No ke aha i makemake ai ʻo PreSales e loaʻa i ka ʻike o ka mea kūʻai aku: He nānā i loko o Vivun

ʻO Vivun PreSales a me ka ʻike mea kūʻai aku (BX)

E noʻonoʻo inā ʻaʻohe Salesforce no nā hui Kūʻai, Atlassian no nā mea hoʻomohala, a i ʻole Marketo no ka poʻe kūʻai aku. ʻO ia ke kūlana no nā hui PreSales i kekahi mau makahiki i hala aku nei: ʻaʻole i loaʻa i kēia hui koʻikoʻi koʻikoʻi o ka poʻe i hoʻolālā ʻia no lākou. Akā, pono lākou e hoʻopili pū i kā lākou hana me ka hoʻohana ʻana i nā hoʻonā maʻamau a me nā pāpalapala.

Eia naʻe, ʻo kēia pūʻulu kanaka i mālama ʻole ʻia kekahi o nā mea koʻikoʻi a koʻikoʻi i nā kūʻai B2B. Hoʻomaopopo pinepine ʻia ʻo ia ka nā jockey demo, Hoʻohana ka hui PreSales i ka mana ikaika ma luna o ka hiki o ka hui kūʻai ke hoʻopuka i ka pipeline a me ka ʻoihana pili. ʻO lākou ka poʻe i hilinaʻi maoli ʻia e ka poʻe kūʻai kūʻai kūʻai i kēia lā - ka poʻe me ka ʻike hohonu o ka huahana, hiki iā lākou ke alakaʻi i nā mea kūʻai aku a kōkua iā lākou e ʻike i kā lākou mau hihia hoʻohana kūʻokoʻa. 

A ʻaʻole hiki i nā ʻoihana ke hoʻolimalima wikiwiki iā lākou.

2022 Presales Hoʻomaka a me ka ulu ʻana

Aia ma mua o 320,000 mau hui e hoʻohana ana ma luna o 1.8 miliona mau ʻoihana PreSales. Ua ulu nā hui PreSales ma luna o 300% i ka makahiki i hala wale nō ma nā hui e like me Snowflake, ho'okokoke, a Autodesk.

LinkedIn Insights

Ka Mana o PreSales

Hāʻawi kahi hui PreSales i nā pōmaikaʻi ikaika i nā hui e like me kēia, e hiki ai i nā hui ke:

  • E hana i kahi hoʻohālikelike ʻole ma waena o ka noiʻi a me ka hoʻomohala ʻana (R&D) a me nā kūʻai aku, e hōʻoia ana e pili ana nā ʻāpana huahana e nā mea kūʻai aku i ka loaʻa kālā a hoʻouna koke ʻia i ka hui huahana no ka hana
  • Hāʻawi i ka ʻike i loko o ka pōʻai kūʻai, hāʻawi i ke kuleana a me ka ʻike
  • Hiki i nā mea kūʻai ke hoʻomaopopo i ka hiki ke hiki
  • E hōʻoia i ka hoʻololi ʻole ʻana i ke kūʻai aku, kahi e ʻike koke ʻia ai ka waiwai e ka mea kūʻai

Ma nā ʻano he nui, ma muli o ko lākou makemake e loaʻa ka waiwai wikiwiki a me ke kūʻokoʻa piha i ke kaʻina kūʻai, ʻoi aku ka nui o nā mea kūʻai aku i kā lākou pilina me kā lākou hui PreSales ma mua o kā lākou luna moʻokāki. ʻO ka hopena, ʻo PreSales ka mea i mākaukau maikaʻi loa e hāʻawi i kahi ʻike kūʻai kūʻai maikaʻi loa.

E komo i Vivun

Ua holo au i ka hui PreSales ma ʻO Zuora ma o kā mākou IPO he mau piliona kālā, a ʻike wau he kumu waiwai ʻole lākou - a pehea ka hilinaʻi a me ka pane ʻana o ka poʻe kūʻai i kēia lā i ka loea hoʻonā a lākou e hāʻawi ai. ʻO ia ke kumu i hana mua ai au i ka ʻoihana ʻIke Kūʻai (BX), e hoʻohana ana i ka naʻauao akamai (AI) e kōkua i nā ʻoihana e hoʻokō i nā koi o ka mea kūʻai kūʻai hōʻoia mai ka hoihoi mua ma o ka loiloi, hoʻoholo kūʻai, a me ka hoʻonui mau ʻana.

ʻO Vivun Hero

ʻO kā mākou huahana hae, Hero, kōkua i nā alakaʻi o PreSales e holo i kā lākou mau hui ma ke ʻano he ʻoihana me nā ʻikepili koʻikoʻi a me nā ʻike, hoʻonui i ka wānana kūʻai aku me kahi Hero Score AI-powered, a hoʻohālikelike i ka māla a me nā huahana ma o nā ʻike i hopu ʻia e PreSales ma ke kahua.

