- 14
- Episodes
- 4
- Ratings
- Monthly
- Cadence
- 2026
- First episode
About SolutionExec Live
A Podcast by Jeff Margolese and James Kaikis
- Publisher
- SolutionExec LLC
- Category
- business · business · technology
- Language
- en
- Explicit
- No
- First episode
- 21 Jan 2026
- Latest episode
- 13 Oct 2026
Latest episodes
14 episodes in the feed.
13 Oct 2026
SolutionExec Live. Episode 14 - What Finance Wants
Most field teams never think about margin. But that era is ending. A ServiceNow finance leader explains why AI is forcing Solutions into the P&L conversation, and why the best SE talent is still one of the most defensible bets a company can make. In this episode, Jeff Margolese sits down with Hervé Duborjal, SVP of Finance at ServiceNow, to unpack how finance actually evaluates investment in Solutions, what AI is doing to software margins, and how pricing and comp models are being rewritten in real time. In this episode: → How a CFO decides where to fund, and why "can this team actually deploy the money" beats the spreadsheet → The real margin pressure behind selling AI, and why 90% gross margins aren't coming back for every use case → What outcome-based and consumption pricing mean for how Solutions teams get measured and paid → The FDE question: charge for it or build it in, and why there's no workable middle --- This episode is brought to you by Provarity. Technical evaluations are a revenue blind spot, and Salesforce, spreadsheets, and Slack were never built for presales. Provarity Instynx is. Trusted by Gigamon and Cyera to lift technical win rates and lower CAC. Request a demo: https://bit.ly/45WyFGn --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
22 Sept 2026
SolutionExec Live. Episode 13 - The Burden of Proof
For two decades, “avoid a POC” was standard sales advice. That advice is now backwards. Buyers have been burned too many times to take your word for it, and the teams winning are the ones running proof as a weapon. In this episode, James Kaikis sits down with Steve Davis, CEO of Provarity, on why the burden of proof is rising and what it means for the future of the Solutions role. In this episode: → Why buyers now demand to see the product working on their own data before they'll buy → How to flip the POC from a dreaded time-sink into a competitive advantage your rivals won't match → The AE and SE convergence debate, and where the line to FDE actually sits → What a proof motion looks like two years out as agent swarms take over the manual work --- This episode is brought to you by Provarity. Technical evaluations are a revenue blind spot, and Salesforce, spreadsheets, and Slack were never built for presales. Provarity Instynx is. Trusted by Gigamon and Cyera to lift technical win rates and lower CAC. Request a demo: https://bit.ly/45WyFGn --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
1 Sept 2026
SolutionExec Live. Episode 12 - The Innovation Arm of GTM
Most Solutions orgs get measured on how much they cost. The best ones get funded as a growth engine instead. Here's how one leader made that shift stick with her finance team. In this episode, James Kaikis and Jeff Margolese sit down with Leah McTiernan, Group Vice President of Solution Consulting at DocuSign, to talk through how she's using AI, experimentation and a real partnership with finance to reposition Solutions as a revenue driver. In this episode: → Why Solutions sits at the center of the customer, the seller, and the product, and how that vantage point drives decisions for the whole company → Inside a four-way pilot testing traditional coverage, near-shore support, an AI deal-guidance agent that works like a virtual SE in Slack, and live AI inside customer meetings → Turning skeptics into believers when rolling AI out across a global team → Making the case to finance: positioning Solutions as a growth accelerator, not a lower-cost org --- This episode is brought to you by Provarity and Storylane. Technical evaluations are a revenue blind spot, and Salesforce, spreadsheets, and Slack were never built for presales. Provarity Instynx is. Trusted by Gigamon and Cyera to lift technical win rates and lower CAC. Request a demo: https://bit.ly/45WyFGn Storylane is the #1 rated demo automation platform for marketing, sales, and SEs. Trusted by 5,000+ teams. Start for free: https://bit.ly/3POPKx5 --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
11 Aug 2026
SolutionExec Live. Episode 11 - Reshaping Solutions for AI-Native GTM
For years we treated the signature as the finish line. The buyer never did. Now the pre-sales and post-sales orgs are collapsing into one, and the reps who survive it will look nothing like the ones we hired five years ago. In this episode, James Kaikis sits down with Nalin Senthamil, founder and CEO of Storylane, to unpack how changing buyer behavior is rewriting the solutions profession, from AI-ready teams to the merging of pre and post-sales under a single leader. In this episode: → Why the buyer's lens should drive every GTM decision, and what changes the moment you go try to buy software yourself → How AEs and SEs are merging into a new strategist role as buyers show up more educated than the reps → The AI readiness gap, and how the best leaders build an internal ladder to separate real productivity from AI slop → Why the outcome, not the assist, is the metric that matters, and where the next 10x in GTM comes from --- This episode is brought to you by Storylane. Storylane is the #1 rated demo automation platform for marketing, sales, and SEs. Trusted by 5,000+ teams. Start for free: https://bit.ly/3POPKx5 --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
