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
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