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{"id":2260,"date":"2020-04-06T01:00:00","date_gmt":"2020-04-06T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2260"},"modified":"2020-04-06T01:00:00","modified_gmt":"2020-04-06T06:00:00","slug":"its-all-in-the-pudding","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/its-all-in-the-pudding\/","title":{"rendered":"#103 It&#8217;s All in the Pudding"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2260\" class=\"elementor elementor-2260\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-12953cc2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"12953cc2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4c57233\" data-id=\"4c57233\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f2d74a0 elementor-widget elementor-widget-spacer\" data-id=\"f2d74a0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2d900f24 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"2d900f24\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">#103 It&#8217;s All in the Pudding<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-49b40a85 elementor-widget elementor-widget-html\" data-id=\"49b40a85\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/twitter.com\/WeTheSEs?ref_src=twsrc%5Etfw\" class=\"twitter-follow-button\" data-show-count=\"false\">Follow @WeTheSEs<\/a><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-14f60df1 elementor-widget elementor-widget-spacer\" data-id=\"14f60df1\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-279bf1eb elementor-widget elementor-widget-image\" data-id=\"279bf1eb\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/04\/103-All-About-the-Pudding-1024x683.png\" class=\"attachment-large size-large wp-image-2261\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/04\/103-All-About-the-Pudding-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/04\/103-All-About-the-Pudding-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/04\/103-All-About-the-Pudding-768x512.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/04\/103-All-About-the-Pudding-1536x1024.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/04\/103-All-About-the-Pudding-2048x1365.png 2048w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c465cc4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"c465cc4\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-56e295a3\" data-id=\"56e295a3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-276b1a5b elementor-share-buttons--view-icon elementor-share-buttons--shape-circle elementor-share-buttons--align-center elementor-share-buttons--skin-gradient elementor-grid-0 elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"276b1a5b\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_facebook\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-facebook\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on facebook<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_reddit\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-reddit\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on reddit<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_twitter\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on twitter<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on linkedin<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-29a2155f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"29a2155f\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-dc52299\" data-id=\"dc52299\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c64485c elementor-widget elementor-widget-spacer\" data-id=\"c64485c\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-569657b7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"569657b7\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2cfec808\" data-id=\"2cfec808\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6d959263 elementor-widget elementor-widget-html\" data-id=\"6d959263\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<iframe style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/13860560\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/e7e9e1\/\" height=\"90\" width=\"100%\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e2cc6fd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e2cc6fd\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8183a76\" data-id=\"8183a76\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ebdfa44 elementor-widget elementor-widget-video\" data-id=\"ebdfa44\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/Q7EI58a6p7Y&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7f70d6e6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7f70d6e6\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-520f9bea\" data-id=\"520f9bea\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-199c75f7 elementor-widget elementor-widget-spacer\" data-id=\"199c75f7\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-165554f4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"165554f4\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4e841896\" data-id=\"4e841896\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-38c69210 elementor-widget elementor-widget-text-editor\" data-id=\"38c69210\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Like a fine wine or an aged cheese, some things require time before they achieve greatness. Vik Arya, CEO and Co-Founder of Pudding.App has had many years of experience honing his craft as an SE and SE Leader.\u00a0 Now, Vik has found a valuable niche as an enabler of SE Teams to be more effective in how they deliver proof of concepts (PoCs). This show gives us a CEO\u2019s perspective on the importance of the discovery, understanding customers, your own value and overall the importance of a methodical approach to not only lead a company but to deliver great PoCs.<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">How does one give up a steady salary + base to create their own company? How does one find the motivation to make such a trade-off?