What Is Presales PDF
What Is Presales PDF
What Is Presales PDF
Contents
4 Post-RFP stage
5 A Generic Framework
What is presales
A set of activities normally carried out
before a customer is acquired
It is sales support
Product Knowledge
Prospecting
Approach
Needs Assessment
Customer Presentation
Sales Close
Follow-up
Presales Involvement
Product Knowledge
Prospecting
Approach
Needs Assessment
Customer Presentation
Sales Close
Follow-up
What is not presales
Sales
Customer
Presales
Services
Presales in career growth
A great opportunity to know up close
the market and the business of
software, and what ‘sells’
Opportunity to get a systemic view of
many things that makes up an
organization and it’s business
Opportunity to get to know different
cross-sections of customer and
technology solutions
Presales in career growth
People with a technical background
can add lot of value by bringing in
their experience and thereby benefit
from it
Working in presales can also be seen
as a choice for shifting to
management career path
Opportunity to learn a variety of skills
including client liaison, managing
cross-functional
teams, leadership, consulting skills
Presales in career growth
In larger organizations, presales
gives a very good opportunity to
network with all the right people
•Market Analysis
Market
•Strategic Planning
Opening •Account Planning
Game •Branding
•Account Management
Client
•Relationship Management
Middle •Opportunity Management
Game •Pursuit Management
•Proposal Management
Deal
•Presentation
End •Negotiation
Game
Presales Stages
• RFP Issue
• Finalise reqmts
• Pre-Bid
• Shortlist
Conference
vendors • Customer
• Clarifications
• Finalise • Prepare Visits
on RFP
Evaluation Proposal • Demo of
• Modifications
Criteria according to Capabilities
to RFP
• Finalise Budget RFP guidelines • Presentation
• Identify
• Customer • Evaluation
resources to
presentation by
work on RFP
vendor
Presales Stages
Roles
Customer
Sales person
Presales person
Finance
Solution Architect
Domain Expert
Technical Consultant
Account Manager
Presales Stages
Pre-RFP RFP Proposal Post-RFP
• Finalise reqmts • Issue RFP • Receive proposal • Request for site visit
• Shortlist vendors • Arrange pre-bid and/or demo
Customer
needed (case studies, needed (questions to needed (technical needed (inputs for
testimonials) customers on solutions, relevant demo)
business needs, case studies, etc)
technical specs, etc)
www.themegallery.com
Information Flow
• Provide infn on
products, service
Customer
s
• present success
stories
• seek to
understand
• seek further infn business and
on customer •Business Reqmts
technical reqmts
• Technical
to form a solution
Reqmts
• seek to Delivery
• Constraints
• Evaluation • understand
Criteria solution provided
Sales • RFP
• Clarifications
• questions on
RFP
• questions on
• RFP • questions on
customer
• Infn on business and
• status update
customer technical reqmts
constraints, prefe • questions on
rences, priorities • Response to RFP customer
constraints,
• Competitor infn Pre Evaluation
• RFP Clarifications sales assumptions,
•Criteria
customer
problems, etc
Discussion
Use the IFD to discuss about
The gaps in information flow
The inefficiencies
What kind of information loss happens
Identify areas of potential risks
The choice of medium and its suitability
Session 1 -Summary
Questions