Before the meeting.
Identify what the AE needs to discover first.
Can an SE join
just in case?
Protect scarce expertise from early demo requests, unclear discovery, and open-ended POCs.
RUN PENX5 ON A DEALYour best engineer should not be the default answer to every complicated deal.
Before the demo.
Define the smallest buyer-specific proof worth preparing.
Before the POC.
Agree what a successful technical validation means.