Mirzadegan: Enterprise AI sales require forward-deployed engineers for technical hand-holding
Joubin Mirzadegan · AI to AE's: Grit, Glean, and Kleiner Perkins' next Enterprise AI hit — Joubin Mirzadegan, Roadrunner · Dec 12, 2025 · at 21:21
Kleiner Perkins partner Joubin Mirzadegan discusses go-to-market strategies for enterprise AI companies selling to organizations navigating LLM adoption.
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“Which is why you see so many companies doing like this forward deployed engineer motion where what they're going in and doing is saying, okay, number one, like here's how we think about LLMs and where you can get best use of it. Number two, here's this engineer that we're going to forward deploy into your environment that we're going to like Basically, like, co-develop this solution, custom fit for this org. So you have to do, like, a lot of hand-holding. And the reason is because, like, we're just so early to AI right now that, like, of course you have to do a lot of hand-holding. Like, of course you have to, like, surround these customers with a bunch of technical resources to, like, make it successful.”
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