Build a PreSales Team That Drives Revenue ‒ Not Just Demos
Train your SEs like top 1% performers. Build your leadership systems like top 1% organizations. Every week. All year.
- >Transform your SEs from Demo Doers to Trusted Advisors in 180 days
- >Increase technical win rate by 15-25% and measure and prove SE impact with clear KPIs
- >Scale excellence across your team with standardized playbooks
100% free | No commitment required
Trusted by 350+ Solution Engineers
>The Pattern
Is Your PreSales Team Truly Driving Revenue?
You know your SEs are capable of more. But despite your best efforts, the same patterns keep repeating.
Many SE Managers invest significant effort but still find their teams:
- ×Perceived as 'technical support' rather than essential strategic partners
- ×Pulled into deals late, lacking context, and expected to just "show the product" (Siloed Engagements)
- ×Wasting hours on unqualified RFPs, generic demos, and unsolicited POCs (Low-Impact Overload)
- ×Struggling with inconsistent skills – not following proven frameworks for discovery, demo, and sales alignment (Skills Stagnation)
- ×Trained in one-off workshops where skills fade in days and enablement doesn't drive lasting change
For SE Leaders
And as a leader, you're facing your own challenges.
Proving ROI, scaling systems, onboarding, coaching — your track has its own academy: the Trusted Leader Academy.
>Why Workshops Fail
The “Legacy Training” Trap: Why Traditional Workshops Fail Your Team
Your SEs' reality: trained once, forgotten by Friday
Skills Fade in Days>
The "Forgetting Curve" shows that without reinforcement, 90% of workshop content is forgotten within one week. That €15,000 training your team attended? By the following Monday, the frameworks are gone.
No Follow-Up, No Improvement>
The workshop ends, the trainer leaves, and your SEs are left with slides and vague memories. Without structured reinforcement or ongoing coaching, they revert to old behaviors, because those are the habits that feel comfortable.
Theory Talk, Zero Reps>
Watching someone explain discovery frameworks on slides isn't the same as running actual discovery calls. Workshops give theory but rarely enough practice to build real competence—like trying to learn tennis by watching videos.
Trainer Gone = Game Over>
Once the 2 days end, the trainer disappears. Your SEs have questions, edge cases, and scenarios that weren't covered, but there's no community, no ongoing support, just a generic auto-response email.
Narrow Focus (e.g., "Only Demos?")>
Most SE workshops focus exclusively on demonstration techniques (maybe 10% of what makes a great Solution Engineer). What about discovery, qualification, champion building, POC management, value defense, or C-level communication?
Fixed Schedule, Max Disruption>
Traditional workshops pull your entire SE team out of the field for 2-3 days, meaning deals stall and your pipeline goes dark. And because everyone must attend at once, you're scheduling around availability.
Looks Good on Paper, Fails in Practice>
Workshops generate impressive decks, enthusiastic feedback forms, and LinkedIn posts about "great training." But 3 months later, when you check win rates and deal sizes, nothing has changed.
The Result? Legacy Training = Lost Quota + Burnt Budget + Burned-Out Leaders
>The Math
Add €3.5M+ in PreSales-Attached Revenue. Then Scale It Across Your Growing Team.
Better SE skills drive immediate revenue impact. Better leadership systems make that impact repeatable, measurable, and scalable.
Increase win rate by 3%
when your team shifts from reactive "show me the product" to proactive pain validation, champion building, and technical win confirmation.
Increase average deal size by 2%
by expanding into additional business units and product lines through multi-threaded discovery and value mapping.
Reduce sales cycle by 1%
with evaluation plans and POC success criteria—each SE gains capacity for additional deals, multiplying your team's output.
