Monday, October 7, 2013

Pre-Sales in a Product company

Pre-Sales is a very widely appreciated team in the IT/ITES Services sector for all the back end help/knowledge they build for winning large scale bids. The Business Analysts talk to the customer and capture the requirements. Both teams function in tandem and contribute significantly to win big deals. In Contrast, when you look at a product company ( We are talking of B2B ) the BA/Pre-Sales is clubbed into the same team and not necessarily separate functions. Especially in early stage firms, when the product is new and you are building a process to sell, Pre-Sales stands to be the most important function to stabilize Product Management, Product Delivery, Training & Product Support with a role in all these functions and much more.

Now coming to the most important role of Pre-Sales - To Support Sales, Here is a quick check on what your Pre-Sales need to know or the skill set they need to have:


  • Can you show and explain any and every feature in your product?
  • Can you explain to the customer in simple terminology how your product works?
  • Can you differentiate between must have requirements and good to have requirements of the customer?
  • Can you explain customer requirements to your product team ( if they are already not available) in the language they understand?
  • Can you listen to the customer requirement and then show how it can be fulfilled using your product?
  • Can you improvise on what the customer wants and show them how to do it in a better fashion using your product?
  • Can you help your sales team win a deal with your strong industry knowledge & product experience?
  • Do you know what goes in the back end to enable a customer?
  • Do you understand the architecture of your product and its limitations it has?
  • Can you estimate how much time is needed to deploy the product based on the requirements?
  • Last but the most important part, are you in line with the company vision on the product roadmap?
If most of your answers are Yes, then you have a very strong pre-sales person else the other way. Quite often, your team will be a mix of people who can cater to only part of these questions - that is when you have to segregate the team into Business Analysts and Pre-Sales ( proposal building,solution document etc).

Most often than not Pre-Sales needs to also get involved in Delivery so that you deliver exactly what is discussed at the time of sale, Also Training which is done mostly by Pre-Sales for a considerable time, Product Management -  so that the road map of your organization is not peddled with the requirements of customers, but at the same time you create a balance where customer / market requirement is given priority and is delivered in the product version releases. Product Support -  If pre-sales is involved in the above 3 functions of delivery,training and management - the number of queries to support will be considerably less and also customers will be more reasonable since they understand the product and also know its limitations.


But till your product becomes a hit, you will need a strong pre-sales who can manage customers, train them, support them ( even if you have a support team, still the personal touch matters a lot in India) and also manage your internal product releases in sync with the market requirements.

Also, with a strong Pre-Sales in place, your delivery & customer support will face a lot less issues / complaints since there is a dedicated person who hand holds the customer from Sale to Go-Live and takes care of any minor changes,configurations etc needed.

As the company grows and you scale up, the following roles can be removed or diluted from Pre-Sales in the order of priority

  1. Support - Support definitely needs to be a dedicated team and multi-tasking is definitely not the way to go when you scale. More on this in our next blog.
  2. Delivery Management - A separate team is needed to manage the huge deliveries you will get when you scale up
  3. Product Management - A dedicated product manager is definitely needed by the time you are ready to scale to manage the large list of product requirements.
  4. Training - This can always be under Pre-Sales but if you can afford, definitely a dedicated team to build and maintain product documentation.

In short, your Pre-Sales will be the "Sun" of your Organizational System and all departments supported and backed by it after you scale up. But unlike the Sun, it will never be a role to be in lime light and will always remain the backbone system. Your customers will Love it and so does your Sales team.







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  104. Textile industry Software

    Textile software takes care of all the manufacturing ranging from planning weave patterns, structure, clothing material, and other related tasks. As trading is another vital aspect of the textile industry, textile industry software also manages Product Life cycle Management and Enterprise Resource Planning.

    construction management Software

    Construction management software is a project management platform that helps companies in processes like budget management, communication, decision-making, and job scheduling, to name a few.

    digital workplace Software

    A digital workplace is the basic set of digital tools employees use to get work done. It can be anything from instant messaging to virtual meeting tools, enterprise social media tools, and even automated workflows.

    GST Software

    GST Software would enable the taxpayers, accounting professionals and business owners to create GST ready invoices effortlessly, file GST returns, generate GST reports and manage their accounting data seamlessly.


