01
Qualification
AE aloneEstate size, platforms in play, incumbent tooling, what triggered the search, and whether there is a compelling event. No engineer required, and pulling one in here burns the scarcest resource on a call that has not earned it.
Pull in an SE when: The prospect names a specific technical blocker — a compliance framework, an integration that must exist, a platform outside the obvious three.
An AE should be able to answer these unaided
- Which platforms are managed: Windows, macOS, Linux endpoints, plus mobile and agentless network devices.
- That the agent talks outbound over TCP 443 with no inbound port and no VPN dependency.
- That patch, backup, remote and endpoint management sit in one console rather than four.
- Roughly how onboarding works, and that there is no on-premise infrastructure to stand up.
02
Technical discovery
AE with async SEAE runs the conversation using the discovery library; SE reviews the notes and flags what was missed. A thirty-minute async review protects more deals than a two-hour joint call, because the SE sees ten of these a week and the AE sees one.
Pull in an SE when: Two or more answers land in the 'this is the finding' branch — the managed-versus-exists gap, a person-dependent patch process, or an untested restore.
An AE should be able to answer these unaided
- The estate-gap question: how many endpoints do you manage, and how many do you think exist?
- How many agents are on a typical laptop today.
- When they last performed an actual restore, not a job-status check.
- Who asks them to prove something — auditors, insurance, a client, the board.
03
Demonstration
SE engagedDemo only the two or three things the customer described as painful. A feature tour is the failure mode here, and it is what happens when the demo is built before discovery is read.
Pull in an SE when: The customer asks for a environment-specific proof, or a stakeholder appears whose criteria are not yet known.
04
Architecture review
SE-ledBlast radius, delegation model, integration seams, network posture, failure behaviour. This is where the deal is technically won or lost and it cannot be delegated — the questions are adversarial by design and a wrong answer is unrecoverable.
Pull in an SE when: Security or legal raise a requirement with a contractual consequence. Bring the written answer back rather than improvising in the room.
05
Proof of concept
SE-ledScoped to a written success criterion with a number and a date, agreed before access is granted. Everything else is a free trial with a different name.
Pull in an SE when: Scope expands without something being traded. That is the moment to renegotiate rather than absorb it.
06
Handover
AE with async SEThe POC criterion, the gaps found, the workarounds agreed, and anything promised that has not shipped yet — handed to onboarding in writing. Time-to-value collapses when the implementation team starts from the contract instead of the evaluation.
Pull in an SE when: Onboarding discovers something the POC did not cover. That is an SE feedback loop, not an onboarding failure.