GUIDE RECOMMENDATIONS FOR

OneShield
Sales Recruiting and Capacity Planning
Recommended because: OneShield is hiring for at least one AE and already has a large sales team. Q4 is the perfect time to invest in capacity planning for a predictable, achievable 2022 plan.

Recruiting and Hiring Account Executives

Lianne is a sales recruiter with experience hiring hundreds of sellers for companies like Gong, Pluralsight, Zscaler, Anaplan, and SuccessFactors. In this guide, she outlines what to look for when hiring SMB, Mid-market, and Enterprise AE’s, how to apply outreach and sequencing best practices to recruiting, and how to close great candidates.
Lianne Gong
Lianne Gong
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Capacity Planning

Rachel Haley has run capacity planning while in sales ops leadership roles at Snowflake, Sumo Logic, and Salesforce. In this guide, she details the steps of a good sales capacity planning process, and the major deliverables that come out of one.
Rachel Haley
Rachel Haley
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Solutions Engineering
Recommended because: OneShield is hiring for sales engineering and technical writing. These experts may be valuable as they think about building out the function.

Conducting Technical Discovery

Joe Casson is the Director of Solutions Engineering at Qualified.com and previously managed solutions engineering at Optimizely. In this guide, he explains that good technical discovery prevents customer dissatisfaction and services inefficiency once it comes time to implement customers. He outlines what to ask prospects and how to weave technical discovery into the sales process.
Joe Casson
Joe Casson
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Building a Solutions Engineering Function

Zach Lawryk is a Senior Director of Solutions Engineering at Slack, and has previously led solutions engineering at Optimizely and Box. In this guide he explains the role of solutions engineering in the presale process, and outlines how to manage key SE responsibilities from demoing to technical discovery to running pilots.
Zach Lawryk
Zach Lawryk
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Outcome-based product roadmapping
Recommended because: The start of a new year is a great time to revisit product roadmap planning. Rajesh's guide is especially popular with product leaders who came up through engineering, like OneShield's head of product.

Outcome-based Product Roadmapping

Rajesh Nerlikar is a Co-Founder and Product Coach at Prodify, and co-author of the best selling product book, Build What Matters. In this guide he explains how to build a roadmap centered on customer outcomes instead of features shipped. He outlines how to balance new functionality with maintenance and tech debt, and how to run a cross-functional roadmapping process.
Rajesh Nerlikar
Rajesh Nerlikar
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