Presales, FDEs, and the Future of the GTM Team with Instruqt

​The GTM playbook is being rewritten, and presales is right in the middle of it.

​AI has change the product development lifecycle, and with it expectations from sales teams have increased. Solutions teams need to be able to react faster to changes, SEs are getting pulled in earlier, staying involved longer, and taking on work that didn't used to be theirs. Some companies are formalizing this shift into Forward Deployed Engineer roles. Others are just asking their SEs to stretch. Either way, the boundaries between presales, post-sales, and product are blurring as companies are changing how they develop, build, and sell their software, hardware, and services. This has real implications for how you operate, how your team is structured, and where your career goes from here.

​From SE to FDE, from demo specialist to GTM generalist, the presales motion is changing. We're bringing together ICs, leaders, and GTM teams to talk honestly about what's driving it and what it means for you.

​We'll get into:

• ​Where presales fits in the modern GTM motion and how that's shifted

• ​What's actually driving the rise of the FDE - evolution, rebrand, or something new

• ​Where the lines between presales, post-sales, and product are blurring in practice

• ​How teams are building technical readiness as the role expands

• ​How to position yourself as an IC or leader as the motion keeps changing

​Can't make it live? Register anyway! You'll get access to the recording.

​Thank you to Instruqt for sponsoring this session.