Presenting by KVN Pavan Kumar9849385640

Smart Marketing Post Sale

Who is Pre-Sale Consultant1. The presales consultant assists the sales process by working with

clients to assure that they understand the software and/or consulting services that the vendor is attempting to sell.

2. Need for PreSale Consultant1. Every customer requires something different and if you are supporting

multiple sales people or one very busy sales person you never get bored. 2. The customer is usually very friendly to the presales consultant simply

because he or she is there to answer questions and does not apply pressure to close the sale, at least not overtly.

3. Behind the scenes the Presales Consultant often build demos and presentations while coaching the sales team in what the product can actually achieve.

Understand about Sale & Pre-SaleSales Process Pre-Sale Involvement

Product Knowledge ProspectingApproachNeeds AssessmentCustomer PresentationSales CloseFollow-up

Product Knowledge Prospecting Approach Needs Assessment Customer Presentation Sales Close Follow-up

Place of Pre-Sale

• RFP Issue• Pre-Bid Conference• Clarifications on RFP• Modifications to RFP• Identify resources to work on RFP

• Finalize reqmts• Shortlist vendors• Finalise Evaluation Criteria• Finalise Budget• Customer presentation by vendor

• Prepare Proposal according to RFP guidelines

Pre-RFP RFP Proposal Post-RFP

• Customer Visits• Demo of Capabilities• Presentation• Evaluation

Presales Stages

• Customer• Sales

• Customer• Sales• Presales

• Presales• Practice/Delivery/ Account/ Finanance• Sales

• Customer• Sales• Presales

Winning a Deal

Mark

et

Cli

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eal

In Practice1. Often the presales consultant conducts the software demos or

explains the project flows in sales presentations. 2. You may have encountered a few different names for a presales

consultant.3. Depends upon organizations Contexts we can call them presales

engineers, sales support consultants, and business solution professionals.

4. While presales consultants have both technical and business acumen, they also have to have a little bit of sales person in their soul.

5. They have to know their products almost as well as an implementation consultant but more importantly they have to understand the business of the potential client.

6. PreSale consultant should plan about his action plan just before going to live by considering the following factors after Product demo is over.1. Segment the Audience2. Target the Audience3. Present about Unique versions according to their needs and personas

Pre Sale - 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 Criteria

• assumptions, customer problems, etc

• seek to understand business and technical reqmts to form a solution• seek to

• understand solution provided

www.themegallery.com

• 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)

Del

iver

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Sal

esP

resa

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Cus

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er

Pre-RFP RFP Proposal Post-RFP

Presales Stages

Thanks for your attention!Feel free to reach out to me if you need any help to work with you as Pre Sale Consulting on Contract or full time basis.

My Expertise in the areas like

On Site / Offshore Resource

Consulting

PRESALES ENGAGEMENT

IN PRACTICE

Pre Sale Process - SuccessNeeds for Soft skills

A variety of SkillsThe right attitudeKnowledge of the system of which you are a part of – the

different players, their stake in the bids, etcKnow how to prioritizeContinuous follow-up is a virtueLearn to be a trusting partnerBe aware of getting setup for failures

Product Comparison

Presales Engagement: When Does It Start?

Product Comparison

Goals: Help prospects make an educated buying decision, develop their confidence in your organizationTraditional activities:1.Solution preparation2.RFI/RFP response3.Product demonstrations4.POCs (Proof of concepts)5.Product collateral

Our Sales Expert

Presales Engagement: Traditional Approach

Part Sales PersonPart Analyst

Presales Engagement: How important is it?

Presales Engagement: How Is It Changing?