    POS Billing Software

    PosTabz is a simple and effective POS billing software solution for Textiles, Jewellery, Super Markets or any retail store and different small and mid-sized Business. Our POS billing software could be hosted in your local outlet or on a cloud which helps in providing real-time data of sales & inventory. PosTabz is loaded with features like touch screen POS billing solution, barcode management, gift cards, expiry management, purchase management, rack & inventory management, e-commerce API integrations and much more.

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  105. Online accounting Software

    online accounting software or web-based accounting software – is accounting software that is hosted on a remote server. Users send data to “the cloud” where it is processed and returned to the user.

    Customer support Software

    Customer service software is a set of tools used to collect, organize, respond to, and report on customer support requests. ... Companies typically use customer service software to enable faster, more efficient customer support delivered by multiple customer service agents working within the same tool.

    material management Software

    Material management software is typically imported from the ERP system and used for inventory handling in manufacturing. The key functional components handle identification of material, tracking of consumed material, tracking of produced material, priorization and control of source and destinations for material, material compatibility weighing, picking and packing. The MESMaterial Management Module also provides powerful product genealogy reporting.

    ERP Software

    Enterprise resource planning (ERP) is a process used by companies to manage and integrate the important parts of their businesses. Many ERP software applications are important to companies because they help them implement resource planning by integrating all of the processes needed to run their companies with a single system

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  106. Employee Scheduling Software

    This software may or may not make optimization decisions, but it is useful in coordinating tasks. Most shift planning software has mobile support, which eliminated inefficient scheduling steps and increases scheduling productivity.


    IT Asset Management Software

    IT Asset management software is a suite that guides the way businesses use their technology resources, secure their data, enforce the best technology practices, and generally improve the quality of the service they offer.

    Scheduling Software

    Scheduling software may refer to: Appointment scheduling software, software that allows businesses and professionals to manage appointments and bookings. Employee scheduling software, software that automates the process of creating and maintaining schedules for multiple employees.

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  107. Lead Management Software

    Lead management is a systematic process in which incoming leads are qualified, analyzed, and nurtured so that they can be converted into new business opportunities.
    In a typical sales process, leads from multiple channels enter your lead management system, and the sales-ready leads are converted into deals.


    HR Management Software

    It is a software application designed for streamlining the Human Capital Management process in one database. It is also called as Human Resource Information System (HRIS) or Human Resource Management System (HRMS). The target is to improve the range of HR management systems. It can take care of a lot of tasks under a single time frame. For instance, it can handle employee management and training at one end while taking care of administration tasks at the other end.

    Help Desk Software

    Generally, the help desk is often a part of a bigger umbrella called service desk, which includes asset management and IT service management. Often the help desk is used synonymously to service desk. However, help desk software generally refers to the system which addresses the customer queries.

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  108. School Management Software

    School management systems make record-keeping and communication effective and efficient, both in terms of cost and money. School administration software is also, big on saving resources like paper, stationery, and time.

    Graphic Design Software

    In computer graphics, graphics software refers to a program or collection of programs that enable a person to manipulate images or models visually on a computer.
    Computer graphics can be classified into distinct categories: raster graphics and vector graphics, with further 2D and 3D variants.


    Photo Editing Software

    Photo editing software is used to manipulate or enhance digital images.
    This category of software ranges from basic apps, which are able to apply simple effects, to industry-standard programs used by professional photographers for more advanced needs.

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  109. 3D Design Software

    In 3D computer graphics, 3D modeling is the process of developing a mathematical representation of any surface of an object (inanimate or living) in three dimensions via specialized software. The product is called a 3D model.
    Someone who works with 3D models may be referred to as a 3D artist or a 3D modeler.


    Mobile App Development Services

    Getting the best Mobile App Development Services for your business is now fast and easy! On our site. Through our site we have helped thousands of companies to find a perfect Mobile App Development Services by comparing product and service ratings, features, pricing and more.

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  110. CAD software

    Used by engineers, architects, and construction managers, CAD has replaced manual drafting. It helps users creating designs in either 2D or 3D so that they can visualize the construction. CAD enables the development, modification, and optimization of the design process.

    Fashion design software

    Many textile and fashion designers now use CAD/CAM software. The designer might begin by hand-drawing a few sketches of their garment. Then, they scan the images into a computer and begin using CAD. This software is used to modify design drafts and make changes to the garment.

    Audit management software

    Audit management software helps companies streamline their audit processes and comply with regulations or internal policies. This type of software is used to define, implement, and monitor auditing procedures for multiple purposes, such as quality management, health, and safety, or environmental protection.

