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Presales Playbook - Rough thoughts [Sep-'24] - Coggle Diagram
Presales Playbook - Rough thoughts [Sep-'24]
Build and Enhance Vertical Knowledge
Interactions with delivery team and AM to stay up to date
Vertical specific reading, research, certifications
Participating in and organizing vertical wide KSS
Spread knowledge to groups outside the vertical
Sync-ups with ORMs
Use that in sales and marketing collaterals and discussions
Capability decks
Case Studies
Blogs / white papers
QBR / MBR single sliders
Website content upgrade
Enhance existing collaterals on periodic basis
Contribute through the opportunity funnel
Do SWOT analysis as opportunity (larger ones) moves to develop stage with ORM / Sales person and use it to build proposal response strategy
Create Query log tailored to the requirements
Ensure opportunity info, MoMs, progress etc. are up-to-date on CRM
Drive proposal creation process with SEG along with inputs from ORM/Sales - start with providing outline of the proposal
Tailored proposal built iteratively with continuous feedback from ORM/Sales/Delivery
If it is a formal RFI/RFP, review and update all the data required to be captured in our response sheet
Discuss with Prasad/Greg/AM/Mgmt on any waivers, discounts, FP approvals
Drive proposal discussions with the client along with ORM/Sales person - focus on solutioning while ORM/Sales focuses on negotiations, paper work
Involve Delivery if probability of conversion is high to raise resource requests and parallel handover
Document all the key decisions taken in the proposal on email (and Salesforce if required)
Take proposal to closure (win or loss), and if lost, ensure reason for loss is documented in Salesforce
Be a part of Project kick-off if won (review SOW)
Drive initial synergy mapping, company research using SmartPal, LinkedIn, Website info, vertical knowledge (in case of NN)
Tactics
Weekly sync-ups with AM
Daily sync-ups with pre-sales solution architects
Weekly sync-ups with vertical solution architects and BAs
Fortnightly KSS - with inputs from AMs, DMs, sales pipeline
Stay on top of all Opportunities on Salesforce (EN, EE, NN) - chase ORMs / SEG / Other Stakeholders on action items
Provide inputs to Marketing team on campaigns, ABR single sliders
Participate in the presales all-hands
Org level contributions
Contribute to AR RFIs
Come up with horizontally applicable frameworks like PIE, DART, SCORE, TAPAS etc.
Contribute to VC/PE discussions