What is Presales role ???
Hello Friends… Hope you all are doing good.
Today we will discuss about Presales, where it fits in the IT space.
Presales as the name suggests, activity done before a Sale is made.
As per Wiki, Definition of Presales is, “Presales is a process or a set of activities/sales normally carried out before a customer is acquired, though sometimes presales also extends into the period the product or service is delivered to the customer.”
Generic Presales flow: – Opportunity Analysis –> Tender Evaluation –> Proposal development –> Submit and negotiate.
Usually the Job titles related to Presales are: – Systems Engineer, Solution Architect, Presales Consultant, Solution Engineer, Presales Solution Architect to name a few.
Since, every organization has various Service offerings or product offerings. Obviously to do Business.
And To sell them, Organization need the help of Sales team (Job titles as AE – Account Executives / Sales Executive /Business Development etc.).
Once they hunt a prospect deal / also called as an Opportunity, then comes the Presales team in Picture. Sales need the help of Presales team to design and present the technical solution as per the customer needs.
Customer shares the RFP (Request for Proposal): Customer needs the Solution to be submitted.
If there are any questions / doubts /or more information is needed, Presales/Sales team reply to RFP with RFI (Request for Information). And once all details are captured, final solution is presented to client with RFQ (Request for Quote) and BOM (Bill of material) is submitted by the Sales team.
Major Responsibilities of Presales Team are: –
Internal Meeting with Sales team, to understand well in advance customer requirements
Solution Design and preparation as per customer needs.
Explaining the Design document to Customer.
POC, Proof of Concepts demonstration.
Solution design also include the Total Cost of the solution, in local currency where business is made. (Sales team/Pricing team, then reviews the cost and increase/decrease as per fluctuating rates) ……
till then , Take good care of yourself…. Thanks SD