Your Current State:
- 20 SEs supporting 70 deals each = 1,400 opportunities/year
- 15% win rate = 210 closed deals
- €75,000 average deal size
- 180-day average sales cycle
Total Revenue: €15,750,000
With our Trusted Advisor Frameworks:
- Win Rate: 15% → 18% (+3%) = 252 closed deals (+42)
- Average Deal Size: €75,000 → €76,500 (+2%)
- Sales Cycle: 180 days → 178 days (-1%)
Total Revenue: €19,278,000
Revenue Impact:
+€3,528,000
And that's just from small, measurable improvements across your existing team of 20 SEs.
Want to see what this would look like for YOUR team's numbers? Book a free discovery call and we'll run your specific metrics.
100% free | No commitment required
>The Trusted Advisor Academy
Enablement-as-a-Service: 12 Months of Continuous Development
The Trusted Advisor Academy is a 12-month membership built on 3 pillars:
>LEARN
Structured Content
Without reinforcement, 90% of workshop content is forgotten within 7 days. This isn't a motivation problem—it's neuroscience.
- >37+ hours of on-demand micro-video lessons
- >100+ ready-to-use assets (templates, checklists, AI prompts, phrasing guides)
- >Personalized learning paths (Discovery, Demo, Sales Alignment, POC Management)
- >Mobile app for learning on the go—with quarterly content drops so the library keeps growing
>TRAIN
Weekly Live Practice (4x per week)
- >Deal Sparring Sessions (bring your actual opportunities)
- >Q&A Office Hours with Tim & Jan
- >Content Sessions (teaching specific frameworks)
- >Roleplays with expert feedback
- >Pitch Practice in a safe environment
>ADAPT
Immediate Application
- >Apply frameworks to current deals (not theoretical exercises)
- >Get feedback on YOUR discovery calls, YOUR demos, YOUR POCs
- >Track progress with certificates & badges
- >Join a community of 100+ SEs solving similar challenges
>For SE Leaders
Leading the Team? There's a Dedicated Track for You.
Monthly mastermind, quarterly playbook drops, and the leadership systems that scale your team's performance — in the Trusted Leader Academy.
>What's Included
What's Included in the Academy?
Build the Skills to Become a Trusted Advisor
Discovery & Strategic Qualification
- >Master the Pain Chain Framework to identify systemic problems instead of just capturing surface-level requirements—customers say "Why hasn't anyone explained it like this before?"
- >Learn strategic qualification techniques that help you disqualify 4 out of 10 deals early—saving months of wasted effort on opportunities that were never going to close.
- >Build multi-threaded discovery strategies to engage stakeholders across departments and create urgency through validated, quantified pain points.
Demo Excellence & the Technical Win
- >Transform from feature dumping to pain validation—deliver focused 15-minute demos with 3 features that directly address the customer's exact problem instead of 40-minute product tours.
- >Master the art of securing the Technical Win. Create clear success criteria and customer acknowledgment that your solution meets their requirements.
- >Develop compelling narrative design skills to craft demos that connect technical capabilities to business outcomes and create vision for the future state.
Sales Alignment & Deal Strategy
- >Establish clear roles with AEs so you're finally an equal partner at the table, not an order-taker.
- >Learn to build ROI calculators and business cases that defend value during negotiations and reduce discounting by up to 7%.
- >Master stakeholder management to identify champions, navigate political landscapes, and ensure you're engaged early in strategic deals, not just called in for last-minute demos.
POC/Pilot Management & Evaluation Plans
- >Execute flawless POCs with defined success criteria—no more unscoped pilots that drag for 6 months without clear next steps or customer commitment.
- >Create Mutual Evaluation Plans that reduce sales cycle length by up to 5% through clear milestones and binding follow-up agreements.
- >Develop proactive enablement strategies instead of reactive fulfillment—structure POCs so you can confidently pull the plug after 2 weeks if it's not working instead of wasting months.
>The Science
Why This Actually Works (When Workshops Don't)
The Science Behind Sustainable Skill Development
The Problem with Workshops: The Forgetting Curve
Without reinforcement, 90% of workshop content is forgotten within 7 days. This isn't a motivation problem—it's neuroscience.
