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Presales Heads - monthly sync [17-Apr-25] - Coggle Diagram
Presales Heads - monthly sync [17-Apr-25]
Quarterly review with Arun and Jagat along with AMs
Lesser focus on vertical specific health, EEs, ENs where we didn't play a role
More focus on NN, SFDC data, initiatives, win/loss, learnings we are applying
Will happen in mid-May (12 or 13 May)
Feedback: In case of SCL dedicated time and energy goes in Infios (Korber earlier), we can call that out in the deck
Tiered Rates
Preference shifting towards tiered
Consistent brackets to use if not provided explicitly by prospect/client: 1-3, 3-5, 5-7, 7-9, 9-12, Architects
Review the experience bands with SMEs without getting into rates, if required involve ear-marked DM
Presales provides the final approval on bands needed before SEG provides rates
In CSA and proposal addendum - lower and higher tier rates included too
Request for tiered rates keeping slower turnaround time in mind
Standard/non-tiered rates for BAs, Project Managers, Program Managers, Architects, Sr, Architects, Lead Architects, Evangelists - these go in a separate table not merged with tiered rates table
Feedback: The part where we review the bands every 6 months and then apply new rates if people move to the next band may cause complications and push back - especially at enterprise level
We will look at it on case by case basis and if we need to adjust the frequency, we can take waiver. If the instances are many, we can review the 6-month frequency in general
Feedback: What happens if we we submit the proposal and then delivery has to load more senior people and OI shoots up?
The focus should be to propose tiers based on the project need and not based on availability. Then if the team members of exact seniority are not available and more senior or less senior folks are to be added, it is a RMG/Mgmt/Delivery decision.
SFDC hygiene
Will focus on reducing the number of fields and reviewing master data
Greg and Kiran to use SFDC reports to track progress
Continue strong discipline and follow-ups from our side, if no response on first follow-up include me and Greg/Kiran in next follow-up
Shoutouts
Finastra: The proposal defense prep was exceptional
Finastra: Working closely with procurement, get internal insights through connects, Arun's connect with their CEO
Idea is to be ready to build custom slides, prepare custom pitches based on research and insights - this allows us to make a very strong impact in our proposals and presentations - especially when we need to make an impression in limited time
Action Item: In the next presales KSS - Finastra Proposal Defense slides will be covered
Building a 2nd line of defense
We could either hire from outside to help us out directly in presales
OR - we hire someone from outside to free up bandwidth of existing Sr BAs or Solution Architect to support with presales officially - this will require AM's blessings
Feedback: Challenges being faced in some verticals may be unique - vertical heads to bring this up to Raunaq