SolutionExec Live

What does it actually take to scale a Solutions org without breaking it? A 3B+ company and a 1B company with 400+ SEs sit down to compare notes, and the answers are not the ones you'd expect. From unit economics-driven ratio models to agentic SEs joining live customer calls, this is where the real conversation is happening.In this episode, David Maloof sits down with Leah McTiernan, GVP of Solutions Consulting at DocuSign, and Alok Agrawal, Chief Solutions Officer at Rubrik, to unpack what scale actually looks like at two very different stages of org development and why the principles often converge.In this episode:→ Why "no disco, no demo" is old school thinking and what's replacing it→ How to model SE ratios using unit economics, not just capacity→ The rise of Forward Deployed Engineers and specialization as a scaling lever→ DocuSign's pilot of an agentic SE joining live SMB calls in real time→ Why Solutions leaders must use data to position their orgs as a growth engine, not a support function---This episode is brought to you by Storylane, the #1 rated demo automation platform for marketing, sales, and SEs. Trusted by 5,000+ teams. Start for free: https://bit.ly/3POPKx5---About SolutionExecSolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market.🔗 Join the network: https://solutionexec.com/📬 Reach out: [email protected]📰 Subscribe to the Newsletter🎙️ Watch more episodes from the podcast

Your company has an AI mandate. No one gave you a playbook. That gap is exactly where most Solutions teams are losing ground right now.In this episode, Jeff Margolese sits down with David Maloof, Managing Director of Programming and Advisory at SolutionExec, to unpack what SE leaders are actually getting wrong about AI adoption and what a practical path forward looks like.In this episode:→ Why jumping straight to AI tools without a workflow strategy is setting teams up to fail→ How to carve out innovation zones inside your SE org without tanking productivity→ What an AI hackathon looks like in practice and why they work→ How to measure AI ROI in a way that actually holds up with leadership—This episode is brought to you by Storylane, the #1 rated demo automation platform for marketing, sales, and SEs. Trusted by 5,000+ teams. Start for free: https://bit.ly/3POPKx5—About SolutionExecSolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market.🔗 Join the network: https://solutionexec.com/📬 Reach out: [email protected]📰 Subscribe to the Newsletter🎙️ Watch more episodes from the podcast

What does it look like when Solutions leadership sits at the center of a $12B GTM strategy? Jeff Margolese, SVP of Global Solution Consulting at ServiceNow, has lived it.In this episode, James Kaikis sits down with Jeff to unpack how ServiceNow rebuilt its Solutions motion from the ground up. They scrapped discovery-heavy demos in favor of live Proof of Value engagements, stood up AI-first build teams, and earned a seat at the table with the CRO. Jeff shares what that transformation actually required, and what Solutions leaders at every level can take from it.In this episode:→ Why ServiceNow moved from POCs to production-ready proof of value→ How "AI Experience SEs" and build teams are reshaping the field org→ The enterprise deal story that turned a skeptic into a believer→ What it means when the CRO names you in his 2026 goals---This episode is brought to you by Storylane, the #1 rated demo automation platform for marketing, sales, and SEs. Trusted by 5,000+ teams. Start for free: https://bit.ly/storylane-se---About SolutionExecSolutionExec is the private network built exclusively for Solutions leaders in B2B SaaS. We exist to equip SolutionExecs with the private network, resourcing, and programming to lead the next era of go-to-market.Join the network: https://solutionexec.com/Reach out: [email protected] to the NewsletterMore episodes on the Podcast

This episode originally appeared on the GTMshift podcast with Jeff Margolese and James Kaikis.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.Where to learn more:Join us at our Virtual Kickoff on March 4th and discover our current offerings.Subscribe to our Newsletter to learn more about our personal "why."Tune in to our Podcast to get to know us and our vision.Join us: https://solutionexec.com/If you have thoughts, questions, or want to get involved, reach out to [email protected].

Join Jeff Margolese & James Kaikis for a sneak peek at what SolutionExec is, how to find value in it, and what the 2026 programming will look like. The 2026 schedule will be unveiled at the March 4th Virtual Kickoff.Where to learn more:Join us at our Virtual Kickoff on March 4th and discover our current offerings.Subscribe to our Newsletter to learn more about our personal "why."Tune in to our Podcast to get to know us and our vision.Join us: https://solutionexec.com/If you have thoughts, questions, or want to get involved, reach out to [email protected].

Join Jeff Margolese & James Kaikis as they share their stories of SolutionExec, a private network that exists to equip Solution Executives with the executive programming and resources to lead in the next era of go-to-market.Where to learn more:Join us at our Virtual Kickoff on March 4th and discover our current offerings.Subscribe to our Newsletter to learn more about our personal "why."Tune in to our Podcast to get to know us and our vision.Join us: https://solutionexec.com/If you have thoughts, questions, or want to get involved, reach out to [email protected].