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Description
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This can include:
- Existing client work and source material (such as Excel spreadsheets, Visio drawings, PowerPoint shows, etc.)
- Demo models and Proof of Concept work produced by a PreSales consultant (both generic and client-specific) |
| Processes (that produce or use this component) | Conduct Pre-Sales Demos
- Category: Output
- VSM Role:
- Feedback Notes:
- Potential Issues:
- Evaluation:
Deliver Consulting Services
- Category: Input
- VSM Role: System 1 - Operations
- Feedback Notes:
Feedback any of the following issues:- Badly-designed pre-sales materials- Misleading information given to client- How the pre-sales material was used, built-on or discarded. Also, make available any new artefacts or techniques (i.e. assignment outputs) that can be used for future pre-sales work
- Potential Issues:
Pre-sales, as the name suggests, is before a sale and is focused on supporting the sale. The problem is that demos will usually be carefully crafted to show the software in the best light. However, the reality may be very different, and the actual consultancy assignment will end up not delivering what was promised. This is not only bad for the customer but also may lead to loss of future sales, while internally, it can lead to distrust which can undermine the company goals, especially collaborative working.
- Evaluation: 2
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