In this episode, Jack Cochran and Matthew James are joined by Wendy McHenry, Chair of WISE (Women in Solutions Excellence) at Presales Collective and Former Head of Global Solutions Engineering at CDATA, to discuss the critical need for supporting women in presales careers. They explore the challenges women face in a field where only 18% of solutions professionals are women, discuss unconscious bias in hiring and workplace environments, and highlight how WISE is creating support networks and career development opportunities to advance equity in the solutions field.

To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates.

This episode is sponsored by Elvance. More information at https://elvance.io/

On the Show Today

• Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/

• Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/

• Connect with Wendy McHenry: https://www.linkedin.com/in/wendymac98/

Links and Resources Mentioned

• Join Presales Collective Slack: https://www.presalescollective.com/slack

• WISE Chapter Information: https://www.presalescollective.com/wise

• Presales Collective LinkedIn: https://www.linkedin.com/company/presalescollective

Timestamps

00:00 Welcome

04:51 Why WISE?

09:12 Being a woman in sales today

12:57 You're not technical enough

16:16 Women leaving the profession

20:33 How is WISE helping?

27:55 What's happening next?

Key Topics Covered

1. The Current State of Women in Presales

   • Only 18% of solutions professionals globally are women

   • Many women are the only woman on their SE team

   • Higher attrition rates during layoffs disproportionately impact women

2. Unconscious Bias and Workplace Challenges

   • "Not technical enough" bias applied differently to women

   • Interview panels dominated by men

   • Social environments that may exclude women

   • The importance of calling out bias when witnessed

3. WISE Mission and Structure

   • Started as an ERG at Salesforce, now part of Presales Collective

   • Open to anyone who cares about supporting women in solutions careers

   • Regional chapters like Women in Solutions Consulting Australia/New Zealand

   • Company-specific chapters at organizations like Salesforce and Pegasystems

4. Creating Change and Allyship

   • How to be an effective ally in supporting women's careers

   • Starting WISE chapters at your company (or expanding to broader sales/tech groups)

   • The importance of diverse account teams and client representation

   • Free career coaching and mentorship available through WISE council