>Customer voices
Ask the teams who already ran it
Every voice below comes from a real engagement. Filter by role and expand the ones that match your situation.
60 voices from SEs and their leaders
9.4/10
Practical relevance
8.3/10
Overall academy rating
350+
SEs coached
Role
Leader“Designed for the long term — noticeably more mature and developed than the typical one-off enablement you usually see.”
Senior Director Solution Consulting, Zscaler
SE“Discovery isn’t a list of questions, but a strategic process – that became clear to me here.”
Senior Solution Engineer, Salesforce
SE“A real ‘aha’ moment was learning how to secure client commitments.”
Principal Account Solution Engineer, MuleSoft
SE“The mock calls showed me how my colleagues conduct their conversations and how I can learn from their methods.”
Senior Solution Engineer, HubSpot
Leader“9 out of 10 overall, 8 out of 10 on relevance. There’s no arguing with that.”
Customer Advisory, SAP
SE“The structure of the programme kept everyone focused – I’ve rarely experienced that to such an extent.”
Lead Solution Engineer, Salesforce
SE“Since the training, I’ve been able to use targeted questions to raise clients’ awareness of the issues.”
Sales Consultant, Babtec
SE“Instead of focusing on our own skills, I now address the client’s problems head-on, which builds trust enormously.”
Senior Solution Consultant, ServiceNow
Leader“The decisive factor: not a one-time workshop but an ongoing format — with peer exchange and real, applied coaching.”
Global Head of Solution Engineering, Lucanet
Leader“I have rarely experienced such professional training – from preparation and tool usage to follow-up, everything was of an extremely high standard.”
Director Solution Consulting, ServiceNow
SE“It was one of the best training courses I’ve ever attended – practical, methodologically sound and immediately applicable.”
Lead Solution Engineer, Salesforce
SE“I now find it much easier to link the added value of our solution directly to the client’s pain points and key figures.”
Senior Solution Engineer, MuleSoft
SE“A key learning point was to think at a meta-level rather than just talking about features.”
Senior PreSales Consultant, Haufe Group
Leader“Turning change into muscle memory — that’s where the Academy is essential for us.”
Senior Director, Customer Solutions, Upsun
SE“After nine years as a Solution Engineer, I thought I’d got the hang of Discovery. The training has shown me just how much potential there still is.”
Principal Solution Engineer, Salesforce
SE“I learnt to dig deeper to identify the real issues and pinpoint the crucial points.”
Senior Solutions Engineer, HubSpot
SE“I thought I knew Discovery, but the training opened up new perspectives for me.”
Principal Solution Engineer, Salesforce
Leader“I get thought leadership from Tim, Jan and my peers – it helps me think about problems in a whole different way and gets me to more creative solutions.”
Head of Solution Engineering DACH, Miro
Leader“Doubly valuable as a manager: it eases the coaching burden and brings a fresh outside view into the team.”
Director Solution Engineering, Akeneo
SE“Overall, this was the best training I have ever had in my professional career.”
Strategic Solutions Engineer, Miro
SE“Discovery isn’t something you learn once and then master perfectly.”
Senior Solution Engineer, Salesforce
SE“My colleagues are grateful and say that the training has made the qualification process work much better.”
Internal Solution Engineer, HubSpot
Leader“You managed to meet everyone individually at their current level.”
Director Solutions Engineering, MuleSoft
SE“The idea that ‘Discovery is not an interrogation’ really resonated with me.”
Senior Sales Consultant, Babtec
SE“It wasn’t just a training session, but a real catalyst for rethinking my approach.”
Senior Specialist Solution Engineer, MuleSoft
SE“A real ‘aha’ moment was realising just how powerful it can be to simply talk about problems without offering direct solutions.”
Senior Solution Consultant, ServiceNow
Leader“Thanks to the Pain Chain, I now formulate hypotheses and ask more targeted questions.”
Solution Engineering Manager, HubSpot
Leader“My seller noticed it without knowing I was in the training: ‘Martin, you’re doing this better now.’”
PreSales Manager, Cymulate
SE“Discovery was never clearly structured for me – the training gave me a system.”
