Pre-sales Discovery
Pebble's client-server software tool helps software vendors, VARs and implementers win business through effective pre-sales discovery.
Why was this tool developed?
We interviewed software vendors, VARs, implementers and buyers of business application systems. All indicated two points of pain.
For software vendors, VARs, implementers:
Pre-sales resources are tight.
• Would like to get more done in less time
• Would like to leverage resources
Demos not easy.
• There’s a lot to remember
• Keeping everyone on the same page is a challenge
Need to close more business
Hand-off from Pre-sales to Implementation
Valuable information lost
Time-consuming
Duplication of pre-sales efforts by project team
• Upsets customer
• Adds cost and time
For buyers:
They are looking to buy a solution to their issues. Unfortunately, in a lot of cases when the demo is over the prospect feels they got a product pitch instead of a solution sell.
Pre-sales/ Demo
“I didn’t see the big picture. They just jumped in and started showing things; I got lost.”
“We had to have them come back to go over things again.”
“Why did every member of the demo team start with ‘So, what do you do’?
“We covered the same ground several times - prior to the demo, during the demo, finalizing licensing requirements and developing the implementation plan.”
“They could have done that demo without ever talking with us. Take that situation when the person asked if we did something and we told him never and then he went on to show us how it could be done.”
The result – longer sales cycles and lost sales.
Hand-off to Implementation
On the implementation side a major issue for buyers of business application systems was the loss of valuable information in the hand-off to implementation, resulting in time, and dollars, spent re-visiting the same discovery efforts.
“I thought we covered this with the sales people.”
“That’s not what we were sold.”
“We have to go over all this again?”
But solving this takes too much time and pre-sales resources are tight. So, it’s a no-win situation. Or is it….
Software Tool Provides Win-Win Solution
The software tool is intended to help you leverage resources to conduct a more effective discovery effort and set the stage in demos with a solution-focused presentation. All the information learned about the prospect’s operation and solution requirements is stored in a database – ready for the implementation to ‘hit the ground running’.
Generate more sales, faster
• Focus on selling a solution
• Identify how your solution provides a win
• Reduce the risks for your prospect
• Streamline sales efforts.
Optimize investment for your customer and you
• Provide continuity between pre-sales and implementation
• Avoid costly oversights.
Improve productivity and bottom line
• Leverage resources
• Eliminate redundant efforts
• Reduce time and costs.
Don't let your implementation plan sabatoge a successful demo ...
Please contact us at info@pebblellc.com for more details.
An effective discovery positions you as someone who understands what is needed. You get better buy-in. You close more business, faster. Implementations can be done faster, profitably. You can do more business with the same resources.
