SolutionExec Live. Episode 11 - Reshaping Solutions for AI-Native GTM

For years we treated the signature as the finish line. The buyer never did. Now the pre-sales and post-sales orgs are collapsing into one, and the reps who survive it will look nothing like the ones we hired five years ago.

In this episode, James Kaikis sits down with Nalin Senthamil, founder and CEO of Storylane, to unpack how changing buyer behavior is rewriting the solutions profession, from AI-ready teams to the merging of pre and post-sales under a single leader.

In this episode:

→ Why the buyer's lens should drive every GTM decision, and what changes the moment you go try to buy software yourself

→ How AEs and SEs are merging into a new strategist role as buyers show up more educated than the reps

→ The AI readiness gap, and how the best leaders build an internal ladder to separate real productivity from AI slop

→ Why the outcome, not the assist, is the metric that matters, and where the next 10x in GTM comes from

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This episode is brought to you by Storylane.

Storylane is the #1 rated demo automation platform for marketing, sales, and SEs. Trusted by 5,000+ teams. Start for free: https://bit.ly/3POPKx5

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