Build a PreSales Team That Drives Revenue ‒ Not Just Demos
Train your SEs like top 1% performers.
Build your leadership systems like top 1% organizations.
Every week. All year.
- Transform your SEs from Demo Doers to Trusted Advisors in 180 days
- Increase technical win rate by 15-25% and measure and prove SE impact with clear KPIs
- Scale excellence across your team with standardized playbooks
100% free | No commitment required
Trusted by 250+ Solution Engineers
Is Your PreSales Team Truly Driving Revenue?
You know your SEs are capable of more. But despite your best efforts, the same patterns keep repeating.
Many SE Managers invest significant effort but still find their teams:
- Perceived as 'technical support' rather than essential strategic partners
- Pulled into deals late, lacking context, and expected to just "show the product" (Siloed Engagements)
- Wasting hours on unqualified RFPs, generic demos, and unsolicited POCs (Low-Impact Overload)
- Struggling with inconsistent skills – not following proven frameworks for discovery, demo, and sales alignment (Skills Stagnation)
- Trained in one-off workshops where skills fade in days and enablement doesn't drive lasting change
And as a leader, you're facing your own challenges:
- No standardized systems: Every SE does things differently, making it impossible to scale
- Can't prove ROI. When budget season comes, you can't show your CRO what your team contributes
- "Urgent tasks" are constantly sidelining your coaching responsibilities.
- Onboarding takes forever: New hires take 6+ months to ramp, and you lose productivity
- No peer network: You're solving problems alone that other SE leaders have already figured out
The "Legacy Training" Trap: Why Traditional Workshops Fail Your Team
Skills Fade in Days
No Follow-Up, No Improvement
Theory Talk, Zero Reps
Trainer Gone = Game Over
Narrow Focus (e.g., "Only Demos?")
Fixed Schedule, Max Disruption
Looks Good on Paper, Fails in Practice
No Leadership Development
Isolated Problem-Solving
Reactive, Not Strategic
No Time for What Actually Matters
The Result?
Legacy Training = Lost Quota + Burnt Budget + Burned-Out Leaders
Add €3.5M+ in PreSales-Attached Revenue. Then Scale It Across Your Growing Team.
Better SE skills drive immediate revenue impact. Better leadership systems make that impact repeatable, measurable, and scalable.
Increase win rate by 3% when your team shifts from reactive "show me the product" to proactive pain validation, champion building, and technical win confirmation.
Increase average deal size by 2% by expanding into additional business units and product lines through multi-threaded discovery and value mapping.
Reduce sales cycle by 1% with evaluation plans and POC success criteria—each SE gains capacity for additional deals, multiplying your team's output.
Your Current State:
20 SEs supporting 70 deals each = 1,400 opportunities/year
15% win rate = 210 closed deals
€75,000 average deal size
180-day average sales cycle
Total Revenue: €15,750,000
With our Trusted Advisor Frameworks:
Win Rate: 15% → 18% (+3%)
1,400 opportunities × 18% = 252 closed deals (+42 deals)
Average Deal Size: €75,000 → €76,500 (+2%)
Larger deals through multi-threaded discovery and expanded scope
Sales Cycle: 180 days → 178 days (-1%)
Faster decisions through clear evaluation plans and POC success criteria
Total Revenue: €19,278,000
Revenue Impact:
+€3,528,000
And that's just from small, measurable improvements across your existing team of 20 SEs.
Now Make It Scalable
The €3.5M+ above comes from better SE skills.
But here's the problem: Without leadership systems, this doesn't scale as you grow.
To make it repeatable and sustainable:
Standardized frameworks ensure your next hire delivers the same performance in 60 days (not 6 months)
Clear KPIs let you track Technical Win Rate, SE-Attached Revenue, and other metrics that prove team impact
Proven playbooks mean you don't reinvent hiring, onboarding, or performance management with every new SE
Enablement-as-a-Service:
12 Months of Continuous Development
The Trusted Advisor Academy is a 12-month membership built on 3 pillars:
LEARN | Structured Content
TRAIN | Weekly Live Practice (4x per week)
ADAPT | Immediate Application
For SE Leaders: Monthly Mastermind + Tactical Vault
All sessions are offered in German and English during CET business hours—making them accessible for APAC teams in the afternoon and Americas teams in the morning. All on-demand content is available 24/7.
What’s included in the Academy?
Build the Skills to Become a Trusted Advisor
Discovery & Strategic Qualification
Master the Pain Chain Framework to identify systemic problems instead of just capturing surface-level requirements—customers say "Why hasn't anyone explained it like this before?"
