The Secret C-Suite Perception of PreSales

PreSales leaders have long struggled to communicate the unique value they provide, and as a result, the overriding perception is that their role is limited to executing product demonstrations.

This perception is more than an inconvenience, particularly when it’s held by the C-Suite, who can control the level of funding and ultimately the fate of the PreSales team and to help understand how we can best help PreSales leaders tell their value story to the C-Suite, we hired our friends at GLG to sit down with 4 executives from four different organizations to understand their perspectives and perceptions of PreSales teams - specifically around people, processes, performance and technologies.

Our panel was not made aware that Vivun was the client on the interview, and as such gave their unbiased opinions on the PreSales function. Rather than keep their perceptions to ourselves, we published this summary document, with the sole intended goal of helping you and other PreSales leaders tailor your value conversations.