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
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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
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About SolutionExec
SolutionExec 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: seteam@solutionexec.com
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