Partnering Uncovered

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I have broken down the SE Worklife - My Journey Book into four parts series.  They all are about 30 to 40 min.   

“How is the book broken up? 
 This book is broken into four major critical milestones in my life journey.  We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions.  The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms.  From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. . 
 My Journey 
 
 So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”

The TOC for all of these sessions 

Part 1 
Disclaimers| Acknowledgements | Introductions | Model Homes 

Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms 

Part3
Jetform | Adobe | Involver | Oracle 

Part 4
Elastic Search | Snowflake | Retirement 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

I have broken down the SE Worklife - My Journey Book into four parts series.  They all are about 30 to 40 min.   

“How is the book broken up? 
 This book is broken into four major critical milestones in my life journey.  We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions.  The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms.  From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. . 
 My Journey 
 
 So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”

The TOC for all of these sessions 

Part 1 
Disclaimers| Acknowledgements | Introductions | Model Homes 

Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms 

Part3
Jetform | Adobe | Involver | Oracle 

Part 4
Elastic Search | Snowflake | Retirement 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Hi folks 

This episode includes one of my great friends Jake Vernon and his approach to storytelling.  For those who know Jake, he likes to do things differently than most.  

His methodology is : 

• Quick Research
• Natural - No Scripting
• Validations Confirmation Loop

Finer Points you will learn - 

1. Work with SMB, Enterprise, Corporate, and Strategic Teams to learn great stories that can transcend your conversation.
2. Work Value into every Pitch 
3. Use these vignettes to build trust and expand your conversation
4. It's Ok to say I don't know - get that next meeting. 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Hi folks
I was thinking hard about this episode - https://youtu.be/rq3n2sJ43Hg

I break down the value in how to tell the story - but how to do the research and connect with the customer!  

I reference an excellent friend Alex Dombroski - who did this at Oracle with DIL Day in the Life. 

In this episode, I will give a quick example of searching for information, pulling out the details, and assigning a point of View/ Value!  

I do this with a quick 10 min search on Chickfila - and show you how I can save them 13 Million a year over their 2600 storefronts.   -
 https://www.tripadvisor.com/ShowUserReviews-g60898-d4369384-r330765858-Chick_fil_A-Atlanta_Georgia.html

You are welcome!  

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

So this month, we will walk through storytelling, this episode is the launch episode, and we will have a few guests to cover their experiences, success, and failures for all of you to learn from.  

We will cover 
What makes a good story 
4 step formula 
Technology 
Character development
Plot design
Delivery

Welcome to February

Let me know if you have a storytelling experience and if you want to join the call

K 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Andrae M Podcast - Relationships 

https://www.linkedin.com/in/andrae-middleton-cissp-cisa-crisc-0991446/

Join us in another relationship discussion on the ins, outs, tips, and tricks to help you build relationships beyond just the business.   

Andrae  is an excellent storyteller, architect, and a fantastic dad of three kids in North Carolina. 

Linkedin Bio

I have the amazing role of engaging with customers, understanding not only their use causes, business cases, and business challenges, but I get to engage and understand the people and provide solutions that address their needs which transcends to the needs of the business. In addition, I am part of a team that I can lead in terms of growth, team achievements, industry achievements, and product and solution evolution. In the end, it's people first, always.....

"We need leaders not in love with money but in love with justice. Not in love with publicity but in love with humanity.”

"You Can’t wait until life isn't hard anymore before you decide to be happy."

He will focus on three elements :

