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Presales @ Cybage [Jan 2026] - Coggle Diagram
Presales @ Cybage [Jan 2026]
Way forward
Systems driven discipline
Non-cookie cutter approach
Headcount based to outcome based
Domain depth
Greater accountability in absence of hard targets
Structure
Vertical-aligned presales leaders
Clear ownership per vertical
Specialists leveraged on demand (CTG, SMEs, Platform teams etc.)
Opportunity Shaping
Interpret true client intent
Drive pursue vs reshape vs no-bid
Set deal-specific positioning
Solution & Commercial Direction
Define solution scope and boundaries
Align technology, delivery, and cost
Own deal-level pricing constructs
Vertical Narrative & Representation
Own vertical POV and story
Act as primary spokesperson
Present to clients, prospects, leadership
Strategy & AOP (Annual Operating Plan) Contribution
Feed vertical demand signals into AOP
Identify priority growth bets
Align presales effort to growth focus
GTM Support to marketing
Tracking & Learning
SFDC-based opportunity tracking
Quality and stage discipline
Win/loss pattern learning
SEG (Sales Enablement Group) ownership
BID/RFP governance
Rate cards / Alternative pricing models
Asset repositories
Cross-vertical knowledge management
RFIs from Analyst firms
Points from Badhri
What kind of offerings story we tell?
What are the challenges on integerated storytelling?
AOP / Nov / Dec - Decks I need to share
Where growth comes from
Existing engagements - penetrate radiate (Anjan focuses on this)
Net new logos
Partner channels
Need for structure and discipline in order to scale
Proactive approach