Retire The Technical Win Trophy [71]

Show notes

Ava noticed her team throwing a party at the technical win and going quiet for the six weeks that actually decide the deal. She and Nate argue about whether the metric should stay, and land on what presales owes the deal after the POC is signed off.

What Nate and Ava discuss

• Why 'technical win' really means 'still one of three vendors'
• Keeping the metric as a market signal without the trophy mindset
• The one question every SE should ask their AE in the contract phase

The move

Redefine technical win as a checkpoint, not a finish line, and write down two named presales activities that happen after it — then have your SE ask the AE what would help get it over the line.

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