Our Solution: Spaced Repetition + Deliberate Practice
The Academy is built on 4 proven learning principles:
1. Spaced Repetition>
Weekly reinforcement over 12 months beats cramming 16 hours into 2 days. Your brain needs time to consolidate learning.
2. Deliberate Practice>
Not just theory—you practice on YOUR deals with expert feedback. This is how professional athletes train: small reps, immediate feedback, constant refinement.
3. Community Reinforcement>
Connecting with peers from outside your organization breaks the "internal echo chamber" — think of our community as a learning accelerator.
4. Leadership Involvement>
SE Leaders have their own dedicated track. When your manager uses the same language (Pain Chains, Technical Win, Mutual Evaluation Plans), change sticks.
The Result:
- >4x weekly touchpoints = 208 reinforcements per year (vs. 1 workshop)
- >Practice on real deals = transfer to actual work (not roleplay scenarios)
- >Peer community = sustained behavior change (not isolated learning)
This Isn't Just a Training. It's Rewiring How Your Team Operates.
100% free | No commitment required
>Proof
What Our Clients Say
9.4 / 10
Content Relevance
How members rate the relevance of our content for their day-to-day work
8.3 / 10
Overall Academy Rating
How members rate the Trusted Advisor Academy overall
From our ongoing 1:1 member interviews · rated on a 0–10 scale
“The Academy is designed for the long term and feels noticeably more mature and more developed than the typical one-off enablement you usually see.”
Gregor Keller
Senior Director Solution Consulting, Zscaler
“For me, the decisive factor was that it's not a one-time workshop, but an ongoing format — with peer exchange across other SaaS companies and real coaching when it comes to applying things in practice.”
Tobias Stölkler
Global Head of Solution Engineering, Lucanet
“The Discovery training has taken our skills to a whole new level. I have rarely experienced such professional training – from preparation and tool usage to follow-up, everything was of an extremely high standard. Our team has adopted what we learnt and now regularly conducts role-plays that not only foster collaboration but also increase the effectiveness of our customer meetings.”
Martin Kraus
Director Solution Consulting, ServiceNow
“For me as a manager, the Academy is doubly valuable: it eases the burden of coaching and brings a fresh outside view into the team through the exchange with other companies.”
Dino Karl
Director Solution Engineering, Akeneo
“Thanks to the Pain Chain, I now ask more targeted questions, which leads to more in-depth conversations with customers. The discovery role-plays were a key moment for me. It was extremely helpful to see how others in the team conduct discovery, and I was able to learn a lot from it.”
Sonja Schmidt
Solution Engineering Manager, HubSpot
“After nine years as a solution engineer, I thought I had discovery figured out - but the training showed me how much potential there still is. The practical role-playing exercises were painful, but incredibly valuable. The training was not only technically strong, but also methodically well thought out – clearly structured, interactive, and dynamic. I can recommend it to any solution engineer: no theory, just directly applicable methods.”
Steven Tsoukalas
Principal Solution Engineer, Salesforce
“After the training, it was immediately clear to me: this was not a theoretical seminar, but real-world practice! Every session added value, and I was able to implement much of the content right away. The trainers have real-world expertise and were able to answer every question in depth. The added value is enormous.”
Ulf Bicker
Principal Account Solution Engineer, Mulesoft
“The training was one of the best I've ever experienced – precisely structured and packed with practical tools. The wide range of techniques has taken my ability to conduct discovery conversations to a whole new level and makes me significantly stronger in strategic negotiations. I can wholeheartedly recommend this training: it was a fantastic investment in my professional development.”
Raúl Degenhart
PreSales Enterprise Architect, Workday
“Since the training, I've been more agile in client meetings, delve deeper in a more targeted way, and remain more persistent. I particularly recommend the programme for Solution Engineers, as it improves the quality of discovery and team collaboration. Even seasoned PreSales can benefit enormously.”
Andreas Zinke
Senior Solution Engineer, Slack
>Track Record
Built by Leaders with €8-Figure SE-Attached Revenue. Proven by 350+ Solution Engineers.
