2025 is set to be a year of transformation for solutions teams. From embedding AI into workflows to driving operational efficiency and fostering customer-centricity, leaders across industries are setting bold goals to stay ahead in an evolving landscape. We asked seven of the top solutions leaders to share their top strategic initiatives with us. Here’s what we heard.
Key Solutions Themes for 2025
1. Proactive AI Adoption
AI is no longer just a tool - it’s becoming a key strategic enabler. From leveraging generative AI to building proactive, agentic AI systems, solutions teams are embedding AI into every facet of their operations. This evolution underscores a shift toward using AI not just as a tool but as a partner in driving value.
"2025 will be all about Agentic AI, where systems transition from user-initiated queries to proactive problem-solving." — Jeff Margolese, Senior Vice President, Global Solution Consulting, ServiceNow
2. Customer-Centric Value Delivery
Solutions leaders are laser-focused on delivering tangible business value by aligning their efforts with board-level priorities and industry-specific challenges. Leaders are emphasizing the need to demonstrate tangible ROI and customize engagements to resonate with enterprise customers.
"Technology decisions still hinge on business value. Deeply understand the work, processes, and challenges within each business. This insight is your foundation for driving long-term customer value and determining if your solution truly differentiates itself." — Zach Lawryk, Head of Solutions Engineering
3. Operational Scalability
Unsurprisingly, efficiency remains a core focus for many solutions leaders. Whether it’s investing in demo engineering or finding ways to automate repetitive tasks, leaders are getting creative with ways to scale their teams’ efforts without increasing headcount.
“We know great things are happening with our SEs, Value Consultants, Analytical Leads and other product specialists as they partner with customers to solve their most challenging problems. How do I capture that innovation and scale it across my broader sales teams.” —Shannon Trainor Stark, Managing Director, Solutions Consulting, Google
4. Competitive Differentiation Through Expertise
In an increasingly crowded market, solutions teams are differentiating themselves with deeper customer understanding. This focus on competitive selling and storytelling underscores the need for personalized, impactful engagements that show buyers you not only know them, but know how to solve their biggest challenges.
"We’re focused on deepening our customer understanding through technical and workflow expertise." — Nick Shulman, Director, Solutions Consulting, Outreach
5. The Return of In-Person Engagements
After years of remote interactions, face-to-face meetings are back in focus as a way to deepen relationships and drive collaboration. The emphasis on in-person engagement highlights the irreplaceable value of spontaneous interactions and hands-on collaboration.
“COVID days are long over. Customers want to meet in person. Nothing beats a good white boarding session or a spontaneous interaction in the halls. Our most happy customers are meeting us on site on a regular basis. When the wave of AI SDRs and emails and automated demos washes over us, the companies with the most success this year are meeting their customers in person and building relationships. —Jesse Dailey, SVP of Solutions Engineering and Field CTO, People.ai
What This Means for 2025
These insights reveal a Solutions function that’s becoming more strategic, customer-focused, and data-driven. As leaders navigate this evolving landscape, the ability to balance innovation with simplicity and automation with personal connection will define the most successful teams.
For those looking to lead the way, one thing is clear: 2025 isn’t just about adapting to change—it’s about shaping the future.
Want the full list of top priorities from the industry's leading Solutions executives? Download our 2025 Solutions Leaders' Priorities 1-Pager to see all the key insights in one place.