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  111. Transport management software

    Transport management software is a type of software that helps companies with transportation operations and is mainly used to increase performance, and profit with logistics. ... TMS serves as a logistics management tool in a collaborative network of shippers, carriers, vendors, and customers.

    Fleet management software

    Fleet management software (FMS) is computer software that enables people to accomplish a series of specific tasks in the management of any or all aspects relating to a fleet of vehicles operated by a company, government, or other organisation.

    Logistics industry software

    The logistics industry in the United States is a highly integrated supply chain network that links producers and consumers through multiple transportation modes, including air and express delivery services, freight rail, maritime transport, and truck transport.

    Operations management software

    Operational software is computer software designed to improve and streamline the regular operations of a business. ... Examples of software include: Accounting and inventory management automation operational. Product fulfillment. Customer resource management (CRM) and sales applications.

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  112. Finance management software

    A financial management system is the methodology and software that an organization uses to oversee and govern its income, expenses, and assets with the objectives of maximizing profits and ensuring sustainability. ... Coordinating income statements, expense statements, and balance sheets. Balancing multiple bank accounts.

    Wholesale distribution software

    Wholesale distributors purchase directly from manufacturers in bulk and at low prices, then they distribute those products to the next link in the chain, usually a retailer. The retailer sells directly to customers.

    Vendors management software

    Supplier relationship management software is used to facilitate and enhance business relationships between companies and their suppliers. ... When provided separately, supplier relationship management software needs to integrate with purchasing software, supply chain planning software, and supply chain visibility software.

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  113. Great and useful article. Creating content regularly is very tough. Your points are motivated me to move on.

    Email Management Software

    Inventory Management Software

    Hospital Management Software

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  114. Campaign Management Software
    A campaign management system (CMS) is a software solution designed to handle the various components of a marketing campaign.
    Although it uses the same acronym as content management system (CMS), and their designs may be similar in some ways, they are conceptually different. A content management system identifies and tags individual pieces of marketing content on their way through the creation, design and distribution process. In contrast, a campaign management system is designed to measure the elements and individual components of a marketing campaign.

    Property Software
    Simply put, a property management software is an application designed to help property managers and landlords organize their rental properties, tenants, owners, financials and accounts. ... Other features include prospective tenant screening, options to post rental vacancies and online rent payments.

    Manufacturing Software
    Software manufacturing is the process of producing software in ways similar to the manufacturing of tangible goods. In this way of conducting business, each copy of the software is priced and sold as though it was a tangible product. The sales process usually is conducted by per copy or per desktop software licensing.

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  115. Enterprise Social Networking is a platform in which your workplace communicates. This incorporates team messaging, project management, collaboration tools, and more. The world is getting social, and your business is too.
    Enterprice social networking Chatting Software

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  116. A digital adoption platform (DAP) is a software layer integrated on top of another software application or website to guide users through tasks and functions. ... These tools are also commonly used to train new employees on software used in-house.
    Digital Adoption Platform Software

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  117. App Development Software

    Application development is the process of creating a computer program or a set of programs to perform the different tasks that a business requires. Every app-building process follows the same steps: gathering requirements, designing prototypes, testing, implementation, and integration.

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  118. Learning Management System Software
    Learning management systems (LMSs) are platforms designed to help instructors manage educational coursework online. ... LMSs work in concert with other education software, such as student information systems (SIS), to streamline student data management.

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  119. SaaS Management Software

    Researching the best software as a service (SaaS) companies in the last decade? ... Unlike traditional software, customers don't need to create the infrastructure; ... Cvent is a cloud-based enterprise event management platform. ... Discovering Zapier is like a beautiful rite of passage in the world of SaaS ...

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  120. Enterprice social networking Chatting Software

    Enterprise social networking focuses on the use of online social networks or social relations among people who share business interests and/or activities. Enterprise social networking is often a facility of enterprise social software ... they encouraged their users to interact with each other via chat rooms and other tools.

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  121. CRM software

    CRM stands for Customer Relationship Management. It's a technology used to manage interactions with customers and potential customers. A CRM system helps organisations build customer relationships and streamline processes so they can increase sales, improve customer service, and increase profitability.


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  122. mobile game development companies

    A video game developer is a software developer specializing in video game development – the process and related disciplines of creating video games.[1][2] A game developer can range from one person who undertakes all tasks[3] to a large business with employee responsibilities split between individual disciplines, such as programming, design, art, testing, etc.

