Precursive Perspective S4 E16 | Proving Value of Services in the Age of AI | Andy Cater, Zendesk

Описание: Services in SaaS is moving from "show and tell to prove and move". AI is changing how SaaS companies prove value...and proof of concept is no longer enough.

In this episode of Precursive Perspective, Jonathan Corrie speaks with Andy Cater, Director - AI Agents at Zendesk, about why Professional Services must evolve in the age of AI.

As buying behaviour shifts toward measurable ROI and rapid validation, traditional pre-sales demos are no longer enough. Andy explains why forward deployment, proving value in a live production environment, is becoming a competitive advantage.

Key topics:
Moving from systems of record to systems of action
Why AI is creating both optimism and skepticism in buying cycles
The rise of proof-of-value over proof-of-concept
Customer readiness: knowledge, process, and data
Designing services motions that scale

Forward deployment isn’t a shortcut.
It’s a disciplined way to build trust, accelerate adoption, and win in complex AI-driven deals.

00:00 – Intro
04:30 – Systems of record → systems of action
09:00 – Proof of value vs proof of concept
14:00 – What forward deployed engineering really means
35:00 – Proving value in production (doing, not showing)
40:00 – Customer readiness: knowledge, process & data

👉 Subscribe for more on services-led growth, customer success, AI in SaaS, and the future of Professional Services.

// Follow Precursive on:
Linkedin:   / precursive  
X:   / precursive  
Facebook:   / precursive