Learn strategic qualification techniques that help you disqualify 4 out of 10 deals early—saving months of wasted effort on opportunities that were never going to close.
Build multi-threaded discovery strategies to engage stakeholders across departments and create urgency through validated, quantified pain points.
Demo Excellence & Presentation Skills
Transform from feature dumping to pain validation—deliver focused 15-minute demos with 3 features that directly address the customer's exact problem instead of 40-minute product tours.
Master the art of securing the Technical Win. Create clear success criteria and customer acknowledgment that your solution meets their requirements.
Develop compelling narrative design skills to craft demos that connect technical capabilities to business outcomes and create vision for the future state.
Sales Alignment & Deal Strategy
Establish clear roles with AEs so you're finally an equal partner at the table, not an order-taker.
Learn to build ROI calculators and business cases that defend value during negotiations and reduce discounting by up to 7%.
Master stakeholder management to identify champions, navigate political landscapes, and ensure you're engaged early in strategic deals, not just called in for last-minute demos.
POC/Pilot Management & Evaluation Plans
Execute flawless POCs with defined success criteria—no more unscoped pilots that drag for 6 months without clear next steps or customer commitment.
Create Mutual Evaluation Plans that reduce sales cycle length by up to 5% through clear milestones and binding follow-up agreements.
Develop proactive enablement strategies instead of reactive fulfillment—structure POCs so you can confidently pull the plug after 2 weeks if it's not working instead of wasting months.
Leadership Systems: Scale Your PreSales Team's Performance
Performance Management & Revenue Attribution
Implement SE-specific KPIs like Technical Win Rate, SE-Attached Revenue, and Win Rate Delta to finally prove your team's impact in QBRs and forecast meetings.
Build data-driven coaching frameworks using leading indicators (documented success criteria in POCs, quantified Cost of Inaction, Mutual Evaluation Plans) instead of only tracking lagging metrics like quota attainment.
Create performance review systems that link skill development in the Academy to career progression and compensation making retention easier and showing SEs a clear growth path.
Talent Architecture & Team Development
Access battle-tested hiring playbooks including SE job descriptions, interview scorecards, and assessment frameworks—reduce time-to-hire from 365 days to 6-8 weeks.
Implement structured onboarding programs (30-60-90 day plans) so new SEs ramp faster and start contributing to revenue within their first quarter.
Design career pathing frameworks for IC → Senior SE → Lead SE → Manager progression that reduce attrition and make your team a talent magnet in the market.
Strategic Deal Intervention & Coaching
Learn when and how to intervene in strategic deals without undermining your team—balance empowerment with ensuring critical opportunities don't slip away.
Master the art of deal review facilitation that surfaces red flags early, improves forecast accuracy, and creates accountability without micromanagement.
Develop coaching skills to give feedback on recorded discovery calls and demos that actually changes behavior using the frameworks your team learns in the Academy as a common language.
Cross-Functional Leadership & Strategic Influence
Build operating rhythms with Sales, Product, Marketing, and CS that position PreSales as a strategic partner, not a reactive service organization.
Create feedback loops to Product that influence roadmap decisions based on competitive intel and customer requirements your team surfaces daily.
Develop executive communication skills to present SE impact to the C-suite, secure budget for headcount and tools, and get invited to strategic planning sessions.
Continuously Evolving Content
The Academy isn't static—new learning paths, frameworks, and playbooks are added quarterly based on what the community needs.
- Community-Driven Roadmap: Members vote on topics
- Quarterly Content Drops: New modules every 90 days
- Real-World Challenges: Content shaped by actual deals and situations the community is facing
Coming in 2026:
- AI-Powered Roleplay Simulations
- C-Level Communication Mastery
- Competitive Differentiation Playbooks
- Champion Building & Multi-Threading
Why This Actually Works
(When Workshops Don't)
The Science Behind Sustainable Skill Development
The Problem with Workshops: The Forgetting Curve
Without reinforcement, 90% of workshop content is forgotten within 7 days. This isn't a motivation problem—it's neuroscience.
Our Solution: Spaced Repetition + Deliberate Practice
The Academy is built on 4 proven learning principles:
1. Spaced Repetition
2. Deliberate Practice
3. Community Reinforcement
4. Leadership Involvement
The Result:
- 4x weekly touchpoints = 208 reinforcements per year (vs. 1 workshop)
- Practice on real deals = transfer to actual work (not roleplay scenarios)
- Peer community = sustained behavior change (not isolated learning)
This isn't just a training. It's rewiring how your team operates.
