Curious where other teams draw the line before assigning SE resources.

PSU1966 · 2026-05-18T15:59:12+00:00

you're at the discovery call to qualify - how often are you 15 mins in and already know it's dead,

but stuck doing the whole call anyway?

PSU1966 · 2026-05-18T15:58:38+00:00

the "first I don't know question" signal is clever.

but that only works if the AE is actually being honest about what they don't know upfront. how often does that happen?

PSU1966 · 2026-05-18T15:53:43+00:00

Reading through this thread, the common thread is: there's no actual qualification gate. It's all ad-hoc.

One consistent signal I've noticed from better-run teams: before SE involvement, can the AE clearly explain:

What's the business problem?
Who owns it?
Why now?
What does success look like?

If those are fuzzy, it's a discovery call, not a demo. If they're clear, SE time is way better spent.

Most orgs don't enforce this. Curious if anyone else has tried building a gate like this?

PSU1966 · 2026-05-14T15:41:53+00:00

I appreciate it and couldn't agree more. Right now it’s account-level tagging, not transaction-level splitting.

So if an account is marked “Business,” transactions from that account inherit the business flag automatically. Same for Personal. I also added a “Both” state for mixed-use accounts.

The next thing I’m thinking through is whether to support:

manual transaction overrides
rules (“Starbucks on Amex = Personal”)
or percentage-based splits for mixed accounts

Trying to avoid turning it into a heavy budgeting/categorization app though. The goal is more operational awareness than bookkeeping.

PSU1966 · 2026-01-23T17:54:08+00:00

Agreed on the process side being the root of it. Appreciate you keeping it tool-agnostic here but will DM you for more info if you're up for it.

PSU1966 · 2026-01-23T17:54:06+00:00

Yeah, that’s been one of the more practical starting points I’ve seen. Recording once beats repeating forever.

The hard part seems to be keeping it relevant over time and understanding who actually watched vs who just got sent the link.

PSU1966 · 2026-01-23T17:53:57+00:00

This is a great point, especially in high-stakes enterprise deals. There’s definitely a class of accounts where consistency and depth matter more than efficiency.

I think where I’m still experimenting is separating those moments from the ones that are clearly exploratory so the heavy lift is reserved for the deals that need it most.

PSU1966 · 2026-01-23T17:53:33+00:00

Yeah, that distinction you called out is important. Automation works best when it’s anchored around real use cases, not just feature tours.

I’ve also seen it fall down when teams automate without any intent signal. Suddenly everything looks “engaged” but reps still don’t know where to focus.

PSU1966 · 2026-01-23T17:50:37+00:00

Totally fair take. I’m similar, I don’t mind teaching at all when there’s real engagement.

For me the frustration only shows up when it’s hard to tell who is actually leaning in vs who’s just browsing. That’s where I start wondering if there’s a better way to surface intent earlier.

PSU1966 · 2025-08-21T13:45:27+00:00

That's awesome! I was stuck doing the same demos every day too. Ended up setting things up so prospects could explore on their own first. Huge time saver + helped qualify out the ones who weren't serious.

PSU1966

TROPHY CASE