Pre‑sales Patterns for Databricks Solutions Engineers
A compact playbook of motions and artifacts that convert technical credibility into business outcomes. Core motions Discovery → value mapping → success criteria → lightweight PoV plan. Hands-on demo/POC: data onboarding, Delta reliability, MLflow, governance. Objection handling: performance, cost, migration, security/governance. Workshop kit (reuse) Reference architectures (ingest, Lakehouse, MLOps, RAG) and checklists. Demo datasets and notebooks; pre-wired CI/CD and QA gates. Post‑POC artifacts: runbooks, sizing, adoption roadmap, risk register. Example PoV success criteria Time‑to‑first Delta ingestion and DQ %. MLflow registered model with promotion gates. RAG: Recall@k and latency thresholds; data governance and PII controls. SE hygiene Record assumptions, map stakeholders, and publish decisions. Measure outcomes; close gaps with targeted enablement.