JJ Sakey

Enterprise software sales isn’t about speed. It’s about alignment. When frontline users, IT, finance, and the C‑suite are aligned, deals move, commits are made. When they aren’t, no amount of pressure fixes it.

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We've spent the past two years working closely with Dealhub to refine our GTM motion, always iterating and learning along the way. This guide on semantic CPQ architecture really speaks to why modern revenue systems need to go beyond legacy tooling and focus on unified data, decision velocity, and intelligent execution. Worth a read if you’re thinking about how to scale your quote-to-revenue process more strategically.

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With Salesforce CPQ being end-of-sale, a lot of companies are taking a fresh look at what they actually need from a new CPQ system. This clip is a helpful reminder that customer expectations have shifted: people often start online and expect a seamless transition if they later engage with sales or partners. There’s more practical guidance in Conga's full webinar if you’re evaluating your options. #CPQ #Salesforce #Steelbrick

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WHY YOUR SALES ENGINEERING TEAM NEEDS DEDICATED AI RESOURCES Customer relevance is essential. When a prospect (like in our case) manufactures heavy machinery with thousands of configurable options, understanding their vertical is crucial before any engagement. The traditional approach has its limitations: * Each complex deal requires significant technical discovery time. * Senior Sales Engineers (SEs) can only manage a limited number of deals simultaneously. * Scaling necessitates hiring more expensive, hard-to-find specialists. * New SEs take considerable time to reach productivity in specialized verticals. Recently, we welcomed a dedicated AI specialist to our Go-To-Market (GTM) team. Within the first week, a three-hour whiteboarding session revealed potential advancements. :Smart demo personalization: Imagine if AI could analyze a prospect's industry, product portfolio, and public technical specifications to pre-configure demos before the initial call. This could reduce the hours SEs currently spend on preparation to mere minutes. :Data as an asset, not a burden: In manufacturing, deals often depend on Bill of Materials (BOM) data, engineering constraints, and pricing rules. We are developing systems that could automatically map customer data to our platform, potentially eliminating weeks of manual setup work. :Velocity without headcount: The hypothesis is clear... can we manage more technical evaluations without increasing the size of the SE team? This would not be achieved by working harder, but by freeing engineers from repetitive technical groundwork. The core question remains: How do you amplify scarce expertise without scaling linearly? In specialized B2B software, where deep domain knowledge takes years to cultivate, this is critical. Dedicated AI resources are not intended to replace technical experts; rather, they allow these professionals to focus on what humans excel at: strategic thinking, relationship building, and solving novel problems. We are still in the early stages of this experiment, but the outcomes looks promissing. Arash Haratian looking forward to make the vision come to life together!

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🚀 Harness Unscripted and recent AI enhancements are coming to Boston next Tuesday, September 16!! Next Tuesday, over 230+ senior technology, engineering, and DevOps leaders will gather at The Newbury Hotel in Back Bay to tackle some of the most urgent challenges and opportunities shaping our industry. 🔑 Executive Topics on the Table: * Agentic AI & the future of software delivery * AI in the SDLC – real enterprise use cases * Driving developer productivity & experience at scale * Cloud adoption, optimization & resiliency * Balancing speed with security & governance 🎤Executive Leaders Joining the Conversation: * Synchrony * Citizens * Amazon Web Services (AWS) * Takeda * InterSystems * The Hartford * State Street * athenahealth * Progress * Cars Commerce …and more 🤖 The Big Reveal: Harness AI Harness is introducing AI agents across the full software lifecycle, enabling: * Faster, safer CI/CD, GitOps, IaC & DevOps automation * Resilience & quality at scale with AI-driven testing & chaos engineering * Stronger security posture & supply chain protection * Smarter cost management & engineering insights 👉 Read more on the AI announcement: https://lnkd.in/eM3g-zQM 🌟 Why Join Us? This isn’t just another conference. It’s a private, executive-level forum to: * Exchange perspectives with peers leading digital transformation * Hear authentic stories from some of the world’s largest enterprises * Understand how AI is reshaping software delivery today 📌 Register now & view the full agenda: https://lnkd.in/erkeHpuA 🙌 Looking forward to seeing you in Boston on September 16. #devops #AI #agenticAI #modernization #cloud #transformation #networking #conference #Harness #events #platformengineering #resilience #security #DORA #developerexperience #productivity