21 Jul 2026
SolutionExec Live. Episode 10 - Diving Deeper into FDEs
Most Solutions leaders want a blueprint for forward deployed engineers. Shannon Hogue, Global Head of Solutions at Vanta, has a different answer: there isn't one yet, and you have to be okay with that. In this episode, James sits down with Shannon to unpack how she scaled her org from 24 to 52 people in 11 months, restructured her team around a Center of Excellence, and iterated her FDE model in real time as Vanta pushed past $300M ARR. In this episode: → Why Shannon built a Center of Excellence early, before the "textbook" maturity stage → How SE, SA, and FDE roles split across SMB, growth, and enterprise segments, and why POC rates shift from 13:1 to 7:1 ratios along the way → The hiring mistake that burned out strategic SEs when the field wasn't ready for an enterprise motion → Why FDEs report into engineering, how the "menu of pre-approved tasks" cut turnaround from 2-3 weeks to 24-48 hours, and Shannon's framing of FDEs as "product acceleration engineers" --- This episode is brought to you by Storylane. Storylane is the #1 rated demo automation platform for marketing, sales, and SEs. Trusted by 5,000+ teams. Start for free: https://bit.ly/3POPKx5 --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
30 Jun 2026
SolutionExec Live. Episode 9 - What’s Your Next Move: Career Paths for Solutions Leaders
We hear from Solutions leaders all the time that they love their Solutions role, but want to think about what’s next. So what is the real next move in a solutions career, and which paths actually hold up? In this episode, James Kaikis and Jeff Margolese map the routes opening up for solutions leaders taking their next step, from product owner to CRO to chief customer officer, and what it takes to make each move work. In this episode: → The transferable skills that make solutions leaders natural generalists, and why that is both the blessing and the curse of the role → The two most common exits, into sales and into product, and what separates the people who succeed from the people who wash out → How the forward deployed engineering motion is pulling solutions talent into product orgs → Why solutions leaders can make strong chief customer officers, and the "day two" mindset the role demands → What owning the number really feels like, including the procurement grind nobody warns you about --- This episode is brought to you by Opine and Storylane. Opine helps presales leaders prove team impact, and teams at Docker, Gainsight, Snyk, and Tailscale use it to drive 30%+ more technical wins. Book a demo: https://bit.ly/3RLlsMY Storylane is the #1 rated demo automation platform for marketing, sales, and SEs. Trusted by 5,000+ teams. Start for free: https://bit.ly/3POPKx5 --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
9 Jun 2026
SolutionExec Live. Episode 8 - Stand Out Inside Your Organization
Too many Solutions leaders are single threaded into the CRO. While the relationship between Solutions and Sales is important, the leaders who stand out are the ones who build relationships across the whole company, in legal, finance, HR, and IT, long before they ever need them. Jeff Margolese shares his approach to becoming known throughout the organization and building relationships through genuine curiosity. In this episode, Jeff sheds some light on how he’s built relationships across his organizations, and how those relationships can help protect your team, get you the resources you need, and change how the business sees the Solutions function. In this episode: → Why relying only on the CRO puts your team at risk → How to build real relationships outside sales without it feeling transactional → Using cross-org trust to protect headcount, comp, and resources → How to architect "collisions" to build connections across your organization — This episode is brought to you by Opine. Opine helps presales leaders prove team impact, and teams at Docker, Gainsight, Snyk, and Tailscale use it to drive 30%+ more technical wins. Book a demo: https://bit.ly/3RLlsMY --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
11 May 2026
SolutionExec Live. Episode 7 - The Modern Solutions Mandate
Every leader has been told no to something they knew was right. Not because they were wrong, but because the business doesn't understand what Solutions actually delivers. This profession is at a crossroad, and the leaders who cross the chasm will define what it becomes. The Modern Solutions Mandate names what's actually happening to this profession right now, and what it's going to take to get through it. James Kaikis opens with the case for why Solutions has to move from reactive resource to proactive innovation arm. David Maloof breaks down the five forces compounding against every org and the Sarah Problem hiding inside our success stories. Jeff Margolese closes with what he's actually doing about it at ServiceNow. In this episode: → The five forces reshaping the profession (the buyer, compounding complexity, flat headcount, the AI gap, and dissolving role boundaries) → Why the Sarah Problem means your system survived, it didn't win → How ServiceNow scaled from 700 POVs in a decade to 2,500 in a single year → The CFO and CHRO relationships every Solutions leader should be building, and why → What it takes to be bold with your CRO when the org needs to change --- 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/3POPKx5 --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
