Presales

CERTIFIED PRE-SALES CONSULTANT

PRESALES CONSULTANT :

In IT Industry, Pre-Sales (or) IT consultant plays a vital role from initial stage and supports Sales team to acquire new client or new project. It is a middle Management Role in the hierarchical structure. This role is very significant because the products / services are often heavily customizable and the requirements from client(s) are very unique.

Pre-Sales Consultant understands the client business needs, develops initial screen shots, then tailors the product / services to meet client needs and make a demo to them. Helps the Sales team to close the deal by way of responding to the RFX's and provide estimations for the services.

RESPONSIBILITIES OF PRE-SALES CONSULTANT :

  • To handle RFI / RFP responses
  • To design the solutions & make presentations to prospective client
  • Responsible to prepare collaterals, case studies, white papers & all other presentations
  • To do R&D work and analyse availability of various trends in the market & advanced technologies
  • To provide optimal costing to influence the client
  • To work closely with Management team, client and Project stake holders

Suitable for Whom :

  • Software Engineers /Testing Professionals who want to uplift career into IT Consulting Role
  • Fresh MBA Graduates who want to develop his / her career in IT Industry
  • Domain / Functional Specialists / Business Analysts who want to uplift career into IT Business Management
  • Entrepreneurs who aspire to know the Techniques involved in the profitability and sustenance in the IT business

Career Opportunity :

Since the Role itself a very significant one for any organization, individual will continue to have quick growth within the ranks like Principal Consultant, Director - Presales and can become CTO / COO.

Otherwise can move into Product Management areas and grow to the level of Chief Product Architecture (CPA). Based on individual's interest - can position into Account Management, Client Engagement / Delivery Management areas on acquiring required competencies for the higher Role

COURSE MODULES

Module / Topics to be covered

Program

Course Structure

  • PROJECT SUBMISSION & VIVA
  • PROFILING FOR PRE-SALES CONSULTANT ROLE

1 st
Week

Fundamentals

  • INTRODUCTION TO PRE-SALES
  • ROLE SIGNIFICANCE TO IT BUSINESS
  • RESPONSIBILITIES OF PRESALES ENGINEER

2 nd
Week

Requirement Management

  • UNDERSTANDING THE CLIENT IN BOTH VERTICAL / HORIZONTAL AND THE REQUIREMENT
  • SCOPE DEVELOPMENT AND SOLUTION BUILDING
  • DEVELOPMENT METHODOLOGIES & SDLC
  • ASSIGNMENT # 1

3 rd
Week

Documentations Management

  • ESTIMATION TECHNIQUES & TOOLS
  • PRODUCTS SOLUTIONING
  • ASSIGNMENT # 2 & PROJECT BRIEFING

4 th
Week

Functional Points

  • BID MANAGEMENT & INTRODUCTION TO PLATFORMS / ARCHITECTURES / TECHNOLOGIES

5 th
Week

RTM & Testing

  • PASSIVE PROTOTYPING - HTML OR XL MOCK-UP SCREENS
  • PROJECT PROGRESS REVIEW