Building a Demo Engineering Team with Micah Joel - Part 1

In this episode, Jack Cochran and Matthew James sit down with Micah Joel, GTM leader and demo engineering pioneer, to explore what it means to build a dedicated demo engineering function from scratch. Micah shares his journey from theater kid to SE to leading Salesforce's legendary Q Branch, and unpacks why demo engineering might be the most underutilized lever in presales today. They cover the difference between deal-focused and infrastructure-focused demo engineers, how to structure the team, why blended teams fail, and how a mature demo engineering org can swim upstream into product strategy to reduce time-to-revenue. This is part one of two. Part two will focus on measuring and proving the value of a demo engineering team.

You can listen to Building a Demo Engineering Team with Micah Joel - Part 1 online on Radio and Podcast. Open the player on this page to stream the available audio.

Building a Demo Engineering Team with Micah Joel - Part 1 is an episode from PreSales Podcast by PreSales Collective by Jack Cochran.

This episode is 29:49 long.

This episode was published on Mar 2, 2026.

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