The Solution Exec Guide to Navigating the Great AI Shift with Jeff Margolese
Episode description
In this episode, Jeff Margolese, SVP of Global Solution Consulting at ServiceNow and 20+ year industry veteran, explores how AI is fundamentally transforming enterprise sales and the solutions engineering profession. Having guided ServiceNow's SE organization through explosive growth from $300M to over $10B in revenue, Jeff shares insights on navigating massive technological shifts while building trust with enterprise customers who now demand "show me my data in your product" rather than traditional demos.
The conversation covers ServiceNow's dual AI strategy with their own small language model trained on customer data, the rise of Forward Deployed Engineers who build solutions to near-production levels during sales cycles, and how AI is accelerating product release cycles from six months to every two months. Jeff discusses why the solutions profession must evolve beyond traditional demo skills to become strategic advisors who can bridge customer needs with rapidly advancing technology.
We dig into:
Why enterprise buyers now demand “show me my data in your product”
The rise of Forward Deployed Engineers and how they reshape PreSales
How ServiceNow built a dedicated solutions team to experiment with AI at scale
What faster release cycles mean for enablement and SE readiness
The culture shift from “hook demos” to solving real customer problems with their own data
If you’re ready to see where enterprise sales and the solutions profession are really heading, this episode is your front-row seat.
Key Takeaways:
Today’s enterprise customers want proof, not promises: show them their reality inside your product.
AI won't replace solutions engineers but will fundamentally change how they work and engage customers
Forward Deployed Engineers who build near-production solutions during sales cycles are the new competitive advantage
Solutions leaders must become strategic advisors to executive teams, not just demo specialists
Companies releasing AI features every two months require completely new enablement and training approaches
Less Talk,
More Action.
Hands-on Fractional CRO Leadership to
Win and Differentiate in a Competitive Market.
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