1. Presales Mantra
:: In its simplest form ::
Jignesh Dhakkan
Email: jdhakkan@gmail.com
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2. Presales Parameters
• Number of Opportunities
• Size of the Deals
• Number of wins
• Presales Life Cycle
• Number of supporting staff
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3. Presales Mantra
Opportunities X Deal Size X No. of Wins
X Presales Head Counts
Presales (Business Support & Sales) Cycle
↑ - Increase; ↓ - Decrease
•↑ Opportunities
•Nurture good relationship with Customers and Customer Facing Units
•↑ Deal Size
•Give acute attention to large / High Potential deals
• SWOT
• Relationship information
• Critical Success Factors
• Thorough understanding of evaluation criteria
• Market Analysis
• Multiple solutions
• Out-Of-Box business value / presentation style / compactness
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4. Presales Mantra
Opportunities X Deal Size X No. of Wins
X Presales Head Counts
Presales (Business Support & Sales) Cycle
•↑ No. of Wins
• Formulate strategies to increase hit ratio / number of wins
• Thorough Understanding of business requirements with possible minute
details and provide correct solutions, approach and efforts
• Contribute value adds to business processes / requirements with your
Subject matter expertise & Innovative solution from SO
• Collaboration model with required teams to smoothen turn-around
• Consultancy and Solution Offering (SO)
• Delivery and
• Alliance
• Risk-Reward delivery approach assuring timely and cost-effective delivery
•↓ Cycle (Processes and Timeline) to close deal
• Reduce Presales Cycle / response time with standard processes and collaterals
• Proposal Factory and Frameworks
• Continuing Professional Education (CPE) & Continuous Learning Sessions
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5. Presales Mantra
Opportunities X Deal Size X No. of Wins
X Presales Head Counts
Presales (Business Support & Sales) Cycle
Balanced Multiplication Factor
•Optimum Head counts (CFOs’ ☺ delight)
•Business goal, roles, responsibilities, process and key contacts orientation
•Self motivated, Leader, innovative, collaborative and highly skillful
•Handle responsibilities with minimal supervision
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