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Ideas for the age ofAI-assisted buying.

Ideas and insights at the intersection of AI, enterprise, and innovation.

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Buyer journeySales engineeringAI Envoys

THE BUYER SIGNAL

01What buyers askReal evaluation questions

02What the signal meansContext for complex sales

03What to do nextPractical operating guidance

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Perspectives on SE to AE ratio

1 perspective on buyer behavior, presales capacity, demonstrations, and AI-assisted selling.

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SE-to-AE Ratio: Benchmarks, Trends, and How AI Is Changing It

The standard SE-to-AE ratio of 1:4 to 1:8 is breaking down as deal complexity grows. Here's the data, the math on hiring vs. automating, and how AI changes the equation.

Thomas George

·Mar 7, 2026