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To build trusted relationships with prospective dev users by aligning our solutions to their needs to accelerate their business
The three primary team KPIs for CE are:
As the pre-sales technical experts, CEs play an integral role in closing new business that leads to new incrementalĀ revenueĀ for Sourcegraph, whether a new customer or an expansion within an existing customer. This dimension looks at the number of new customers acquired, net number of opportunities successfully closed (both net new customers and expansions), and number of products sold whether on a net new prospect or within a new team at an existing customer.
During the sales cycle CEās typically lead a customer through a technical validation (trials). A primary measure of success is the technical closure of a trial, which we refer to as āachieving the technical winā. Achieving the technical win means that the prospective buyer agrees that our solution and capabilities meets their technical requirements and expectations.
For any deal that enters Stage 4 (technical & business validation), we expect the CE to lead the customer through a successful technical validation based on their stated needs and evaluation criteria regardless ofĀ outcomeĀ of the overall opportunity. Our target is 80%.
This looks at the efficiency andĀ durationĀ of the technical evaluation (trial) itself. The technical evaluation happens during Stage 4 of the sales cycle. OurĀ goalĀ is to complete a complex trial within 30 days, and complete theĀ majorityĀ of standard trials within 21 days.