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Multi-Product Generalists Are on Their Way Out with Dave Greene, Gainsight
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Are solution consultants the key to bridging the gap between pre-sales and post-sales success?
In this episode, Jarod Greene sits down with Dave Greene, Regional Vice President of Solution Consulting at Gainsight, to unpack why the days of multi-product generalists are fading fast. Dave explains why buyers demand deeper expertise from SCs and how specialization is driving better outcomes for both customers and teams.
In this episode, you’ll learn:
- Why specialization is the future of solution consulting: Dave explains why the shift away from multi-product generalists is critical to meeting buyer expectations and delivering deeper, more effective support.
- How to address burnout in solution consulting teams: Teams managing multiple product lines and geographies can improve performance and morale by prioritizing specialization.
- The evolving role of SCs in customer success: Solution consultants are uniquely positioned to support customers both pre and post-sale because of their technical training.
Things to listen for:
(00:00) Introduction
(00:21) Why multi-product generalists are becoming obsolete
(00:48) The value of specialization in solution consulting
(01:27) Addressing SC burnout and challenges with multiple product lines
(01:53) Why buyers want deeper expertise and customized solutions
(02:31) The critical role of SCs in pre- and post-sales collaboration
(03:43) The synergy between SCs and CSMs for customer outcomes
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