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Presales Way Forward [May '25] - Coggle Diagram
Presales Way Forward [May '25]
Presales Team
Major dilution in the last 2-3 years
Changes needed
HCLS, Fintech, Retail - team is too junior (confidence is low)
M&A - team is under capacity
SC&L, T&H - old timers need to be given more responsibilities
Potential Solutions
New presales heads for HCLS & Fintech - look for internal talent first (strong DM or Solution Architects - who are trainable), augment with external talent
Monitor Retail presales track for 6 months
Dedicated layer of Solution Arch., Sr BAs, under larger practices
Ravi can be given additional responsibilities officially with KRAs on Infios, and be provided dedicated marketing bandwidth
Some sort of hierarchy at presales heads level under Ravi and Bhushan (not focused on domain but solutioning)
[Observation] Bhushan has been traveling more than others - this is an interesting model and if successful could be replicated - provided the 2nd line of defense is ready for the verticals
New KRAs going foward
KSSs conducted
Proposals submitted
Collaterals refreshed by category (vertical deck, case studies, frameworks, horizontal content)
Avg. opportunity turnaround time
Cross-pollination of knowledge
Happening inconsitently
Trying to maintain a backlog of session and involving different presales heads to cover topics through crowd sourcing
Staffing, resourcing related opportunities coming more often - that require less solutioning and more resource management heavy lifting
SEG Team
Quality of people, cookie cutter mindset, no hierarchy
Reviews not proper at Sujay and Leticia's level - since they are short of capacity
Sujay occupied with GCC discussions, coordinating with marketing for GCC etc.
Potential Solutions -
Increase capacity - and build a hierarchy by hiring more juniors who we train
Find 1 more person at Leticia's level or 1 level lower
Free-up 25% bandwidth of Leticia, 50% of Sujay's from day to day collateral creation
Explore tools that can be used by SEG for spinning up collaterals quickly
SFDC Adoption
Improving at presales level
Challenges at onsite level adoption
Notes, MoM, status are not updated consistently
Marketing is helping with logging info when asked
EN/EE level data is a challenge
Potential Solutions
Reduce the number of fields (in progress)
Improve the workflows/usability (to-do)
AM, Presales, EM, Sales level discussions happen through SFDC dashboards
Tracking aging of opportunities, win/loss, status, size of opportunity, next steps all through SFDC
Track the engagement level of Onsite team members on SFDC opportunities - sales incentives tied to that