Update: What IT Pre-Sales Engineers Really Think About b2b Content Marketing

This post’s an update on the video interview I did recently with IT Pre-Sales Engineer, Matthew Norwood, via Skype.

The 18 interviews have now been transcribed and uploaded to my YouTube channel: samuraiwriter99.

You can also find a landing page on this site for the video series here.

Although I’d never met Matthew before and know him only from his blog and twitter presence, I think we got on quite well. That was made easier because of our shared interests in IT networking and the effective use of social media channels.

I’ve encountered pre-sales SEs in previous corporate IT roles when I was a technical instructor for a vendor, and again when I was as a networking engineer for various multinationals. The best of them were able to overcome a prospect’s natural skepticism of sales people (and occasional cynicism directed at vendor vaporware!),  by quickly understanding and empathizing with their technical, business and financial challenges.

If account managers could be (somewhat unfairly, in most cases) stereotyped as ‘always be closing’, then their long suffering SE sidekicks evened things up with ‘always be consulting‘. I learned a lot from talking to pre-Sales SEs at the bar, as well as in more formal business settings. They had so much technical knowledge to share about comparative solution selling (within the bounds of NDAs signed and unsigned.)

In this freelance technical marcom writing role I get to communicate mostly with marketing types and account managers.

And that’s OK.

However, now and then I welcome the opportunity to hear more about what lies (no pun intended!) behind vendor bells and whistles, and the endless dog and pony shows.

I believe this helps sharpen my writing by cutting out waffle and vagueness.

Anyway, enough of my ramblings.

I encourage you to check out the videos and, if you’re so inclined, to like and share them via whatever social media channels you are comfortable with.

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About the Author
Author: Mark McClure - A freelance b2b case study and white paper writer to the computer networking industry. Based in Tokyo, Japan. About the 'Samurai Writer'.

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