Specialists vs. Generalists: What’s the Right Mix for Your Presales Team?

​As presales leaders, we’re all trying to answer the same question: What team structure actually delivers the most value?

Do you build a team of deep technical specialists who can own every detail of complex solutions?
Or do you lean into generalists—strategic partners who can flex across product lines, industries, and personas?

Both models have their advantages. Both come with real risks. And the reality is, the "right" mix often depends on the stage of your business, your sales motion, and your customer expectations.

In this roundtable, we’ll unpack:

The organizational signals that suggest you need to specialize—or generalize

The hidden costs of building teams that are too specialized or too broad

How to position your team to scale without losing customer impact

Real-world structures from leaders who’ve done both successfully


What to Expect
This isn’t a webinar or a passive panel. It’s a leader-to-leader working session designed to give you access to peer insights in real time.

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We’ll kick off with framing and a few lightning shares from fellow leaders, then move into an open discussion guided by key questions. You’ll leave with new perspectives, practical ideas, and a better sense of how other organizations are solving for this today.

Bring your team challenges, your lessons learned, and your curiosity, we’ll bring the collective intelligence of the PSLC network.