<\/span><\/p><p><span style=\"font-weight: 400;\">It all starts with finding the need.\u00a0 You must be confident that there is a gap or pain in the market that you\u2019re going to address, and you must be even more confident that you\u2019re going to present the market with a solution that people will actually buy.<\/span><\/p><p><span style=\"font-weight: 400;\">Having a good idea isn\u2019t good enough, you must be able to execute.\u00a0 That confidence to know you\u2019ll be able to execute comes with time and is typically achieved on the back of many, many mistakes.\u00a0\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Never stop learning and you\u2019ll never stop growing.<\/span><\/p><p><span style=\"font-weight: 400;\">When allocating roles and responsibilities to anyone on your team, regardless of size, consider where people\u2019s skillsets can be most effectively leveraged, and adjust as you need to.<\/span><\/p><p><span style=\"font-weight: 400;\">How\u2019s Life Different as a CEO vs. an SE?<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">When you\u2019re a Founder\/CEO, it can be hard to define when work ends; it\u2019s not after a demo is done or a deal is closed, it\u2019s always in your mind to make things better and to constantly grow.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The scope of concerns is generally wider across all functional areas rather than just pre-sales or engineering.<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">All the while, being an SE can still mean that you\u2019re the CEO of what you\u2019re responsible for.\u00a0 Remember, extreme ownership.<\/span><\/p><p><span style=\"font-weight: 400;\">Vik sells to salespeople; how does he find it?<\/span><\/p><p><span style=\"font-weight: 400;\">\u201cSuper easy.\u201d\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">And why?<\/span><\/p><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Salespeople are already outward facing at any organization, it\u2019s not hard to find your buyer.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Salespeople, particularly SEs and SE Leaders, are particularly open-minded to new technologies and tools to be more effective.<\/span><\/li><\/ol><p><span style=\"font-weight: 400;\">So long as both you and the customer recognize your value proposition, then any negotiation will always have the clear end-goal of obtaining that value.\u00a0 Everything in between is just semantics.<\/span><\/p><p><span style=\"font-weight: 400;\">What are the biggest mistakes Vik has seen SEs make when developing\/creating PoCs?<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Lack of proper discovery.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Not properly engaging the customer \u2013 they\u2019ll typically know what they want or need more than anyone else.<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">Don\u2019t be shy to ask the questions you need to ask to deliver the best PoC you can.\u00a0 Nothing is out of bounds. It\u2019s better to know now if you can or can\u2019t do something that wastes a bunch of time delivering something the customer doesn\u2019t care for.<\/span><\/p><p><span style=\"font-weight: 400;\">When conducting discovery, you should be considering their pains\/needs\/wants and how you address them using a simple framework that segments your solution\u2019s features into three categories.<\/span><\/p><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Unique Features: These are features that are unique to your solution and is a strong element of your competitive advantage.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Comparative\/Competitive Features: These are features that you have, but so do your competitors.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Holistic Features: These are features that don\u2019t necessarily directly address a customer\u2019s requirements, but they are still important pieces of what makes your solution so great.<\/span><\/li><\/ol><p><span style=\"font-weight: 400;\">You should be mapping the discovery to your Unique Features while sprinkling in the others as you need to, but if there isn\u2019t a clear mapping of their requirements to your unique features, then they (or you) may not be the best fit.<\/span><\/p><p><span style=\"font-weight: 400;\">Not So Fire Round:<\/span><\/p><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What do you love about being a CEO?<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The freedom to create and build things.\u00a0 It can be both painful but beautiful \u2013 Loves being able to solve problems with what he creates.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What would you change about being a CEO?<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The extreme challenge of achieving proper work-life balance.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The difficulty in not letting your emotions get in the way of data that ultimately drives your decisions.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Books\/Resources\/Tools Vik Recommends:\u00a0<\/span><ol><li style=\"font-weight: 400;\"><a href=\"https:\/\/www.amazon.com\/gp\/product\/0525536221\/ref=as_li_qf_asin_il_tl?ie=UTF8&amp;tag=wetheses00-20&amp;creative=9325&amp;linkCode=as2&amp;creativeASIN=0525536221&amp;linkId=fc115d033ed68c88588d3fa193d61082\"><span style=\"font-weight: 400;\">Measure What Matters: How Google, Bono, and the Gates Foundation Rock the World with OKRs by John Doerr<\/span><\/a><\/li><li style=\"font-weight: 400;\"><a href=\"https:\/\/www.amazon.com\/Atomic-Habits-Proven-Build-Break\/dp\/0735211299\/ref=as_li_ss_tl?crid=3RUTV05LBO504&amp;keywords=atomic+habits+james+clear&amp;qid=1556790827&amp;s=books&amp;sprefix=atomic+,stripbooks-intl-ship,155&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=3f27a46a757f8078eab569516dcfe21b\"><span style=\"font-weight: 400;\">Atomic Habits by James Clear<\/span><\/a><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What Separates the Great SEs from the Rest?