Senior Solution Engineer, Salesforce
SE“The training has helped me become much more confident in my discovery meetings and find a clearer structure.”
PreSales Consultant, GT-Plus
SE“Our demos are now shorter, more focused and tailored precisely to the core issues.”
IT Consultant, BOME
Leader“Now we have real methods and a real toolkit. We don’t work without it any more.”
Team Lead PreSales, cplace
SE“The training was one of the best I’ve ever experienced – precisely structured and packed with practical tools.”
PreSales Enterprise Architect, Workday
SE“The demo menu significantly improved our appointment organisation and professionalism.”
PreSales Consultant, Arvato Systems
SE“Since the training, I’ve been more agile in client meetings, delve deeper in a more targeted way, and remain more persistent.”
Senior Solution Engineer, Slack
Leader“Whether these insights live on in the long term stands and falls with the leader behind them.”
Director Advisory, Sybit
Leader“The Trusted Advisor Academy is the next evolution of presales enablement.”
Head Solution Consulting, TIS
SE“I’ve used these techniques in my new job and achieved better results.”
Senior Sales Engineer, Arctic Wolf
SE“The biggest effect for me: translating a Pain Chain into numbers and facts that have real business relevance.”
Business Consultant, adesso
SE“Discovery always felt vague to me; the training gave me a tangible methodology.”
Account Solution Engineer, Salesforce
Leader“The slogan ‘NoDiscoNoDemo’ was a real game-changer – no demo should take place without an in-depth preliminary discussion with the customer.”
Managing Director, All for One Group
SE“Instead of talking primarily about solutions, I now put more weight on working out the business value and asking the right questions.”
PreSales Expert, CHG-MERIDIAN
SE“The training helped me to significantly improve my collaboration with my AEs.”
Senior Specialist Solution Engineer, MuleSoft
SE“I wish I’d done this training back in 2017.”
Senior Solutions Engineer, HubSpot
Leader“This structure has made it easier for us to set standards, improve the quality of collaboration and better support sales engineers and account executives.”
Senior Solution Consulting Manager, ServiceNow
Leader“We’ve increased our pre-sales-to-closing conversion rate by 10% in the short term.”
Head of Sales, Scaling Champions
SE“The Pain Chain made me more persistent: I now ask the decisive follow-up questions.”
Solution Engineering, Salesforce
SE“It helps you set the right course from the outset and manage the process in a structured way.”
Senior PreSales Consultant, Haufe Group
SE“I’m currently doing the POC learning path and the content is really super helpful and to the point!”
Solutions Engineer, Miro
Leader“The success speaks for itself: we have exceeded our revenue target and are busier than ever.”
COO, GT-Plus
SE“I can recommend the training to anyone who wants to take their discovery skills to the next level.”
Senior Solution Engineer, Salesforce
SE“The results speak for themselves: more structured conversations, clearer next steps and better client responses.”
Senior Solution Consultant, ServiceNow
SE“Around 85–90% of the extensive content is relevant and practical – a welcome change from the usual ‘lecture-style’ approach.”
Client Architect, MuleSoft
Leader“Thanks to this structured questioning, not only do I gain insights, but my clients do too – insights they didn’t have before.”
Head of PreSales, Babtec
Leader“It was fascinating to look at our processes from an outside perspective and receive valuable tips on how we can improve even further.”
Managing Director PreSales, dynasoft
SE“I’ve become more confident about saying ‘no’ when it’s not the right fit. It’s really liberating.”
Sales Consultant, Babtec
SE“A particular highlight for me was the ‘Pain Chain’ method for quantifying problems.”
Solutions Engineer, HubSpot
SE“The training helped me conduct my qualification meetings in a more precise and focused manner – a real boost to efficiency.”
Solution Engineer, Salesforce
Leader“The rest of the team are now asking me when they can finally have a session with Jan and Tim.”
Branch Manager, Babtec
Leader“Deep Dive Discovery allows us to get so deeply involved with the client that they practically can’t get past us.”
Managing Director, dynasoft
SE teams we’ve worked with
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