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The latest episode of Presales Podcast featured a powerful conversation with Wendy McHenry, Chair of WISE (Women in Solutions Excellence) at Presales Collective and Former Head of Global Solutions Engineering at CDATA. Hosted by Jack Cochran and Matthew James, the episode tackled a sobering reality: only 18% of solutions professionals globally are women, and the work needed to create more equitable, welcoming environments in presales.
Listen to the full episode now!
The Stark Reality: 18% and the Work Still to Be Done
The conversation opened with a striking analogy referencing the viral "man or bear" debate that swept social media, highlighting how women often feel safer encountering a bear in the woods than an unknown man. As uncomfortable as this reality is, it reflects broader societal challenges that extend into professional environments.
"Only 18% of solutions professionals globally are women," Wendy revealed. "And a lot of women say, I'm the only woman on my SE team." This statistic represents not just a numbers problem, but a fundamental challenge about creating environments where talented professionals want to build their careers.
The implications extend beyond individual comfort. "If you walk in there with no women... it looks weird to your client. If you don't look like them, they clock it even if you don't realize they are."
Unconscious Bias: The "Not Technical Enough" Problem
One of the most pervasive challenges discussed was the unconscious bias around technical competence. Wendy described being on interview panels where candidates were criticized in ways that revealed gender bias: "Would you have said that about this person if she was a man?"
The "you're not technical enough" criticism emerged as particularly problematic, especially when it's applied differently based on gender. Even more troubling is when hiring decisions are made based on perceived technical credibility rather than actual qualifications.
This creates a double burden: women must not only prove their technical competence but also overcome others' preconceived notions about their capabilities.
The Business Case for Change
Beyond the moral imperative for equity, there's compelling business evidence for increasing women's representation in sales roles. Wendy cited research showing that "when women are in sales, they have 11% higher win rates."
This statistic, combined with women's strength as relationship builders, makes a powerful case for actively recruiting and retaining women in presales roles. The challenge isn't capability, it's creating environments where talented women want to stay and thrive.
WISE: Creating Support Networks and Career Pathways
WISE (Women in Solutions Excellence) began as an employee resource group at Salesforce before expanding to Presales Collective. The organization operates on three core pillars:
Networking Events provide opportunities for connection and community building, addressing the isolation many women feel as the only woman on their team.
Career Development offers skills advancement in technical, business, and personal development areas, helping women build the capabilities needed to advance their careers.
Social Impact initiatives provide purpose and meaning, recognizing that professional fulfillment extends beyond individual advancement.
"WISE is for anyone who cares about supporting, advancing women in solutions careers," Wendy emphasized. The organization welcomes allies and provides guidance on effective allyship. If you’re worried about HOW to be an ally, don’t let that stop you. Wendy and others in WISE are more than happy to help you know where and how to get started.
Scaling Beyond Individual Companies
For organizations too small to support their own WISE chapters, regional solutions have emerged. The Women in Solutions Consulting Australia/New Zealand chapter quickly grew to 50 members across multiple companies, proving the hunger for these support networks.
Wendy encourages leaders to think creatively: "Don't worry about it being too small to start. Find a way to make it maybe a little bit bigger and launch it." This might mean expanding beyond solutions to include broader sales or tech roles.
The Importance of Calling Out Bias
The episode emphasized that change requires active participation from everyone, not just women. Bias occurs in whether hiring panels, client meetings, and team social events. Speaking up is crucial!
"If you see that bias happening, call it out," Wendy urged. This includes questioning whether criticism would be applied equally regardless of gender and ensuring interview panels and account teams reflect diversity.
Looking Forward: Resilience in Challenging Times
Despite broader societal pushback on DEI initiatives, Wendy remains optimistic about WISE's mission. "Our mission is more important than ever. Because if women do not have this type of support at their company, we can be that source of support for them."
Some companies are finding creative workarounds, rebranding DEI efforts as "wellness groups" or similar initiatives. The key is maintaining the substance regardless of the label.
A Call to Action
Wendy’s closing message was clear: "I hope this got you all really excited and eager to jump in and help support a woman's career grows. There's so much great opportunity here in the solutions field."
For those interested in getting involved, Wendy offers free career coaching to anyone and the entire WISE council is available for guidance and support through the Presales Collective Slack community.
The path toward equity in presales isn't just about reaching that 50% representation. It's about creating environments where everyone can thrive, where diverse perspectives drive better outcomes, and where talented professionals choose to build their careers because they feel valued and supported.
Join the Presales Collective Slack community at presalescollective.com/slack to connect with WISE and stay updated on future episodes. Follow the PSC LinkedIn page for upcoming shows.