Traditional Enterprise Sales

Emerging Subscription Sales

Product ConfirmationProduct ConfirmationProduct ComparisonProduct Comparison

Product ConfirmationProduct ConfirmationProduct ComparisonProduct Comparison

In-person Meeting

In-person Meeting

Product Bake-offProduct Bake-off

Custom RFP

Response

Custom RFP

Response

Solution Definitio

n

Solution Definitio

n

Onsite DemoOnsite Demo

Proof-of-conceptProof-of-concept

Customer

References

Customer

References

Technical Review

Technical Review

Download White Paper

Download White Paper

Product Videos

Product Videos

Detailed FAQs

Detailed FAQs

Solution Definitio

n

Solution Definitio

n

Online DemoOnline Demo

Trial Software

Trial Software

Video Testimon

ials

Video Testimon

ials

White Papers

and Videos

White Papers

and Videos

Presales Engagement: Resource CenterEasy to

use faceted search

Easy to use

faceted search

Sign-up for

ongoing engagem

ent

Sign-up for

ongoing engagem

ent

Extend engagement to social channels

Extend engagement to social channels

CTAs to move them

through the journey

CTAs to move them

through the journey

More than a ‘wall of text’—make it visually

engaging

More than a ‘wall of text’—make it visually

engaging

One-stop shopping to get answers

Self-service interaction, no need to call or wait

Opportunity to personalize the experience

What it Does

Search can make or break the experience

Present content with images—make it appealing for people

Surround the page with CTAs that leads the person to the next steps of the journey

Have them follow you on their social networks to get new updates

Things to Remember

Presales Engagement: Customer Communities

Start with search

Start with searchThe

community will confirm

your products

The community will confirm

your products

Registration has its

privileges

Registration has its

privileges

Provide a gateway to

other resources

Provide a gateway to

other resources

Enables your customers to ‘sell’ for you

Builds confidence in your products

Follow the discussions—understand what is important to prospects

What it Does

If you have customers, you have a community

Communities need a strategy and leadership

A community can drive registration and deeper engagement with your brand

Incent and cultivate champions—it is a lower cost of sale for you

Things to Remember

Show real people as

part of your

community

Show real people as

part of your

community

Presales Engagement: Customer Communities

Forrester Research, 2012

Presales Engagement: Support Center

Start with search

Start with search

A real person is

a click away

A real person is

a click away

Show off your

support capabilities

Show off your

support capabilities

Show your offerings, let

them see what

customers get

Show your offerings, let

them see what

customers get

Make it obvious for people to find what they need

Make it obvious for people to find what they need

This provides insight into the after sales experience

Self-service interaction, no need to call or wait

Opportunity to personalize the experience

What it Does

Search can make or break the experience

Most people will be searching for support around a product

Make it easy for them reach out to a person

Things to Remember

Presales Engagement: Support Center

Presales Engagement: Self Service Demos

Demo your

software with their

data

Demo your

software with their

data

Sign-up for

ongoing engagem

ent

Sign-up for

ongoing engagem

ent

Make it easy to get started—no credit

card

Make it easy to get started—no credit

card

A demo that moves

into production

A demo that moves

into production

Let them demo the actual software—let them experience your support and community

It is an easy step for them to take it into production once started

What it Does

Make this a key sales tool—no credit card, no commitment is EASY

Show them the options from moving up—where this initial demo can go

Again, get them to sign-up if they have not yet

Things to Remember

Presales Engagement: Videos

Use videos on your home

page to quickly engage people

Use videos on your home

page to quickly engage people

Targeted 3-5 minute videos

address specific

questions quickly

Targeted 3-5 minute videos

address specific

questions quickly

Customer testimonial

s build confidence

Customer testimonial

s build confidence

Builds confidence in your product and brand

Communicates product capabilities quickly

Validate the customer experience with your company

What it Does

Keep videos ‘bite size’—3-5 minutes at the most

Enable viewing across devices—adaptive streaming

Provide a high-performance experience—consider using a content delivery network (CDN)

Look at Brightcove, Ooyala for delivery

Things to Remember

Presales Engagement: Key Takeaways1. You cannot avoid presales efforts for complex B2B sales2. Presales efforts affect the ‘60%’ prior to engaging sales

directly3. Digital presales engagement shortens the buying lifecycle

and reduces costs3. Digital presales engagement are cross-channel activities4. Content marketing and segmentation analysis are

foundational for successful presales engagement