Pre-Sales Solution presentation

As pre-sales engineering teams strive to understand their customer's needs, the ability to effectively present solutions during the pre-sales process is becoming increasingly critical.

Having a well-defined process for presenting solutions to customers can help to maximize sales opportunities and ensure that the right solution is delivered.

The main goal is to offer a design brief and solution architecture and, ideally, get positive comments and the client's approval.

You are going to win a deal. And you are in the final stage of your pre-sale. You have already clarified the requirements and prepared a solution. Now it is time to make a great proposal!

In order to make a good presentation you should prepare a batch of documentation (internally), wrap it into a nicely stylised presentation deck (for a customer), and present it to the customer.

Before the workshop

Make an internal call with the pre-sales team. Agree on roles:

• who will be the main facilitator and driver of the call? Normally it is the sales manager.
• who will present the company features and services?
• who will share information about competency specific?
• who will go through the technical part of the solution?
• who will pitch the final offer and costs?

Also, you should think about the possible scenarios during the call. What can go wrong? How make an eye-catching presentation? Where to make an emphasis during your pitch?

The hottest topic will be price negotiation. Plan how to work with the most common objections:

• overall expense
• why should it take so long?
• why do we need a certain role (e.g. SA, PM, BA, QA) on the project?
• how did you make this estimation?
• evaluation of the project without the Discovery phase

It is an excellent style to make a presentation deck with key points. These decks should not be boring so try not to overload them with text.

But what to include in such a presentation deck? Let’s look at some of the main points that should be included.

Proposal presentation deck

Firstly, your presentation should have a clear title and a few slides which summarise the main points. The title should be straightforward and relevant and should give the audience an indication of what they can expect to get from it.

It is important to include visuals in your presentation. This could be in the form of graphs, charts, images, or videos. Visuals can help to keep the audience engaged and can help to convey a message more effectively than words alone.

The solution proposal deck may include the following key points:

Brief

• Problem Statement
• Why do we need it? - Justification for Solution implementation
• Assumptions and Dependencies
• Success Criteria
• Goals and Objectives ( for the customers, company, etc.)

Understanding

• Insights from the ecosystem (the components and connections that must cooperate to enhance the consumer experience). Improved data delivery speed, simple issue detection and tracking, tool integration, etc.)
• Insights from the initial workshop map (problems, obstacles, insights, needs and ideas)

Solution

• Design Vision
• Deliverables, drivers and project scope
• Prototyping approach
• Delivery approach (engineering, project management and quality assurance processes)
• Solution Architecture

Best Practice

• Show case studies
• Your company benefits and services

Pricing

• A clear, transparent pricing structure for the project
• Additional expenses (licenses, training, etc.)
• Planned team composition (preferably with examples of profiles)
• A detailed timeline for the project, including milestones and estimated completion dates

Finally, practice is essential. Before delivering your presentation, it is important to practice and be comfortable with the material. Consider making a dry run for the proposal presentation. This will help you to speak confidently and deliver the presentation effectively.

During the workshop

Be energetic!

Presenters should focus on creating an engaging and interactive experience for their audience. They should speak clearly and confidently, maintain eye contact with the camera, and use body language to emphasise important points. It's also important to maintain a positive level of energy throughout the presentation so that your audience is interested and attentive.

Turn on your cameras. The whole pre-sales team should ensure that their cameras are turned on during the online call so that their audience can see them and make a connection. This will help make the presentation more interactive and help to create a more positive atmosphere.

Nod and smile ??

After workshop

Say thanks to each other. You nailed it!

Discuss how it was, and what possible focus points should be raised in future calls.

After receiving a sign-off, the team can begin preparing the Statement of Work (SOW). The Account Manager, PM, and DM are in charge of making sure all pertinent data is included.