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  123. BPO services

    Business process outsourcing (BPO) is a method of subcontracting various business-related operations to third-party vendors. ... BPO is deemed "offshore outsourcing" if the contract is sent to another country where there is political stability, lower labor costs, and/or tax savings

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  124. cloud computing service

    cloud computing is the delivery of computing services—including servers, storage, databases, networking, software, analytics, and intelligence—over the Internet (“the cloud”) to offer faster innovation, flexible resources, and economies of scale.

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  125. Digital workplace services are a combination of cutting-edge technology and best-in class support services that enable an organization's workforce to work from anywhere, anytime in a secured environment.

    digital workplace services

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  126. construction scheduling software

    Construction management scheduling software is a software program that produces a written or graphical representation of how a construction project needs to be planned, executed and completed

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  127. employee self service Software


    Employee self-service takes care of different task to be done by HR Executive .This reduces man hours spend by HR executive.It also relieves the pressure of HR executive . ESS can be accessed by all executives and they can do the updation themselves

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  128. law practice management software
    Law practice management system is a overalll system that helps law firms to manage day to day activities such as conatcts calendars ,case numbers ,preparation of bill , tracking the cases etc.

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  129. bpm business process management software
    Business Process Management Systems IS A software used to collect, organize, analyze, automate, and improve upon existing business processes thats needs human interaction

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  130. parks nd recreation software
    Parks and rec software is used to combine all the complex and demanding community activity into user friendly program.thesesoftware progams are made up of several modules with wide range of features

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  131. qualitative data analysis software
    Qualitative data analysis software is a type of software that allows us to analyze data and to perform all types of qualitative data analysis tasks. For example , it allows the users to analyze transcripts, interpret text, code text, and create reports.

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  132. fashion designing software >
    Fashion Design Software is a computer based graphic design tool for developing innovative digital fashion sketches, garment design, textiles, fashion illustration, artwork and other specific elements related to design of apparel, footwear and accessories.

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  133. dynamic application security testing tools
    A dynamic application security testing (DAST) tool is a software program which is used to communicate with a web server application via web front-end with the help of potential security flexibility in web application and architectural weaknesses. It performs a black-box test.

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  134. patient case management software
    This software is used to maintain complete history and diagnosis details of all patients of an hospital.

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  135. hardware and paint software
    Hardware and Paint shop has the required features that are needed for accounting,Printing,Stock Manage, Outstanding Bill, raising of Invoices, etc,

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  136. hospital asset management software

    An asset management plan helps to assess and maintain the required assests so that the opeating costs can be kept at the minimum level. It also improves the operational efficiency of the hospital.

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  137. privileged access management software
    (PAM) software helps the companiesto secure the “keys to their IT kingdom" in order to ensure the user information of their privileged accounts, such as admin accounts on complex company assets.

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  138. digital adoption platform software
    digital adoption platform (DAP) is a software layered combind on top of another software application or website in order to apprise users through tasks and functions. these tools are most commonly used to impart training new employees on software used in-hous

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  139. opd management software
    OPD Management Software is a overall software soliution that is used for computer based record maintanance and processing of data in hospitals

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  140. construction crm software
    CRM stands for client relationship management. It always refers to cloud-based software that creates key relationship, communication, lead and opportunity data for easy access. Clients often tends to expensive, high-profile projects which is based on how well they know and confidence a firm

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  141. education app development companies

    A education application, also referred to as a mobile app or simply an app, is a computer program ... Mobile application dezvelopment requires the use of specialized integrated ... Data theft is not just the loss of confidential information, but makes companies vulnerable to attack










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  142. A visual designer isn't that much fit for designing the codes that are needed for web designing. SEO Antwerpen

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  143. GST Billing Software
    gst billing software
    As a GST registered dealer, you are required to provide GST Invoices, also known as bills to your clients. An invoice or a bill is a list of goods sent or services provided, along with the amount due for payment. You can create GST compliant invoices FREE of cost using ClearTax Billing Software.
    https://www.infobrez.com/gst-billing-software

    ReplyDelete
  144. I really love your blog.. Great colors & theme.
    Did you develop this website yourself? Please reply
    back as I’m hoping to create my own site and would love to know
    where you got this from or just what the theme is named.
    Thank you!
    openvpn crack

    ReplyDelete
  145. infobrez
    Infobrez is one of the worlds topmost reputed IT firm and it has excellent immense growth.Its mainly focus on quality web based products and business tools.getting the best quality software products is now fast and easier way.
    https://www.infobrez.com

    ReplyDelete