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PreSales Proceess Proposal - Beta

The document outlines processes and terminology for sales, presales, finance, and project management. It defines presales activities and why they are needed. It describes sales processes like prospecting, needs assessment, and follow up. It provides templates for tasks like scope of work and cost estimations. It also defines financial terms like profit, margin, revenue, and overheads. Project management processes around approvals, payments, and travel are documented. Formulas for calculating costs per employee and man-days are suggested.

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abdalla el-saadaney
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112 views8 pages

PreSales Proceess Proposal - Beta

The document outlines processes and terminology for sales, presales, finance, and project management. It defines presales activities and why they are needed. It describes sales processes like prospecting, needs assessment, and follow up. It provides templates for tasks like scope of work and cost estimations. It also defines financial terms like profit, margin, revenue, and overheads. Project management processes around approvals, payments, and travel are documented. Formulas for calculating costs per employee and man-days are suggested.

Uploaded by

abdalla el-saadaney
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
You are on page 1/ 8

Sales , PreSales Process Proposal

Sales Process 2

Sales Documentation 2

Pre Sales Definition 2


What is Presales? 2
What is not PreSales Activities? 3
Why we need a Pre Sales? 3

Pre Sales Process 4

Service Catalog 5

Costing Formula 5

Other Financial Terminologies 6

Team Readiness 7
Sales Process
● Product Knowledge
● Prospecting
● Approach
● Needs Assessment
● Customer Presentation
● Sales Close
● Follow-up

· Sales Team do (Customer Face-to-Face) Meetings


· Send Technical/ Financial Offers
· In case Customer acceptance
· Customer issue PO, and C9 sales team receive the PO
· Internally Sales will prepare “CPO” “Customer Purchase Order “ which consists
of the following:
1. RFP “Request for Proposal”
2. Customer PO
3. Contract if found
4. Technical Offer
5. Financial Offer
6. P&L “Profit& Loss”
7. Updated Quotation from VAD” Value-Added Distributor”
· All Documents will go to (Order Processing) and its functions as below:
1. Register a new PO in Excel Sheet
2. Archive the documentations
3. Distribute the documentations copy to different parties (Finance,
Purchase, PM, Technical Team Leader, & Management)
· Project Manager receive CPO & connected with the technical, finance, &
purchase Dept. to proceed the implementation Plan
· PM get customer acceptance & deliver it to our finance & sales Dept. to issue
invoices
· PM follow-up of invoices collection with the finance dept.
Sales Documentation
● Above Sales Process with all stages should be documented using (SalesForce , Oracle
Siebel , Microsoft CRM )
● The designed process in chosen software should match agrees sales process.
● Sales Team should document all previous leads
○ Including Customer Contact Info
○ Current Stage of each Lead
○ Previous Projects with status
○ Win Tenders with Copy of Contracts
○ Lose Tenders with Justification ( Financial Rejection , Technical Rejection ,
Missing Applying Date )

Pre Sales Definition


What is Presales?
● A set of activities normally carried out before a customer is acquired
● Presales involvement in most of sales processes (Suspect,Prospect/Opportunity,Lead)
and it differs from situation to situation
● It is Sales support that Happens along with a sales person before a sale closes
● It is also about being a technical and business consultant
● Pre Sales Engages in below stages with Sales
○ Product Knowledge
○ Needs Assessment
○ Customer Presentation
○ Sales Close

What is not PreSales Activities?


● Searching for new suspects, prospects or leads
● Qualifying prospects
● Deciding and planning to approach prospects
● Negotiating with customer in closing a deal
● Developing relationship with customers
● Calling for a meeting with the customer
● Deciding the price of a deal
● Collecting feedback from the customer

Why we need a Pre Sales?


● PreSales deliver Huge Support for Sales in closing a deal.
● Many times it needs a technical and business consultant for the potential customer .
● Crucial link between Sales, Customer and Delivery
● Pre Sales Person has a blend of technical, business and soft skills
● Pre Sales Person Needs to work having the ‘big picture’ in mind – winning the deal for
the company as well as customer delight
● Pre Sales role could be specific to account, territory, technologies and partners
● Plays an important role in making proposals, Scope of Work for RFPs and RFIs
● Increasing complexity in customer’s business requirements in terms of variety in
technology, number of components or modules, security and infrastructure needs
● Bidding process is a complex and a very formal one, with strict adherence to procedures
and timelines which require some involvement from PreSales
Pre Sales Process
Working With Sales Team is to deliver one of below Tasks, and each task will required to be
handled within agreed Time Scope