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𝗘𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗵𝗮𝘀 𝗮𝗻 𝗶𝗱𝗲𝗻𝘁𝗶𝘁𝘆 𝗽𝗿𝗼𝗯𝗹𝗲𝗺. We’re expected to drive faster ramp, higher productivity, and measurable revenue impact — using systems built for content delivery. That’s why Gong’s Mission Andromeda — and the launch of Gong Enable — is different. Gong Missions is our new product launch cadence, designed to help customers better understand, adopt, and prepare for new capabilities. Andromeda is the first. More than a release, it signals a shift in how revenue work gets redesigned. 𝗙𝗼𝗿 𝗼𝘂𝗿 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝘁𝗲𝗮𝗺, 𝘁𝗵𝗮𝘁’𝘀 𝗺𝗲𝗮𝗻𝘁 𝗮 𝗵𝗮𝗿𝗱 𝗿𝗲𝘀𝗲𝘁: Stop building programs around what we think reps need. Start building around what actually happens in customer conversations. With Gong Enable, enablement runs inside the revenue system: 𝗗𝗲𝘁𝗲𝗰𝘁 skill gaps in real calls. 𝗣𝗿𝗲𝘀𝗰𝗿𝗶𝗯𝗲 targeted coaching. 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲 the behaviors that matter. 𝗩𝗮𝗹𝗶𝗱𝗮𝘁𝗲 impact against pipeline and win rates. A continuous loop of Detect → Prescribe → Practice → Validate. This wasn’t a philosophy switch we simply turned on. It required rethinking enablement from program builder to performance architect. The goal isn’t more training. It’s repeatable revenue performance. That’s the identity shift. #Enablement #RevenueLeadership #SalesEnablement #RevenueAI

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Complex deals don’t need more meetings. They need better architecture. 🏗️ After a decade and a half in RevOps, I’ve learned this: cycle time rarely breaks because of “approvals.” It breaks because the system can’t understand what it’s looking at. When workflows are context-blind, every deal gets treated like a risk event. Every edge case becomes a fire drill. Every approval becomes manual interpretation. That’s not governance - that’s friction disguised as control. 🚧 The real unlock is semantic context inside your revenue systems. When your CPQ and quoting architecture understand intent - what’s being sold, how it maps to pricing logic, what risk profile it represents - you don’t need more process. You need smarter triggers. 🧠⚡ That’s the focus for us at Socure - ✅ Architecting workflows that scale with deal complexity ✅ Removing “approval tax” without increasing risk ✅ Designing systems that support modular growth instead of fighting it The ROI isn’t theoretical. It shows up in: 📉 Fewer unnecessary escalations 💰 Cleaner margin protection 🔁 Less rework across Sales, Finance, and Legal 🚀 More time spent closing vs. explaining Large and complex shouldn’t mean slow. If it does, it’s usually an architectural issue — not a sales issue. If you’re thinking about how semantic CPQ design impacts scale, DealHub.io's guide Own Your Revenue: A Guide to Semantic CPQ Architecture is worth the read. 👇👇👇👇👇👇👇 https://lnkd.in/gKwhMd5W 2026 targets won’t be hit by adding more approval layers. They’ll be hit by building systems that understand context. And that’s a RevOps problem to solve. 🎯 #RevOps #RevenueOperations #CPQ #DealArchitecture #GTMSystems #SalesOps #QuoteToCash #B2BSaaS #RevenueLeadership

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Salesforce is officially a Leader in the latest Gartner Magic Quadrant for CPQ Applications! 🏆 Revenue is built on an API-first architecture and seller workflows are now streamline with AI; we’re redefining what’s possible for revenue teams. Check out the report.

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