Relationship

• You have to care about people - empathy. 
  • I look customers - several one-off and group conversations
  • I take notes with people's names are
  • John what he is saying - notes as they speak - and how they say it 
  • Mannerisms are important 
  • Their status in the organization - did she just become a VP?
  • What does it mean to her in her career
  • Be aware of the people 
  • The way this customer articulates himself - he over-communicates - slows down, and is specific about every word - 
• Communication / Access - Phone / Coffee / Texting 
  • If you do not have a phone number, you do not have a relationship 
• Targeting People 
  • Who would you talk to, and why 
  • When you have that relationship, you get the sense of assurance of their names and not their Titles - you need to talk to mary - who is she - VP
• Time 
  • You can not build without time 
  • Its not 1hr call 3xs a week - 
  • When I talk to my customer - not always a 1hr long call 
  • It can be a text
• Relationship Migration
  • Most relationships are transactional, and Mine are not 
  • Tons of people have my number 
  • Relationships don't move because the opp moves
• One-dimensional relationships do not work - the new SE will build more relationships. 
  • You can't have a fake relationship.
• Linkedin vs. true relationships 
  • You genuinely care! 
  • Those will stand the test of time. 
• Most rewarding - 
  • Customers reach out after they are my customer asking me about a technology that is not even the tech that I sell - who would you reach out to 
  • You are not a trusted advisor - you are a friend.

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Hi folks, this is the first of hopefully many episodes to come.  We have our first guest who is going to cover 

1) Account Executive - Abusing the calendar relationship with the SE
2) SEM is not defending the SE in the field 
3) Leadership not enforcing SFDC MEDPICC discipline 

This episode is to expose these situations but also provides some guidance on how to correct their situations.  Happy for all to comment on your solutions regarding these topics and participate in the next episode. 

Come to the SE worklife.com Site to see more http://www.seworklife.com and participate in this fantastic community. In addition, check out https://www.presalescollective.com/ another great community site

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Doneyli De Jesus 

https://www.linkedin.com/in/doneyli/

Doneyli is a fantastic family man, mentor, and coach focused on data.  He is a data wizard who can see between the lines to help clients get to the truth.   Doneyli is very proud of his heritage from the Dominican Republic and is now a proud Canadian.  This is his first podcast; as expected, he does not disappoint, helping you understand relationship building. 

Here is a sample transcription of his opening about himself: 

 So my name, if you Google me, I am the only one with my spelling, so that will have a little bit of bragging rights.   A fun fact about me, so if you spell my name in Google, I'm the only one that will show up. And my dad and my mom were unique in coming up with my name. I'm originally from the Dominican Republic, but I've been living in Canada, and I'm proud Canadian today for the last ten years. And I've always been in tech since I was a little kid, always interested in computers. I remember I was the first one in my class with a computer that my mom and my dad bought, and I was burning CDs, downloading MP3s, and all that good stuff. I've always been interested in computers, coding, networking, and all that, so it's always been a part of my life, and I made a career out of it.

 I went and did a computer science major. Then I did a master of Stevens in information management. So, yeah, and at the beginning, I was on the customer side, behind the scenes, developing a lot of stuff. And then I moved into presales, and I think that's kind of what spurred this conversation as well because I was listening to Jake's episode, and a lot of the things he was saying spoke to me in terms of what helped me move into presales and building relationships was key. I want to say why I was able to even know about presales and why now it's the best job I've ever had, and this is why I love his career so much. That's me.  

Key topics in this podcast:

• His "origin" story: different country: presales because of relationship building
• His takeaways from Jake's episode 
  • "if you don't ask, you don't get"
  • "your network is yours beyond being officially assigned to it by the company."
• Bank your Luck so when you need it - its there

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Jarris Wilkins  

Solutions Architect Manager | PMP | Scrum Master | Sailing Instructor

https://www.linkedin.com/in/jarris/

Bio:

Solutions Architect / Sales Engineering Manager with solid pre-sales and leadership experience selling cloud-native PLG software at all levels, including SMB, Commercial, Enterprise, and Strategic. My approach is simple: I put my people first and teach them to do the same for their customers and peers. My specialty is building new teams and bringing structure to existing teams with world-class enablement content including frame control, demo excellence, rapport building, and establishing productive SE-AE relationships.

PodCast Recession Discussion

Listen to Jarris talk about his recent recession encounter and how he saw some of the indicators but missed others.  His goal in this podcast is to help other managers and individual contributors better prepare themselves and their teams to weather this storm. 

Jarris Background

His Story 

Macro Indicators

Micro Indicators

What the Job market looks like now

Advise for those out there

NETWORKING!

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.