PreSales as a Service: The Fractional SE Revolution - With Jeremy Potoka (240)

Today, I sit down with Jeremy Potoka to uncover a bold new model
that’s redefining how software companies access top-tier PreSales
talent. We explore the rise of PreSales as a service—fractional,
subscription-based access to seasoned solution engineers—and why
this approach is transforming win rates for resellers and startups
alike. In this episode, I dive into the mechanics, economic impact,
and long-term value of fractional SE teams. We also discuss why
former teachers are thriving in these roles and what it really
takes to scale technical sales without the traditional hiring
risks. If you’re ready to challenge the old playbook and unlock
scalable sales success, this conversation is a must-listen. Jeremy
on LinkedIn - https://www.linkedin.com/in/jeremy-potoka-4416686b/
HBR Article on PreSales: https://bit.ly/3YmRIGa ---------- PreSales
Leader Community: https://serockstars.com/community All other
links: https://paths.to/presales We hope you enjoy listening and
find it inspiring! Chapters: (00:00:00) The PreSales Talent Dilemma
and a New Approach (00:01:25) Inside PreSales as a Service: Model,
Mechanics, and Market Fit (00:03:10) Solving the Partner Channel
Challenge: Scaling Technical Sales for Small Resellers (00:06:21)
Who Buys PreSales as a Service? Customer Profiles and Use Cases
(00:16:42) Economic Impact: ROI, Win Rates, and the Value of
Fractional SEs (00:32:04) Onboarding, Talent Sourcing, and the
Secret Power of Former Teachers (00:39:36) Scope, Pricing, and
Incentives: How the Service Works in Practice (00:44:05) Growth,
Expansion, and the Future of PreSales as a Service (00:48:58) Outro
and Final Thoughts