Eps 2.0 Design Flow - Andrae Account Exec Stage Current State 9.12.25

Andrae and I are helping The Dev team understand the players and the process 

Transcript

SPEAKER_00 0:00

Sure. All right. So let's talk about the account exec, which is kind of the next step in this, right? Because then the next persona that shows up. So the SDR, after qualifying, quote unquote, right? And thinking that this, hey, this has some meat on the bone. This is there's an opportunity here. Let me engage the account exec that I'm tied to, right? All the SDRs are mapped to certain account executives. So that's key to know as well. They'll reach out to their account executive, right? Either via email or their weekly syncs. Normally there's a weekly sync or a couple times a week that they sync, and they'll say, Hey, talk to these, you know, here are the prospects I talked to. This didn't seem like much. This didn't, you know, this did. Again, in a you that's the utopia, right? That they're doing that. Nine times out of ten, they're just saying, Hey, I have one for you, right? And so they jump on a call or they just scramble on email back and forth and and say, Hey, you know, here's what I heard, here's here's the name of the customer, here's what they do. Um, they seem to be interested in in this and this right function or feature that we have to offer. Um, and really that's about it. They don't really go through like qualifying details like cost structure and things like that. Like they'll say, Do you have a plan to do this? And they might say, you know, they might at best say, Do you have a budget for this? And of course, most customers can easily say yes. What it is, what the budget cycle is, you know, what you know, is it what's your you know, annual, you know, your year in, things like that. They don't do all that, right? So the reality is they may at best ask if there's a budget. They get enough of that on the table.

SPEAKER_01 1:24

They may know they may even ask time too, right? Like when you're looking to make a decision. Are you the decision maker? Absolutely. Yep.

SPEAKER_00 1:33

Absolutely. Good point. Yep. Uh, and then the account exec, obviously, you know, their their role should be in this case to ask some other probing questions, right? In other words, before they dive headfirst into this, they push back on the SDR or at least ask additional questions and say, okay, to like to Kevin's point, do they have a timeline, right? Um, what are they, you know, what are they up against? Who did you talk to? Anybody else? Did they tell you other names that we need to be reaching out to? Uh, do you have follow-up already scheduled with them, right? Or, you know, what are those next steps? Enough, the the account exec is basically looking to understand how this will impact their pipeline, right? In other words, their pipeline is here are all the other deals or opportunities that I have, opportunities, not necessarily deals yet, right? Here are all the other opportunities on my plate. And they're constantly having to figure out how to prioritize what's going to bring in revenue, right? What's what do I need to make sure that I'm really farming and cultivating because it's more real than the others. And so they're they're constantly having to play that game. And so when they're getting these new opportunities from an SDR, they're teasing out what's real, what's not. Um, hopefully, again, this is the utopia, um, to a point where they say, okay, cool, I'll invest more in this before I even engage the SE, right? In other words, every level has a certain level of rigor that they need to be applying and detail uh and outcomes prior to getting to the next level. And this is where most of these solutions or these um situations fall short, right? Because they don't do enough due diligence, they don't put up apply enough rigor and get enough detail, uh, they just go to the next step and they're just kind of fast tracking everything, then essentially what happens is you get to the table with the customer and everything falls apart because you didn't do the due diligence up front. So, specific to the AE, they're gonna ask those things like, you know, budget timeline, who are we talking to? When are they looking to move? Do we have next steps? Do we have a net, you know, a plan for when we're gonna talk to them again? Um, and if they're doing it at least half as properly, right? Hopefully, they're at least getting to a point where they say, you and I need to jump on the call, right? You and I being A E and S D R, right, to further qualify. Before they get any technical details, bring in S A or S E, right, which is the technical component we're gonna talk about in a minute. Before they get to that, they need to be able to go and get through all of that to understand what's real, who are we talking to, who's a decision maker, right? You know, things like we start talking about MedPIC and some of these other um acronyms, right? We're looking at metrics, we're looking at economic buyers, we're looking at you know, purchasing and things like that, and like how we're getting to the next level. They're starting to fill out those those details and those data points, right? Before we even get to our technical conversations.

SPEAKER_01 4:16

Yeah, and it's not positive. They may even have cheat sheets in front of them to ask. And