The job of so-called “solutions professionals” — people like sales engineers, solutions architects and consultants — revolves around pitching complex enterprise tech to potential customers. It’s important work. But despite this being the case, rarely are solutions teams adequately staffed and resourced, according to entrepreneur Dan Chen.
“Solutions teams bring technical credibility to the selling motion and help the customer understand exactly what they’re buying and why,” Chen told TechCrunch in an interview. “They’re the unsung heroes of the business-to-business sales organization, yet they’re consistently overlooked.”
Chen, previously a partner at Andreessen Horowitz and Sequoia Capital and the …
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