What Our Clients Say
For me as a manager, the Academy is doubly valuable: it eases the burden of coaching and brings a fresh outside view into the team through the exchange with other companies.
Dino Karl
Director Solution Engineering, Akeneo
For me, the decisive factor was that it’s not a one-time workshop, but an ongoing format — with peer exchange across other SaaS companies and real coaching when it comes to applying things in practice.
Tobias Stölkler
Global Head of Solution Engineering, Lucanet
The Academy is designed for the long term and feels noticeably more mature and more developed than the typical one-off enablement you usually see.
Gregor Keller
Senior Director Solution Consulting, Zscaler
I am impressed by how well and intuitively the training was designed. The human approach and the positive atmosphere in the live sessions made learning enjoyable and effective. The training not only enabled me to acquire new knowledge, but also to actively apply it. The interactive exercises and targeted questioning showed me how to proceed in a structured and step-by-step manner.
David Muñoz
Senior Solutions Engineer, Hubspot
Thanks to the Pain Chain, I now ask more targeted questions, which leads to more in-depth conversations with customers. The discovery role-plays were a key moment for me. It was extremely helpful to see how others in the team conduct discovery, and I was able to learn a lot from it.
Sonja Schmidt
Solution Engineering Manager, HubSpot
It was one of the best training courses I have ever attended—practical, methodically well thought out, and directly applicable.
Michael Polster
Lead Solution Engineer, Salesforce
After nine years as a solution engineer, I thought I had discovery figured out - but the training showed me how much potential there still is. The practical role-playing exercises were painful, but incredibly valuable. The training was not only technically strong, but also methodically well thought out – clearly structured, interactive, and dynamic. I can recommend it to any solution engineer: no theory, just directly applicable methods.
Steven Tsoukalas
Principle Solution Engineer, Salesforce
After the training, it was immediately clear to me: this was not a theoretical seminar, but real-world practice! Every session added value, and I was able to implement much of the content right away. The trainers have real-world expertise and were able to answer every question in depth. The added value is enormous.
Ulf Bicker
Principle Account Solution Engineer, Mulesoft
Built by Leaders with €8-Figure SE-Attached Revenue. Proven by 250+ Solution Engineers.
30+ years:
Combined enterprise SaaS experience (Tim & Jan)
250+ SEs coached:
From leading companies across DACH and Europe
8-figure deals closed:
Both founders have closed million-dollar+ deals
Meet Your Coaches
Tim Brömme
The Analytical Problem-Solver
• Miro | SAP | Seismic
• Enterprise PreSales since 2010
• 8-figures of closed deals
• 200+ SEs coached since 2024
• Has an affair with AI
Tim discovered PreSales through a fascination with how businesses work. With an engineering background and international experience, he excels at breaking complex problems into solvable components.
His superpower: asking the hard questions that sharpen your thinking without creating defensiveness. He doesn't wait to be an expert—he learns by doing, challenges assumptions, and helps SEs see patterns others miss.
Jan-Erik Jank
The Empathetic Developer
• SAP | Salesforce
• Enterprise PreSales since 2013
• ICF Certified Coach
• 200+ SEs coached since 2024
• 8-figures of closed deals
Jan started technical but found his calling translating between technology and business. After years leading PreSales teams at SAP and Salesforce, he became an ICF-certified coach dedicated to unlocking SE potential.
His superpower: delivering feedback that strengthens rather than deflates, asking questions that help you discover answers yourself, and creating environments where growth happens naturally.
Stop Training for 2 Days a Year.
Start Training Every Single Week.
Professional athletes train daily and perform weekly. Your SEs perform daily and train... once a year in a workshop they forget by Friday. That's not a skill gap ‒ that's a system gap.
The Trusted Advisor Academy fixes the system: 4x weekly live sessions, continuous reinforcement, and practice on actual deals ‒ so your SEs train like athletes, not like corporate employees attending mandatory workshops.
100% free | No commitment required
Frequently Asked Questions
1. Who is the Trusted Advisor Academy for?
2. What's the difference between the Academy and the Leaders Track?
3. What if I have a small team (7-9 SEs)?
4. What if I miss a live session?
5. Does my team have to attend every live sesssion?
6. Is this only for experienced SEs?
7. Who is the SE Leaders Track for?
8. Can I join as a single SE or leader without my team?
9. What if my team is distributed across different time zones?
10. What languages are the sessions in?
11. Still have questions?
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