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Session1 130404032206-phpapp02


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Session1 130404032206-phpapp02

  1. 1. Pre-sales Workshop
  2. 2. Contents 1 Presales Process Overview 2 Roles & Responsibilities 3 Writing a Winning Proposal 4 Post-RFP stage 5 A Generic Framework
  3. 3. What is presales A set of activities normally carried out before a customer is acquired A typical sales cycles  Suspect  Prospect/Opportunity  Lead Presales involvement in these phases differs from situation to situation
  4. 4. What is Presales  Happens along with a sales person before a sale closes  It is sales support  It is also about being a technical and business consultant
  5. 5. A Typical Sales Process Product Knowledge Prospecting Approach Needs Assessment Customer Presentation Sales Close Follow-up
  6. 6. Presales Involvement Product Knowledge Prospecting Approach Needs Assessment Customer Presentation Sales Close Follow-up
  7. 7. What is not presales  Searching for new suspects, prospects or leads  Qualifying prospects  Deciding and planning to approach prospects  Negotiating with customer in closing a deal
  8. 8. What is not presales  Developing relationship with customers  Calling for a meeting with the customer  Deciding the price of a deal  Collecting feedback from the customer
  9. 9. Presales in IT  Companies looking for vendors to implement software solutions call for proposals  Support for Sales in closing a deal  Many times a technical and business consultant for the potential customer  Crucial link between Sales, Customer and Delivery  Needs a blend of technical, business and soft skills
  10. 10. Presales in IT Needs to work having the ‘big picture’ in mind – winning the deal for the company as well as customer delight Presales role could be specific to account, territory, technologies and partners  Plays an important role in making proposals for RFPs and RFIs
  11. 11. Why Presales  Increasing complexity in customer’s business requirements in terms of variety in technology, number of components or modules, security and infrastructure needs  Customer delight is more than matching customer needs with a right technical solution. Customers expect vendors to partner with them in meeting their evolving business needs
  12. 12. Why Presales  Bidding process is a complex and a very formal one, with strict adherence to procedures and timelines  Bidding process involves intelligent negotiation on price, scope of work, schedule and other contract requirements  Therefore is too important to be done without committed and dedicated professionals
  13. 13. Without Presales Making proposals may either end-up with delivery heads or worse, with sales  Sales will not have the depth of technical knowledge to provide a solution  Delivery heads may not have skills to match customer’s business needs with the right technical solution  Both the teams could be short on bandwidth to take full responsibility
  14. 14. Place of Presales Presales Customer Sales Services
  15. 15. 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
  16. 16. 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
  17. 17. Presales in career growth In larger organizations, presales gives a very good opportunity to network with all the right people Since presales is demanding on both technical and business knowledge and management skills, it’s the right place for a challenging job
  18. 18. Presales is different Any specific sales engagement is temporary therefore the corresponding sales-presales engagement is also temporary The same is true for the other cascading engagements between presales and others down the line The engagement on an average lasts for about a month – from the start of the RFP to the end of the RFP
  19. 19. Place of presale  Where does a presale person belong to  Practices  Center of Excellence or Technologies  Accounts  Territory  Partners  Sales  Sometimes from the project itself
  20. 20. Common Attitude and Perceptions I am on bench. So they picked me up to do this job… This is mainly a ‘cut-copy-paste’ job. Why do they need me ? In any case, winning depends entirely on the sales team and the top management… After all, I am a technical person… I don’t know or want to be a sales person  I don’t see the results immediately, it usually takes months before I hear…
  21. 21. Common Attitude and Perceptions We are non-billable resources. Obviously we don’t get enough resources to do the job I am not trained for this job… There’s just not enough and right information around to write this proposal… There’s hardly enough time to do this work… Why can’t they inform me much ahead ? How do I grow in my career in this path ?
  22. 22. Common Problems Presales work is not assigned the right resources Not enough training is given Presales work needs many temporary resources and therefore gets less commitment People who are on bench are assigned Proposal can have too many technical components and therefore may need involvement of many people
  23. 23. Common Problems May face ownership problems Demanding on technical, business and soft skills all at once Every RFP response ‘suffers’ from extreme time constraints
  24. 24. Presales Process
  25. 25. Winning a Deal Opening Game •Market Analysis •Strategic Planning •Account Planning •Branding Middle Game •Account Management •Relationship Management •Opportunity Management •Pursuit Management End Game •Proposal Management •Presentation •Negotiation Deal Client Market
  26. 26. Pre-RFP RFP Proposal Post-RFP • RFP Issue • Pre-Bid Conference • Clarifications on RFP • Modifications to RFP • Identify resources to work on RFP • Finalise reqmts • Shortlist vendors • Finalise Evaluation Criteria • Finalise Budget • Customer presentation by vendor • Prepare Proposal according to RFP guidelines • Customer Visits • Demo of Capabilities • Presentation • Evaluation Presales Stages
  27. 27. Presales Stages Roles  Customer  Sales person  Presales person  Finance  Solution Architect  Domain Expert  Technical Consultant  Account Manager
  28. 28. www.themegallery.com Presales Stages • Finalise reqmts • Shortlist vendors • Finalise Evaluation Criteria • Finalise Budget • Issue RFP • Arrange pre-bid conference • Provide clarifications • Receive proposal • Request for site visit and/or demo • Evaluate and finalize vendor • Make customer presentation showcasing services, products and strengths • Receive RFP • Seek clarification on RFP • Get commitment from internal resources • Keep mgmt informed • Assist presales with inputs from customer and about customer • Add commercials to the proposal • Arrange for Customer visit • Arrange for demo and presentation • Provide inputs as needed • Receive RFP • Identify resources to work on RFP • Form cross-functional team • Seek clarifications • prepare proposal by working with cross-functional teams or by taking inputs from them • Assist sales in customer visit, demo and presentation • Provide inputs as needed (case studies, testimonials) • Provide inputs as needed (questions to customers on business needs, technical specs, etc) • Provide inputs as needed (technical solutions, relevant case studies, etc) • Provide inputs as needed (inputs for demo) Delivery Presales Sales Customer Pre-RFP RFP Proposal Post-RFP
  29. 29. Information Flow Customer Sales Pre sales Delivery •Business Reqmts • Technical Reqmts • Constraints • Evaluation Criteria • RFP • Clarifications • Provide infn on products, services • present success stories • seek further infn on customer • RFP • Infn on customer constraints, preferences, priorities • Competitor infn • RFP Clarifications • questions on RFP • questions on customer • status update • Response to RFP • questions on business and technical reqmts • questions on customer constraints, Evaluation •Carsitseurmiaptions, customer problems, etc • seek to understand business and technical reqmts to form a solution • seek to • understand solution provided
  30. 30. 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
  31. 31. Session 1 -Summary What did we learn Questions