<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Those that can take a step back to truly evaluate what they are doing and why.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Those always looking to iterate and grow in a methodical way.<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Must recognize that it\u2019s a process that takes time.<\/span><\/li><\/ol><\/li><\/ol><\/li><\/ol><p><span style=\"font-weight: 400;\">Additional Links:<\/span><\/p><p><a href=\"https:\/\/pudding.app\/\"><span style=\"font-weight: 400;\">Pudding.app<\/span><\/a><\/p><p><a href=\"https:\/\/podcast.pudding.app\/\"><span style=\"font-weight: 400;\">Proof is in the Pudding \u2013 Podcast<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">Connect with Vik on <\/span><a href=\"https:\/\/www.linkedin.com\/in\/aryavik\/\"><span style=\"font-weight: 400;\">LinkedIn<\/span><\/a> <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-26e11b95 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"26e11b95\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6e961b1e\" data-id=\"6e961b1e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ca1f38e elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"ca1f38e\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;3&quot;,&quot;columns_tablet&quot;:&quot;2&quot;,&quot;columns_mobile&quot;:&quot;1&quot;,&quot;item_ratio&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0.66000000000000003108624468950438313186168670654296875,&quot;sizes&quot;:[]},&quot;item_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"portfolio.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-portfolio elementor-grid elementor-posts-container\">\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-7034 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-assigned-mentors tag-career-advice-for-sales-engineers tag-coaching-for-presales tag-coaching-for-ses tag-coaching-vs-mentoring tag-finding-mentors tag-mentoring-sales-engineers tag-mentorship-sucks tag-presales tag-presales-coaching tag-presales-mentors tag-ramzi-marjaba tag-sales-engineering tag-sales-engineering-coaching tag-solution-consultant tag-solution-engineering tag-we-the-sales-engineers tag-we-the-ses tag-what-is-coaching tag-what-is-mentorship tag-why-mentorship-sucks entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/207-mentorship-sucks-how-to-overcome-it\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png\" class=\"attachment-medium size-medium wp-image-6925\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#207 Mentorship Sucks, How to Overcome it?\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6981 post type-post status-publish format-standard hentry category-4-1-1-newsletter tag-3-ways-to-lose-your-customers-trust tag-assuming-about-customers tag-building-trust-with-customers tag-customers-trust tag-customers-trust-in-sales tag-customers-trust-in-sales-engineers tag-earning-the-customers-trust tag-how-sales-engineers-can-lose-their-customers-trust tag-how-to-regain-customer-trust tag-presales tag-ramzi-marjaba tag-responsiveness-to-customers tag-sales tag-sales-engineer tag-sales-engineer-credibility tag-sales-engineering tag-sales-engineering-skills tag-sales-engineers tag-solution-engineering tag-technical-sales tag-we-the-sales-engineers tag-we-the-ses tag-working-with-customers entry\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/4-1-1-building-trust-is-hard-losing-it-is-easy\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t4\/1\/1 Building Trust is Hard, Losing it is Easy\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6980 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-building-trust-with-customers tag-building-trust-with-external-partners tag-building-trust-with-internal-partners tag-customer-trust tag-customer-trusting-sales-engineers tag-customers-trusting-sales tag-john-cares-trust-formula tag-mastering-technical-sales tag-presales tag-sales-engineering tag-sales-trust tag-solution-consulting tag-the-trust-formula tag-working-with-customers entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/206-building-trust-through-genuine-care-for-the-customer\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png\" class=\"attachment-medium size-medium wp-image-5030\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1536x937.png 1536w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#206 Building Trust Through Genuine Care for the Customer\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-63e9a95 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"63e9a95\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container 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<\/style><\/form>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3c9b64 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3c9b64\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2e06e8a9\" data-id=\"2e06e8a9\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-533dd35b elementor-widget elementor-widget-text-editor\" data-id=\"533dd35b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Music on the show: Watchmaker&#8217;s Daughter by Reeder<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5cc98db8 elementor-widget elementor-widget-html\" data-id=\"5cc98db8\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href = \"http:\/\/www.iamreeder.com\/\"> Reeder's Site<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-524c374e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"524c374e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-47a35ea0\" data-id=\"47a35ea0\" 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Now, Vik has found a valuable niche as an enabler of SE Teams to be more effective in how they deliver proof of concepts 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