AI Eval Platform Selling to the AI Engineering Lead — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

> **AI Eval Platform Selling to the AI Engineering Lead** is a 60-minute training for AEs running $30K–$300K ACV cycles against **Promptfoo, Braintrust, LangSmith Evaluators, Helicone, Galileo, Patronus AI**. Qualify against **AI Engineering Lead + Platform Eng + CFO**, run discovery on **Git-first eval + LLM-as-judge + CI integration + multi-provider**. Built on **MEDDPICC**.

---

## Section 1 — Why AI Eval Platform Selling Is Different (5 min)

AI eval is developer adopted; treated as production engineering.

End with **Mark Roberge's** rule: *"Sell pre-merge eval blocking."*

---

## Section 2 — The 60-Minute Discovery (15 min)

> 1. **Opening (3 min):** "Eval workflow today? Manual or automated?"
> 2. **Golden eval set (10 min):** "150–500 examples? Git-versioned?"
> 3. **LLM-as-judge adoption (10 min):** "Claude Opus or GPT-5 judging?"
> 4. **CI integration (10 min):** "Pre-merge eval blocking?"
> 5. **Multi-provider (8 min):** "All major LLMs covered?"
> 6. **Custom metrics (7 min):** "Built-in metric library used?"
> 7. **Renewal posture (5 min):** "Existing contracts?"

```mermaid
flowchart TD
    A[AE Discovery] --> B[Pre-Brief]
    B --> C{AI Lead + Platform + CFO?}
    C -->|No| D[Reschedule]
    C -->|Yes| E[Golden Set + Judge 20 min]
    E --> F[CI + Multi-Provider 18 min]
    F --> G[Metrics + Renewal 12 min]
    G --> H[POC 5 Days]
```

---

## Section 3 — The POC That Wins (15 min)

Customer's golden eval set ingested. CI integration demo (PR blocked on regression). Multi-provider matrix comparison.

---

## Section 4 — Handling the Incumbent (10 min)

**Git-first wedge.** **LLM-as-judge accuracy wedge.** **CI integration wedge.**

---

## Section 5 — Pricing Conversation (10 min)

Per-eval-run, per-seat, multi-year discount, no procurement-only.

```mermaid
flowchart TD
    A[Joint AI + Platform + CFO] --> B[Per-Run + Per-Seat]
    B --> C{Discount?}
    C -->|Yes| D[MSA]
    D --> E{Procurement Solo?}
    E -->|Yes| F[Refuse]
    E -->|No| G[Joint Neg]
    F --> G
    G --> H[Onboarding 5 Days]
    H --> I[CI Integration Live Day 7]
    I --> J[Quarterly Eval Review]
```

---

## Section 6 — Renewal Trap-Set Month 12 (5 min)

CI integration 100% of PRs, custom metrics adopted, multi-provider matrix, joint AI dashboard.

---

## FAQ

**Promptfoo or Braintrust?** Promptfoo Git-first OSS; Braintrust commercial-first.
**LLM-as-judge bias?** Use multiple judges.
**CI integration mandatory?** Yes.
**Custom metrics?** 50+ built-in.
**Open-source?** Promptfoo or DeepEval.

## Sources

- Promptfoo — Reference
- Braintrust — Reference
- LangChain — LangSmith Evaluators
- Helicone — Reference
- Galileo — Reference
- Patronus AI — Reference
- Confident AI — DeepEval
- Arize AI — Reference
- Force Management — MEDDPICC
- Mark Roberge — Sales Acceleration Formula

AI Eval Platform Selling to the AI Engineering Lead — 60-Min Training

Direct Answer

Section 1 — Why AI Eval Platform Selling Is Different (5 min)

Section 2 — The 60-Minute Discovery (15 min)

Section 3 — The POC That Wins (15 min)

Section 4 — Handling the Incumbent (10 min)

Section 5 — Pricing Conversation (10 min)

Section 6 — Renewal Trap-Set Month 12 (5 min)

FAQ

Sources

What does the score mean?