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Product-Field Alignment

Product Management vs. Sales

If you've ever felt like your product and sales teams speak entirely different languages, you're not alone. George Mueller faced this challenge when tasked with putting a man on the moon in the 1960s. on NASA's fragmented structure, he described the business units as "independent fiefdoms" and "warlords dominating the organization." He said, "We just weren't going to get there, in my opinion, unless we changed the organization."

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Top 5 Sales Team Resolutions for 2025

Knowledge Graphs: Preventing Hallucination and Ensuring Trustworthy AI Sales Agents

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Achieving Product-Field Alignment in 2025

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The 6 Qualities of a Deal Crushing Sales Engineer

When an athlete wants to improve their game, they focus on key performance areas to take them to the next level in the upcoming season. In PreSales, the same competitive spirit reigns. As another year comes to a close, it offers a time for SEs to reflect on the characteristics they must embody and master to become a world-class SE. By doing so, they’ll also master the art of PreSales.

Taylor Bukowski

November 30, 2021

Unleashing the Power of Social Media to Win Deals as a Sales Engineer

As a Sales Engineer, you may perceive yourself as an expert with whom a client would consult to solve a relevant business problem, explain technological trends, or inspire with the art of the possible. And although “Sales” is a part of your title, you don't dare to call a stranger because you don’t know how to start the conversation—or maybe you’re afraid of rejection or being caught in a weak position. So you stay silent until the deal is lost.

Patrick Pissang

November 21, 2021

A Look Behind the Curtain: The Infrastructure Behind PreSales' Newest Solution, Eval

Last week, sales. As one of the engineers who sprinted to launch our second product for PreSales, I wanted to share a few of the technical decisions we've made behind the scenes that enable Vivun's engineers to move fast, build quality software, and empower our customers.

November 16, 2021

Demonstrating PreSales Impact and Using Data to Prove It

The pace of today’s workplace is like the speed of a bullet train—if a PreSales leader wants to effectively communicate their team’s value, they need to be fast and smart about how they present it. They need to tell a story. And they need to grab the executive leadership’s attention quickly, be consequential, deliver key stats without overwhelming them with a plethora of numbers that then become meaningless. After the first meeting, the goal is to establish a regular monthly or bi-monthly cadence for delivering updated performance metrics.

November 12, 2021

Win Deals Faster with Transparency and Trust: Introducing Eval by Vivun®

By now, the world has seen how PreSales influences revenue growth, product innovation and can run their department as a business. Eval by Vivun® spearheads yet another way to elevate the function–putting PreSales at the epicenter of the deal and taking ownership of the buying experience. Successful evaluations have been the cornerstone of Business to Business (B2B) wins for years, and now there’s a proven way to achieve them faster, every time.

November 1, 2021

3 Strategies to Avoid the B2B Pitfalls of PLG and Strengthen Your GTM Motion

With tech startups transforming into billion-dollar unicorns seemingly overnight, people are trying to capture the “special sauce” that is the catalyst for the exponential success of these companies.

October 26, 2021

Building an Engaged and Global Remote Work Culture

Working remotely is the new normal, and it has changed workers’ perspectives about the future of the global workplace.

October 15, 2021

Quarterback your QBRs with PreSales Insights to Forecast Deals that Actually Close

Sales Quarterly Business Reviews (QBRs) are often seen as a necessary evil to generate forecasts for the upcoming quarter that salespeople find time-consuming and extremely difficult to stick to. While PreSales teams have an uncanny pulse on what actually has a chance of closing, their involvement in the process tends to be passive at best and non-existent at worst. This leads to unrealistic forecasts, unnecessary friction among Sales and PreSales, and ultimately, wasted time.

September 29, 2021

PreSales is the Oil in the Sales Engine: A Conversation with John Care and Matt Darrow

Last week, I sat down with legendary PreSales thought leaders of Mastering Technical Sales, and Vivun CEO, . The topic of our discussion? How to run your PreSales team like a business in 2021, you can watch . The highlights? Learn what it means in dollars to lose your best SE, why data-driven PreSales teams are unstoppable, and how to define and secure the technical win.

September 23, 2021

The Technical Win is “The New Sales”

Entire deals ride on an SE’s ability to achieve the technical win; however, when we searched for data to offer visibility into this fundamental and critical process, we found little information. So we sought to change this.

September 13, 2021

Three Reasons Sales Tools Aren’t Working for Your PreSales Team

I've lived for years as a PreSales engineer using Sales-centric tools to capture activities, run the technical forecast, and gather product insights from the field. Here are some of my thoughts on why that approach doesn't work well, and how to get your PreSales team where they need to be successful.

September 9, 2021

“A Plan for Optimizing Your PreSales Team’s Performance”

The key to building a successful organization lies in identifying the ideal expectations for each team member to meet while having a systematic way to assess those expectations across every position with consistency.

September 2, 2021

Augmenting PreSales Expertise with AI and ML

I sat down (virtually) with , our Co-Founder and Chief Data Scientist to understand what , and the company's work on empowering PreSales teams with data science and artificial intelligence (AI).

August 25, 2021

Find out What a Webcomic, Crypto, and a Product Release Have in Common in Hero Volume 1

Release marketing is ripe for change. Sharing the granular details of what is new in a technology company’s software is essential, and in many cases a legal obligation. But does that mean it has to be boring? At Vivun, we want to break the mold with how we talk about our product evolution. Along with major releases, we are pursuing a creative narrative to galvanize PreSales teams and tell a story so powerfully, its artistic merit can stand alone.

August 18, 2021

A Vivun Vacation!

Team members at are for the start of our mandatory quiet period during the first week of August. The company will be shutting down to give the team time to recharge, spend time with family and friends, and reflect on a successful first half of 2021 for our company. The quiet period is a critical part of our culture and our leadership’s commitment, under the helm of our: with one break happening the first week of August and the other at the last week of December for the winter holidays.