The SE as Seller: How Presales Is Taking a Bigger Role in the Deal
Maha Pula, VP of Global Sales Engineering at Fastly, joined Neil Parekh to unpack how SEs can turn technical trust into commercial influence. Watch the recording to see the selling moves presales can own inside the work they already do.
.svg){kind=icon}
.svg){kind=icon}
.svg){kind=icon}
Panelists shared insights on
Technical solver vs finish-line SE
Why some SEs stop at the technical win while others lean into budget and timeline early, and why saying no to a bad-fit deal beats stalling halfway.
Exit criteria that close
How to tie POC benchmarks to operational savings, prove you get there faster and easier than other vendors, and ask early how the buyer will take the case to finance.
Metrics beyond the technical win
Technical win rate misleads, and the three numbers speaker tracks instead: progression to a committed business review, champions built across the buying committee, and time between stages.
Meet the experts
Maha Pula (Speaker)
VP, Global Sales Engineering, Fastly
Maha leads a team of technical sales professionals turning presales credibility into revenue outcomes, having previously scaled a 300-person presales org at Cloudflare around forecast accuracy, pipeline, and DNR.
Neil Parekh (Host)
Revenue Lead, SiftHub
Neil drives go-to-market success across enterprise SaaS and AI-led revenue teams. He helps presales leaders rethink how SEs operate, not just in the demo, but across the entire deal cycle.
Don't Let Your Read On The Deal Go Unused
