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Delivery for Solution Engineers
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Solution Engineering Mastery Series
Delivery for Solution Engineers

A solution engineer's third objective is ensuring delivery. When all is said and done, delivery is what clients need and remember. SEs must help their organizations deliver for the customer and do so repeatedly.


After an SE establishes trust and determines mutual vision, they ensure the delivery of a solution for the customers. Delivery is what the customers need and what they will remember. Ensuring delivery is the third of an SE’s three primary objectives. Once accomplished, SEs are expected to deliver again and again.

This course covers eight concepts that are fundamental to SEs in the delivery process. It starts with managing expectations, which is a critical skill for successful solution engineering. Expectations can be complex, ambiguous, and illusive. Yet, SEs should be uniquely suited to handle this important function.

The course also covers the process of interpreting customer requirements, including dealing with vagueness and opacity, as well as confronting the problem of scope creep and anticipating customer changes. The course also covers the importance of protecting organizations from danger and folly, the cardinal sin of sandbagging, the importance of keeping delivery schedules, and more.

Alan Berrey is an experienced entrepreneur, author, instructor, and coach. He is a leader in the subjects of expertise, solution engineers, and sale consultants. His researches, articles and lectures have aided thousands of solution engineers and subject matter experts. He has worked as a solution engineer for decades and has served clients in dozens of industries. He is a highly sought instructor who is consistently valued by his students and audiences.

Duration: 45 minutes
Format: 11 videos
Delivery: Online, on demand, self paced
Host: Our LMS, or yours
Access: 24/7
Language: English
Term: One year license
Price: $75 US per person
Course #: 103

Courses in This Series

Become a Better
Solution Engineer

  • Delight your customers as well as your sales colleagues
  • Help your organization close deals and increase revenue
  • Differentiate yourself from the other technical leaders in your company
Course details:
  • Last updated December 2022
  • English Language
  • 8+ hours of on-demand video
  • 130+ videos, self pace
  • One year of access
  • Access via mobile phone or computer
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Trained Solution Engineers Will ...

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