22 Apr 2026
SolutionExec Live. Episode 6 - Agility at Scale: Balancing Process and Foundation for Growth
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 --- 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/3POPKx5 --- About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
31 Mar 2026
SolutionExec Live. Episode 5 - What SE Leaders Get Wrong About AI
Your company has an AI mandate. No one gave you a playbook. That gap is exactly where most Solutions teams are losing ground right now. In this episode, Jeff Margolese sits down with David Maloof, Managing Director of Programming and Advisory at SolutionExec, to unpack what SE leaders are actually getting wrong about AI adoption and what a practical path forward looks like. In this episode: → Why jumping straight to AI tools without a workflow strategy is setting teams up to fail → How to carve out innovation zones inside your SE org without tanking productivity → What an AI hackathon looks like in practice and why they work → How to measure AI ROI in a way that actually holds up with leadership — 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/3POPKx5 — About SolutionExec SolutionExec is a private network built exclusively for Solutions leaders in B2B SaaS. We connect, enable, and empower the executives who guide teams, influence deals, and shape the future of go-to-market. 🔗 Join the network: https://solutionexec.com/ (https://solutionexec.com/) 📬 Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) 📰 Subscribe to the Newsletter (https://solutionexec.substack.com/) 🎙️ Watch more episodes from the podcast (https://www.youtube.com/@SolutionExec)
10 Mar 2026
SolutionExec Live. Episode 4 - How Solutions Powers the ServiceNow GTM Motion
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 --- 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 --- 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/ (https://solutionexec.com/) Reach out: seteam@solutionexec.com (mailto:seteam@solutionexec.com) Subscribe to the Newsletter (https://solutionexec.substack.com/) More episodes on the Podcast (https://www.youtube.com/@SolutionExec)
7 Feb 2026
SolutionExec Live. Episode 3 - The Guide to Navigating the Great AI Shift
This episode originally appeared on the GTMshift podcast with Jeff Margolese and James Kaikis. Jeff Margolese, SVP of Global Solution Consulting at ServiceNow and 20+ year industry veteran, explores how AI is fundamentally transforming enterprise sales and the solutions engineering profession. Having guided ServiceNow's SE organization through explosive growth from $300M to over $10B in revenue, Jeff shares insights on navigating massive technological shifts while building trust with enterprise customers who now demand "show me my data in your product" rather than traditional demos. Where to learn more: Join us at our Virtual Kickoff on March 4th and discover our current offerings. (https://luma.com/SEvirtualkickoff326) Subscribe to our Newsletter to learn more about our personal "why." (https://solutionexec.substack.com/) Tune in to our Podcast to get to know us and our vision. (https://www.youtube.com/@solutionexec) Join us: https://solutionexec.com/ (https://solutionexec.com/) If you have thoughts, questions, or want to get involved, reach out to team@solutionexec.com.
21 Jan 2026
SolutionExec Live. Episode 2 - How SolutionExec Delivers Value
Join Jeff Margolese & James Kaikis for a sneak peek at what SolutionExec is, how to find value in it, and what the 2026 programming will look like. The 2026 schedule will be unveiled at the March 4th Virtual Kickoff. Where to learn more: Join us at our Virtual Kickoff on March 4th and discover our current offerings. (https://luma.com/SEvirtualkickoff326) Subscribe to our Newsletter to learn more about our personal "why." (https://solutionexec.substack.com/) Tune in to our Podcast to get to know us and our vision. (https://www.youtube.com/@solutionexec) Join us: https://solutionexec.com/ (https://solutionexec.com/) If you have thoughts, questions, or want to get involved, reach out to team@solutionexec.com.
21 Jan 2026
SolutionExec Live. Episode 1 - The Story Behind The Launch
Join Jeff Margolese & James Kaikis as they share their stories of SolutionExec, a private network that exists to equip Solution Executives with the executive programming and resources to lead in the next era of go-to-market. Where to learn more: Join us at our Virtual Kickoff on March 4th and discover our current offerings. (https://luma.com/SEvirtualkickoff326) Subscribe to our Newsletter to learn more about our personal "why." (https://solutionexec.substack.com/) Tune in to our Podcast to get to know us and our vision. (https://www.youtube.com/@solutionexec) Join us: https://solutionexec.com/ (https://solutionexec.com/) If you have thoughts, questions, or want to get involved, reach out to team@solutionexec.com.
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