the evolution of the industry. They explore the changing landscape of PreSales leadership, practical applications of AI, and strategies for evaluating AI solutions. Thank you to Arphie for sponsoring this episode. Arphie is the leading AI-powered platform for automating RFPs and security questionnaires. Arphie empowers teams — from the Fortune 500 to high-growth startups — to save time, improve accuracy, and deliver results faster than ever by combining your prior responses and company context with the latest AI agent capabilities. To join the show live, follow the PreSales Collective's LinkedIn page. PreSales LIVE airs bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Links and Resources Mentioned Join the Presales Collective Slack:https://presalescollective.com/slack Contact Dean Shu: [email protected] https://www.linkedin.com/in/dean-shu/  LE SSERAFIM, Crazy EP: https://open.spotify.com/album/538vEfAgLJ6g2I8ubuOlap?si=so9xz_qMQBatFqHMDTp5sw  Hidden Brain podcast episode with Brian Klass - https://open.spotify.com/episode/5MowfIBQdmQEIMYdDL3MYK?si=fff1b1731daa48ff  Timestamps  00:00 - Introduction 03:13 - What are you listening to 06:30 - Dean's background 09:20 - What's top of mind for presales leaders? 11:57 - How to make a presales tech purchase 20:13 - What are AI agents? 26:40 - How do you properly explore AI? 32:25 - Is AI going to replace people? 35:41 - Outro Key Topics Covered PreSales Leadership Evolution Elevating the sales engineering role Building stronger cross-functional partnerships Gaining executive-level presence Understanding AI in PreSales Different types of AI models and their applications AI agents vs. traditional AI tools Real-world implementation strategies Evaluating AI Solutions Key criteria for vendor selection Security considerations Proof of concept best practices