Malcolm Murphy
Senior Sales Engineering Director | Mimecast
Malcolm's first Sales Engineering management role came despite him explicitly stating in the interview that he didn't want to be a manager! However, he realised that the universe was telling him something, so decided to embrace it. Since then, he has run sales engineering teams large and small for Fortune 500 companies, pre IPO startups, and some in between (both private and public). In every case, it has been his mission to both increase the contribution that sales engineering makes to the company, and to positively affect the careers of his team members.
Own Your Career Plan: 6 Possible Paths for a Sales Engineer and How to Take Them
Anatomy of a lost deal
The need was there. The project was budgeted. The decision maker was on the calls. There was a compelling event. This deal was definitely in the bag. Except it wasn't. Join me for a complete deconstruction and analysis of what happened, and why the sale was lost. This is no theoretical win/loss review: I was the customer in this example, and I can tell you exactly what happened and exactly why it resulted in a lost deal.