Proving the Value of Demo Engineering: Metrics That Matter with Micah Joel

In this episode, Jack Cochran and Matthew James continue their conversation with Micah Joel, diving deep into the metrics that matter when building and justifying a demo engineering team. Micah shares practical approaches to measuring the value of demo engineering, from simple time-saving calculations to sophisticated surveys that capture SE satisfaction and retention indicators. The conversation explores how to frame these metrics in terms that senior management cares about, moving beyond technical accomplishments to demonstrate real business impact. Micah emphasizes the importance of thinking "top down" when building a demo engineering organization, focusing on what leadership values most: productivity, cost savings, and revenue growth. He shares real-world examples from his time at Salesforce's Q Branch, including how to measure the value of demo environments, how to identify unexpected patterns in the data (like deals where demo engineers get involved), and how cultivating relationships with SEs creates goodwill that extends beyond the numbers. The discussion also covers how demo engineering impacts go-to-market speed for new products and how to position the team as mission-critical support for field teams rather than just a technical function.

You can listen to Proving the Value of Demo Engineering: Metrics That Matter with Micah Joel online on Radio and Podcast. Open the player on this page to stream the available audio.

Proving the Value of Demo Engineering: Metrics That Matter with Micah Joel is an episode from PreSales Podcast by PreSales Collective by Jack Cochran.

This episode is 29:38 long.

This episode was published on Mar 15, 2026.

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