The Xpert Roundup: The Hottest PreSales Content?? 03.2.23
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How Can PreSales Be Incentivized to Drive Customer Consumption?
The Vivun Xpert Community recently enjoyed a terrific conversation with our members on trends in PreSales compensation, and one of the hottest topics had to do around the role of PreSales in regards to a consumption-based pricing model.
PreSales has always been on the hook for getting the technical win and helping drive the sale – but due to their ability to navigate all aspects of a technical product, and to align product capabilities with desired use cases, they’re also in demand for helping drive adoption and usage when organizations leverage a consumption-based pricing model.
But doing so represents a completely different world than the old PreSales playbook of getting the technical win, declaring victory, then moving on to the next opportunity. It becomes a question of actually driving customers into production – and in doing so, how do you correctly incentivize the team to make that happen?
It’s harder than it sounds, particularly on the AE side. Some sales reps won’t change – they’re too constricted by muscle memory and the old game of closing the deal then moving on. The incentive-based compensation has to shock them out of that cycle and ensure they understand the quota relief they can get by driving consumption.
And, of course, a key method is to swarm the AE with PreSales support, then give them a higher quota. If the AE is responsible for more ACV – but has the PreSales support to make it happen – then everyone keeps their focus on the right outcome.
One very innovative solution we heard: let the AE and PreSales close the big deal, but if there’s an expansion/upsell, OVERPAY Sales as well as the Customer? Success team (share 75% between the groups) so that you’re doing something fairly dramatic to get these teams to work together. That might overcome the issue of muscle memory preventing AEs from caring about upsells!
We’ll have more about PreSales and consumption models in the near future.
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Industry leaders are experimenting with new Go to Market (GTM) motions. Product-led growth, consumption based pricing models, and product-led sales are just a few examples of how B2B companies are transforming the ways they sell. But change isn’t easy, and many Sales and Solutions leaders want a blueprint to make the new models work.
Join Atlassian’s Chris Gengl, Head of Sales Strategy and Analytics, and Vivun’s Co-founder and CEO, Matt Darrow, to hear a proven path for driving efficient growth.
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