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The Solution Exec Guide to Navigating the Great AI Shift with Jeff Margolese
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.
Jump into the conversation:
(0:00) - Welcome to the Episode
(7:05) - From coding to solutions: Jeff's journey through the tech evolution
(10:02) - The "hook demo" era and why it doesn't work anymore
(16:03) - ServiceNow's billion-dollar AI revenue and dual LLM strategy
(28:28) - Leaning into POCs: Using Miro, Obsidian, and Cursor to build live solutions
(32:05) - Forward Deployed Engineers: The new competitive advantage
(38:02) - The future of solutions engineering: Will AI replace or enhance the role?
Watch This Episode on YouTube: https://youtu.be/YIZVPWNK4tY
Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeff-margolese-816478/
More from The GTMshift: www.gtmshift.com
Subscribe to the newsletter: https://gtmshift.substack.com/
Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/
View all episodes
By James KaikisJeff 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.
Jump into the conversation:
(0:00) - Welcome to the Episode
(7:05) - From coding to solutions: Jeff's journey through the tech evolution
(10:02) - The "hook demo" era and why it doesn't work anymore
(16:03) - ServiceNow's billion-dollar AI revenue and dual LLM strategy
(28:28) - Leaning into POCs: Using Miro, Obsidian, and Cursor to build live solutions
(32:05) - Forward Deployed Engineers: The new competitive advantage
(38:02) - The future of solutions engineering: Will AI replace or enhance the role?
Watch This Episode on YouTube: https://youtu.be/YIZVPWNK4tY
Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeff-margolese-816478/
More from The GTMshift: www.gtmshift.com
Subscribe to the newsletter: https://gtmshift.substack.com/
Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/