How technical does the conversation get on the AE side?

Question

Accepted Answer

Twilio is more of a software sale and selling business value.  It's also a buy vs. build conversation.

Yes, it's for developers.  However, it's not as technical as that sounds.  If it gets technical, they Sales Engineers are strong in development and will be able to answer general dev questions as well as telecom questions.

Answer

It can get technical very quickly. The best performing reps can handle the deeper technical questions without the need for bringing in an SE during the first and second calls.

The SE:AE ratio is about 5:1, so it behooves the AE to understand the services deeply enough to build credibility and trust while optimizing deal velocity.

Answer

Things have changed and SE’s are supporting less reps. AEs are encouraged to bring SE in on 1st call.

Notifications

Twilio

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Twilio

83.40

Anonymous Q&A

How technical does the conversation get on the AE side?