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It is a process or a set of activities/sales normally carried
out before a customer is acquired, though sometimes
presales also extends into the period the product or
service is delivered to the customer.
Pre-Sales
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Pre-Sales Life Cycle
Discovery of
pain points &
your value
adds business
case
development
Product
Demonstrations
Tailored PoC’s
Assistance with
sales Closure
Prepare for
hand-off to
delivery team
Participation in
Implementation
and later
maintenance &
Support
Assistance with
RFI/RFP
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Pre-Sales Professional - Responsibilities
• Understands what the customer needs
• Develops an initial view of the solution the customer needs
• Tailors the product or service of his company to meet what the customer needs,
• Explains (or helps sell) this solution to the customer
• Helps close the deal or sale
• Hand over to the delivery team or product specialists
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Universal Containers management decides to move away
from their legacy CRM solution to the state of art CRM
solution i.e. Salesforce. They would like to empower their
Sales, Service, Partners and Customers with an integrated
solution with their backend ERP
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RFI vs RFP vs RFQ
• Request for Information (RFI) is
most times to collect capabilities
of various vendors
• Likely to be followed by an
RFP/RFQ
• Request for Proposal (RFP) is
when purchaser seeks
solutions on their needs and
has strict procurement rules for
content, timeline and vendor
responses.
• Would like to start the program
as soon as possible.
• Request for Quote (RFQ) is
commonly used when
Purchaser has the detailed
requirement and would like
which vendor can meet their
requirements with acceptable
timeline and cost.
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RFP layout
• Executive Summary
• About Us
• Business Objectives
Expectation Vs Our value add
• Our Understanding
• Scope of Work
Sales
Service
Communities
Integration
Data migration
Scope Exclusions
• Proposed Solution and Delivery approach
Mapping business requirements
Solution architecture – As Is Vs To Be
Implementation approach
Implementation Methodology
• Project plan and timeline proposal
• Key Assumptions
• Proposed Team Structure
Roles and Responsibilities
• Governance Model
Project Management
Escalation process
Change Management
• Training
• Prior Experience (Case Studies)
• Risks & Mitigation
• Commercials
• Acceptance
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Image credit - https://blog.ganttpro.com
Implementation Methodology
Scope and business needs drives which
method you want to apply
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Phases
Estimates(Man Days)
Standard Salesforce Setup Fixed number of days
Pre-Game 2-4 weeks
Total SFDC Design + Build + Unit Testing (does not
include Integration and Data Migration Effort)
Sum of line item level estimates
Data Migration 15%
Integration Build and Unit Testing
20%-30%
Internal Validation Testing/Pre-UAT
10%
UAT Support 5%
User Training 5%
Documentation 5%
Deployment 2%
Post Go Live Support/Hypercare 10%
Local India Management 5%
Sample Guess Estimates
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• Line item level estimation - High Medium Low
• Story Points based estimation – 1,2,3,5,8,13,21+
• T-Shirt Sizing based estimation – S, M, L, XL, XXL
Estimation Techniques
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Effective Change Management – 9 Steps
1. Get a Release strategy
2. Engage an executive sponsor
3. Collect input from end-users
4. Define scope and impact
5. Prioritize
6. Configure and test
7. Communicate and train
8. Deploy
9. Follow up & Support
Click Here to Download
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RFP Orals Scenario
Introduction
Business Objectives
Our Understanding
Our Approach
Technical Solution
As-Is Vs To-Be Architecture
Tools & Accelerators
Value Proposition
Resource Experience and Skills
Estimates
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Project Implementation Life Cycle
• Discuss and
Capture day
to day process
• Validate the
business
requirements
• Finalize the
scope
• Data Model
• Security
Design
• Configuration
Design
• Technical
Design
• Prototype
• Data Migration
• Integration
Design
• Config &
Build
• Sample Data
Migration
• Unit Testing
• Refresh
Mgmt
• Release
Mgmt
• Customer
UAT
• Sign off
• Data
Extraction
• Data
Mapping
• Data
Transformat
ion
• Data Loads
• Data
Validation
• End User
Training
• Admin
Training
• Training
Manuals
• Production
Deployment
• Go-Live
Communicati
on
• HyperCare
Requirement
Gathering
Design Build UAT Migration
User
Training
Go Live Support
• Quick Hits
• Bug Fixes
• Minor
Release
• Major
Release
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“If I had an hour to solve a problem and my life depended
on the solution, I would spend the first fifty-five minutes
determining the proper question to ask, for once I know the
proper question, I could solve the problem in less than five
minutes.”
- Albert Einstein
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What is Consulting?
It’s a mindset
Which can Communicate effectively
To gain Technical Knowledge
To apply Analytical Thinking
Art of Listening !! Ask the right questions !! Express yourself !!
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One large global/complex Salesforce implementation with consulting
mindset will take you leaps and bounds in this D2C journey.
It’s not how many projects you do or how many certifications you hold? It
is the learnings during project that builds your experience !!
Experience Matters !!
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Introducing
Road Show
• Full day meetup in your local DUG/UG
• Covering the depth and breadth of End-to-End project
implementation
• Focused discussion on how to improve with consulting
mindset
• Workshop simulation
• Deep dive into each phase of project lifecycle
• Highlighting the importance of Communication and
collaboration
