About this episode

The episode discusses the importance of metrics in demonstrating the value of demo engineering teams.

In this episode, Jack Cochran and Matthew James continue their conversation with Micah Joel, diving deep into the metrics that matter when building and justifying a demo engineering team. Micah shares practical approaches to measuring the value of demo engineering, from simple time-saving calculations to sophisticated surveys that capture SE satisfaction and retention indicators. The conversation explores how to frame these metrics in terms that senior management cares about, moving beyond technical accomplishments to demonstrate real business impact. Micah emphasizes the importance of thinking "top down" when building a demo engineering organization, focusing on what leadership values most: productivity, cost savings, and revenue growth. He shares real-world examples from his time at Salesforce's Q Branch, including how to measure the value of demo environments, how to identify unexpected patterns in the data (like deals where demo engineers get involved), and how cultivating relationships with SEs creates goodwill that extends beyond the numbers. The discussion also covers how demo engineering impacts go-to-market speed for new products and how to position the team as…

People in this episode

Host: Jack Cochran

Guest: Micah Joel

Topics covered

• demo engineering
• metrics
• business impact
• senior management
• go-to-market speed
• productivity

Keywords

• demo engineering
• metrics that matter
• business impact
• SE satisfaction
• cost savings
• revenue growth
• go-to-market speed

Mentioned in this episode

Organizations: Salesforce, Q Branch

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