Episode 03: Where Is The Future of Pre-Sales Going?

From Arc 1: Understanding The Value of Pre-Sales

June 27, 2023 | 7 minutes

In this episode, Stephen welcomes back Peter McMullan, solutions consultant at Diabsolut, to discuss both trends and the future of pre-sales. They address why pre-sales trends are important, how and why their customer-facing role is expanding, and what customers can expect when working with SaaS pre-sales teams in the next 5 years. 

Key takeaways

• As agents for customer success, pre-sales team members (including solution consultants and engineers) are being engaged earlier in a sales opportunity, and maintain their involvement throughout to support customers and sales representatives with expertise as they choose the best path forward 
• Early involvement of a pre-sales team is crucial to validate if an opportunity and the requirements of the project are realistic 
• Pre-sales is moving towards a new role, becoming the bridge between the sales team and the delivery team for customers as they begin their project 

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Highlights & Timestamps

0:00 | Introduction
0:44 | Recent trends, Trend 1: The timing and length of the involvement of pre-sales
2:24 | The role of pre-sales as a validation agent at the beginning of an opportunity
3:32 | The role of pre-sales after a deal is closed
4:33 | What to expect for this role over the next 5 years
6:11 | Conclusion

Speakers

Host

Stephen Sugumar, Manager, Solutions Consulting at Diabsolut
Stephen has delved into many roles over the years, from development, professional services into his current role as Manager of Solutions Consulting today. Leveraging his technical expertise and solutioning adaptability to find a path forward within all his engagements while guiding his team in similar fashion. He is an expert in processes and best practices—leveraging insight from industries such as Energy & Utilities, Healthcare, Home Services, Telecom, Manufacturing, and High Tech—to support Diabsolut’s customers in their evaluation and selection of Service solutions.  

Main Speaker

Peter McMullan, Solutions Consultant at Diabsolut
As a seasoned member of the Pre-Sales team, Peter brings an expertise in service management, focusing on field service and improving operations within service organizations. His background in engineering gives him a fresh, solution-driven perspective that he leverages to analyze problems. Peter proves himself to be a trusted advisor to Diabsolut and customers through his understanding of business analysis, process improvement, development, and configuration in designing and demonstrating tailored solutions.

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