1: What is pre-sale
Now companies in the ICT industry in the market have gone through a period of transition from product-oriented to solution-oriented, and then to IT service-oriented enterprises. The selection range of products on the market also began to be wider, and a situation of shopping around appeared, and users also gradually improved, and began to have their own needs, especially when the product was out of touch with user needs, sales began to be not so good did . Selling products is outdated, only products that respond to the needs of users are real products . Products in the ICT industry are becoming more and more personalized, because users are beginning to pay attention to their own needs. Users are gods. In the past, manufacturers were gods. Whatever products the manufacturers give you is the product, and you can use it how you want. You come to solve it. Unknowingly, we have come to the era of solutions. At this time, the sales ability can no longer meet the needs of users. With more and more user requirements and deeper technology, Presales Engineer appeared in the market. this post. He is a technical position specially responsible for providing suggestions on user needs analysis or helping users to give a set of solutions to user problems. Most of the time when sales go to make orders, there is a young man with a laptop or a bag on the left and right. This person is the pre-sales person, or even a large project, with several pre-sales. With the changes in the market structure, the refinement of user needs, and the specialization of professional division of labor, pre-sales was born. Many companies are also known as pre-sales solutions, marketing.
2. Pre-sale value
According to previous work experience, the existing corporate culture attributes and operating mechanism determine the different roles of pre-sales in different platforms. After all, they all have to support their families, and pre-sales that are too professional cannot be accepted by the market.
For example by number of people:
For enterprises with less than 500 employees, marketing is only for those with more than 1,000 project clerks .
For enterprises with more than 5,000 employees, marketing is the sniper
for enterprises with more than 10,000 employees. Marketing leads the development of the industry
In the Audio-Technica, current sales performance accounts for 40%, the company accounts for 30%, pre-sales accounts for 15%, after-sales accounts for 10%, and luck accounts for 5%. The value of pre-sales is not in the current performance, but in the implementation of future business plans. Pre-sales is a semi-technical post and a semi-sales post. The value of pre-sales work is summarized in two points: the first is the pre-sales business ability for customer procurement and sales process, that is, the current key project support implementation; the second is the pre-sales consulting ability for customer problem solving, that is, business analysis of the future Ability to design sales key opportunities.
The ability to support key projects is reflected in carrying out pre-sales transactional work according to the business opportunity items sold. Carry out refined strategy matching based on business opportunities and determine corresponding work objectives. Carry out in-depth demand research based on the initial needs of customers, integrate the company's products according to the research results, and output preliminary solutions. Organize multiple rounds of customer communication, deepen the plan, and get the customer's approval. Support customers to complete project process approval, organize bidding work, and improve the possibility of project winning. Combining solutions to conduct technical disclosure, carry out project review work, and output high-quality cases to promote case replication.
The key design capabilities of future business analysis are reflected in the pre-sales control of market industry trends, customer business analysis, competitor analysis, combined with internal products to incubate business opportunities and clues to future customer business pain points, and explore commercial value to form a set of Competitive and systematic solutions, and output marketing strategy documents.
(Follow-up articles will be written around pre-sales positions)