James Kaikis sits down with Josh Aranoff, VP of Sales and Solutions at Trimble, to explore the evolving role of solutions professionals in SaaS. Josh shares insights from his time at Salesforce and Procore, highlighting how solutions engineers are moving beyond demos to become strategic partners in revenue growth. He discusses deal scoring, hybrid roles, and the integration of presales and post-sales functions. Learn how customer expectations are reshaping GTM strategies and how enabling solutions teams with training, tools, and incentives creates better business outcomes.

Jump into the conversation:

(01:05) Introduction to Josh Aranoff and his career journey

(07:30) Expanding the solutions role: From demos to strategic impact

(14:50) How deal scoring improves forecasting and alignment

(21:15) Bridging presales and post-sales: Hybrid roles and GTM alignment

(29:40) The importance of enabling solutions teams with tools and training

(36:20) How evolving customer expectations reshape SaaS strategies

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtm

Watch This Episode on YouTube: https://youtu.be/IAQ0AMnNtqU

Follow Josh on LinkedIn: https://www.linkedin.com/in/josharanoff/

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