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PRESENTED BY: ANKIT YADAV

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MARKETING MASTERMIND

AUTHOR: PRIYANKA AZAD

VOLUME NO: XI

JULY, 2011

REFRENCE NO # 10M-2011-07-04-01

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INTRODUCTION

The global IT market continues to grow withorganizations all sizes and form diverse business

increasing their level of computerization and

adopting more up-to-date systems.

Most IT organizations have teams & departments

whose responsibility is to create necessary

groundwork for the sales & marketing team to

present solutions & services that organization can

provide to its prospective customer & thus

relationship process starts.

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Pre-Sales plays a very important role in

the process of attracting customers.

An organizations pre-sales team plays the

important role of being the eyes and ears

for procuring business & entering into new

agreements.

Pre-Sales Carries out the basic work &supports to the sales and marketing team

in responding to a prospective customer's

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A Lead can be defined as information about apotential prospect that enables the organization

to offer its products/services.

The pre-sales process is initiated by a lead

The three most important sources of leads are:

(i) Request for Proposal(ii) Internal Lead &

(iii) Cold Calling

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LEADS

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Why is Pre-Sales Important ?

Core Benefits Large organizations with dedicated pre-sales teams

tend to build a large information base over time

while interacting with various prospects.

The Pre-Sales Team provides support to the sales

and marketing team in providing all the relvantinformation on the basis of which the sales and

marketing team can approach the client with a

formal proposal.

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Pre-sales activities facilitate better

resource utilization. The organization

gains from the technical capabilities of the

resource persons involved & the individuals

concerned are able to contribute towards the

goals of the organization.

Networking is another advantage of pre-sales

activity. Pre-sales team members oftenapproach various groups & departments

inside the organization.

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Pre-Sales: The Working Principle

In a nutshell, the end-product of pre-salesactivity is an offer submitted to the client that

clients need, together with all supporting

information.

There are three main consideration while

creating a proposal are:

1. Technical Solution2. Administrative Approach

3.Financial Aspects

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TECHNICAL SOLUTION:A proposal by its verynature provides details of the proposed

solution to a requirement from the customer.

The details would include all necessary

technical aspects.

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ADMINISTRATIVE APPROACH:

Once solution is determined,

pre-sales team helps to ascertain the factors

that will facilitate implementation of the

solution

FINANCIAL ASPECTS:One of the key elements

in proposal is the costing details.

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Total costof the project

Billing model-whether based on Individual

Time & Material (T&M) Proposal

or Fixed Price (FP)

Invoicing mechanism Organizational.

Mode of Payment Practices

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Some of the constituents are:

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CONCLUSION:

Pre-Sales has been an extremely crucial activity formarketing organizations.

Pre-Sales has been utilized for acquiring & detailed

knowledge of the prospects which in turn has a

positive impact on sales.

The task of Pre-sales team is especially vital in the ITindustry because need of every customer are unique

and products & services are highly customized.

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