The below tasks is examples


● Meeting Request : 1 day
● Scope of Work : 5 days
● Scope of Work with ThirdParty : 5 days + ThirdParty days ( 5 days Max)
● Cloud Cost Estimation : 1 - 2 days
● Training : 5 days before Training + Training Days
● Demo : from 2 to 5 days depends on Demo Scope
Other Points :

● And Change of Agreed scope will require extra days to be handled and that will different
according to requested change
● Pre Sales Team will create a set to Documents as questionnaire or Service Catalog to
be filled either by Customer Side or Sales Team and that will be also attached to CRM
Documentation
● Sales Team should provide RFP Document for each lead and to be considered as base
reference for customer requirements.

● Jira Project will be created for Pre Sales Tasks , to Ensure that No Tasks is missing,
Swimlanes will be per Assignee ( for example Hatem / Mostafa / Khalil )

● All Project Scopes must be validated and double checked by Concerned Persons and
these requires 1 days at least .

● Finalized Scope of Work will be uploaded to CRM , and Delivered to Service Delivery
Department to Proceed for Execution.
Service Catalog
The below table defines all of Technical Tasks that is currently provided by Technical Team
with Budget Estimation for each Task

Task Name Number of Resource Number of Mandays

Virtual Network Setup 1 1

VPN Configuration 1 1

SQL Server Alwayson 1 5

Oracle Data Guard 1 5

RedHat Cluster 1 3

Site Hosting PAAS 1 3

Site Hosting IAAS 1 4

Log Analysis Implementation 1 5

System Center Installation 1 10

SharePoint Implementation

Costing Formula
What the Actual Cost of Man/Day?
What the Minimal Range of Man/Day?
Why we need Costing Formula?
Other Financial Terminologies
http://www.businessinsider.com/revenue-vs-margin-2014-3

● Profit
● Margin
● Gross Margin : is the difference between revenue and cost of goods sold, or COGS, divided
by revenue, expressed as a percentage
● Profit Margin
● Revenue
https://en.wikipedia.org/wiki/Revenue
● ROI
● RRR
● Net Cost of Employer
● Groth Cost of Employer including ( Taxes , Medical Insurance , Employment Insurance ,
Transportation , Mobile Allowance , … etc )
● Overheads
○ Management Staff
○ Administrative costs
○ Rental
○ Electricity

Finance Process
· Approvals in case the request is in list of Approval:
· Mail will be sent on Sunday to Managing Director for approval with a (FYI) mail to
CEO
· Approvals in case the request is not in list of Approval:
· Mail will be sent on Sunday to CEO for approval
· Accounting Manager(AC) determine whole company payment plan for current week
· Every Sunday will send this plan to CEO, and CC (GM) to getting approvals
· Tuesday, after getting the approvals AC will hand whole documentations (PO,
Invoices, & requests) to sign by GM attached with CEO Approval
· Wednesday, AC will hand all requests to Partner to take his signature
o Note: Announce to all company Suppliers that C9 delivers all cheque required
every Thursday
· Exception will be approved by Managing Director just in emergences
Travel Process
· Any travel request must be sent via e-mail to Office Manager(OM) to start cycle of
reservations.
· Travel request should be sent 1 week prior to trip, minimum 2 days in case of
emergencies.
· MD will approve on behalf on CEO if he's not available.
· Financial approvals will be sent directly to CEO.
· Trip details and operational approvals will be sent directly to MD.
· WhatsApp Group will be used, if traveler couldn’t send email or need to ask for
anything.

Net sales = gross sales – (customer discounts, returns, and allowances)


Gross profit = net sales – cost of goods sold
Operating profit = gross profit – total operating expenses
Net profit = operating profit – taxes – interest
Net profit = net sales – cost of goods sold – operating expense – taxes – interest

https://en.wikipedia.org/wiki/Category:Corporate_finance

https://en.wikipedia.org/wiki/List_of_business_and_finance_abbreviations

http://smallbusiness.chron.com/net-profit-percentage-goals-business-23447.html

https://pm.stackexchange.com/questions/3961/how-to-calculate-estimate-the-cost-for-one-man-
hour

Team Readiness
TODO (Not Finalized Yet)

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