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A book to start the journey

About me:
I love books, specially history books, biographies and autobiographies.  I love learning from other people's experiences, struggles, shortcomings and success.

Career History:
I have been a pre-sales systems engineer (SE) since September of 2010 after working in various industry's IT departments as a network/security engineer. (My LinkedIn profile)


I was introduced rather late to "Great Demo!" by Peter E. Cohen.  James Cabe who is one of the smartest people I know recommended this book at my on boarding at Fortinet. I think it is essential to learn the principles of pre-sales engineering and what a "real demonstration" is before even getting in front of customers.
Now, the book talk about software demonstrations but I think it applies to any technical pre-sales engagement and demonstration.

My good friend and colleague Eric Hastings came up with an idea of standardizing and streamlining our demonstrations, proof of concepts and pilots (yes they are quite different) here at Fortinet. There will me more to come on that.


And finally,  The picture in the following article explains the role masterfully.




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Comments

Soheil Samouhi said…
two more books I came across that might be helpful as well:

https://www.amazon.com/dp/1596933399?ref_=pfb_4g4274e2kc12j3ginc7gnhf0hf13&tag=hydfbook0e-20&ascsubtag=pfb-P01-V01-O3-T1-HI-4DCJUB


https://www.amazon.com/dp/1596933399?ref_=pfb_4g4274e2kc12j3ginc7gnhf0hf13&tag=hydfbook0e-20&ascsubtag=pfb-P01-V01-O3-T1-HI-4DCJUB
July 19, 2017 at 5:22 PM
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