30+ years
Combined enterprise SaaS experience (Tim & Jan)
350+ SEs coached
From leading companies across DACH and Europe
8-figure deals closed
Both founders have closed million-dollar+ deals
>Your Coaches
Meet Your Coaches
Tim Brömme
The Analytical Problem-Solver
- >Miro | SAP | Seismic
- >Enterprise PreSales since 2010
- >8-figures of closed deals
- >200+ SEs coached since 2024
- >Has an affair with AI
Tim discovered PreSales through a fascination with how businesses work. With an engineering background and international experience, he excels at breaking complex problems into solvable components.
His superpower: Asking the hard questions that sharpen your thinking without creating defensiveness. He doesn't wait to be an expert—he learns by doing, challenges assumptions, and helps SEs see patterns others miss.
Jan-Erik Jank
The Empathetic Developer
- >SAP | Salesforce
- >Enterprise PreSales since 2013
- >ICF Certified Coach
- >200+ SEs coached since 2024
- >8-figures of closed deals
Jan started technical but found his calling translating between technology and business. After years leading PreSales teams at SAP and Salesforce, he became an ICF-certified coach dedicated to unlocking SE potential.
His superpower: Delivering feedback that strengthens rather than deflates, asking questions that help you discover answers yourself, and creating environments where growth happens naturally.
Stop Training for 2 Days a Year. Start Training Every Single Week.
Professional athletes train daily and perform weekly. Your SEs perform daily and train... once a year in a workshop they forget by Friday. That's not a skill gap ‒ that's a system gap.
Professional Athletes
Corporate
training day
100% free | No commitment required
>FAQ
Frequently Asked Questions
Who is the Trusted Advisor Academy for?>
The Academy is designed for Solution Engineers, PreSales Consultants, Sales Engineers, Solutions Architects, Technical Account Managers, and similar B2B SaaS roles who want to go beyond technical demos and become strategic advisors.
What's the difference between the Academy and the Leaders Track?>
The Trusted Advisor Academy develops individual contributor skills: discovery, demos, sales alignment, POC management, value articulation. The Leaders Track is an add-on with purpose-built leadership content — your personal development as a leader and the development of your organization: processes, structures, workflows, KPIs, hiring, and coaching frameworks. Leaders Track members get full access to the Academy, plus exclusive formats reserved for leaders: a closed leaders-only channel, the monthly mastermind, and quarterly playbook drops.
What if I miss a live session?>
Live sessions are focused on real-time coaching, feedback, and practice—they're most valuable when you participate live. However, we understand scheduling conflicts happen; all on-demand content is available 24/7.
Does my team have to attend every live session?>
No. While 4 sessions a week might sound like a lot, the Academy is designed for impact, not just attendance. You should only attend the sessions that are relevant to your current daily challenges and active deals.
Is this only for experienced SEs?>
No. The Academy serves both new SEs (who want to build the right habits from day one) and veteran SEs (who want to refine their strategic positioning). Our assessment during onboarding recommends personalized learning paths.
Can I join as a single SE or leader without my team?>
Yes. As an individual SE you can join the Trusted Advisor Academy on your own, for example using your education budget. As an SE leader you can join the Leaders Track without your team — it's reserved for people with disciplinary leadership responsibility, so it isn't open to individual contributors. To drive truly sustainable change, we recommend joining as a full team (including the lead).
What if my team is distributed across different time zones?>
All sessions are conducted during CET business hours—accessible for APAC teams in the afternoon and Americas teams in the morning. All on-demand content is available 24/7.
What languages are the sessions in?>
All Academy sessions are offered in both German and English, conducted during CET business hours. Leaders Track sessions are also held in both German and English — we deliberately schedule the English sessions in the CET afternoon so that SE leaders based in the US can join live.
Still have questions?
Book Your Free Discovery Call>Ready When You Are
Book Your Free Discovery Call
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