ʻO Vivun Eval

ʻO kā mākou huahana lua, Eval, hiki i nā hui ke hui pū me nā mea kūʻai aku i nā loiloi lima me ka ʻike a me ka hilinaʻi. Aia nā huahana hou aʻe ma ka ʻaoʻao.

Nānā Hiʻohiʻona: Kau ʻo Puppet PreSales ma ke kikowaena o ka mana

ʻO kahi hiʻohiʻona maikaʻi loa o ka hiki ke loaʻa iā PreSales mai kahi kahua i kūkulu ʻia no kā lākou pono e loaʻa i kekahi o nā mea kūʻai aku ʻoihana ʻo Vivun. ʻAʻaka. ʻO ka Puppet kahi hui automation nāna e hoʻopuka, hoʻopaʻa, a hana i nā ʻōnaehana a me nā noi ma o ka infrastructure-as-code.

ʻO kā lākou Worldwide VP of PreSales, ʻo Martyn Storey, ke ʻimi nei i kahi kaʻina hana PreSales kūpaʻa a maikaʻi hoʻi ma nā wahi āpau, a me ka ʻike ʻana i ka mea i kūleʻa i hiki iā ia ke hoʻohana pono i ka ʻikepili i ke aʻo ʻana i ka hui. Ua makemake pū ʻo ia i kahi ala e hōʻike ai i ko lākou hiʻohiʻona i ka wānana kūʻai.

Loaʻa i ka Puppet nā huahana loea—pono mākou e hoʻokiʻekiʻe i ka moʻolelo hoʻolālā o kā mākou hui PreSales a hoʻolohe i kā lākou leo. Loaʻa iā mākou kahi ʻike loea i kēlā me kēia manawa i loaʻa ʻole i kā mākou mau hoa hoʻokele moʻokāki, a hiki ke hoʻoikaika nui ʻia kēlā manaʻo i ka hana kūʻai no ka hapaha.

Martyn Storey, Puppet

A ʻo ka hope, makemake ʻo Martyn i kahi ala e hāʻawi ai i nā hui R&D o Puppet me nā ʻike e pili ana i nā ʻāpana huahana. Ua ʻike ʻo Martyn e hopu ana kāna hui i ka ʻike huahana waiwai ʻole i ka manawa i hāʻawi mai ka manaʻo i ka manaʻo i ka wā o ke kaʻina kūʻai, akā makemake ʻo ia e hōʻoia i kāna ʻoihana e loaʻa i kahi ala i alakaʻi ʻia e kamaʻilio e pili ana i ka palapala alanui huahana.

Ma mua o ka alakaʻi ʻana i nā kūkākūkā huahana e ka leo nui loa i loko o ka lumi, makemake mākou e hāʻawi i ka ʻikepili maikaʻi aʻe i ka hui Huahana.

Martyn Storey, Puppet

Me kā lākou hui e hoʻohana ana iā Vivun, ua ʻike ʻo Puppet i nā hopena koʻikoʻi. Hāʻawi ka hopu ʻana i ka hana ma Hero i kēia manawa i ka Puppet me kahi ʻike manawa maoli o ke komo ʻana o PreSales.

Hiki iā mākou ke ʻike maopopo i ka hōʻoia o nā manaʻo (POC) a me nā mea hoʻokele e holo nei ka hui PreSales, a me ka nui o ka manawa e hoʻolilo ai ka hui ma nā hālāwai kūloko a me waho. Ua ʻike mākou i nā kumu e alakaʻi ai i nā hopena kūleʻa, a hiki iaʻu ke aʻo i kaʻu hui e like me ia.

Martyn Storey, Puppet

Eia kekahi, ʻo nā pae PreSales-specific a me ka helu Hero e hiki ai iā Puppet PreSales ke lawe i kā lākou ʻike loea i ka wānana kūʻai.

Kūkākūkā mākou i nā Hero Scores mai Vivun me nā helu CRM i ka wā wānana e hōʻoia i ka hui pū ʻana o kā mākou hui PreSales a me nā luna moʻokāki ma kēlā me kēia hana.

Martyn Storey, Puppet

E pili ana i ka hoʻohālikelike ʻana i ka hui kahua me ka hui huahana, ʻo ka hoʻohui ʻana me Salesforce a me Jira e hiki ai ke hoʻolaha maikaʻi ʻia nā manaʻo o ka mea kūʻai aku ma ka Puppet. Hiki i kā lākou huahana, ʻenekinia, a me nā hui kūleʻa o nā mea kūʻai aku ke nānā i nā ʻāpana huahana i hoʻopaʻa ʻia ma Hero - a ʻike maopopo ʻia ka hopena o ka loaʻa kālā o nā ʻāpana huahana i kēlā mau hui.

Hiki iā Martyn ke kau i nā helu maoli i ka loaʻa ʻana o kēia ʻano ʻikepili.

Ma mua, he anecdotal ka manaʻo o ka huahana a i kēia manawa he mea maoli. ʻO ka loaʻa ʻana o nā kamaʻilio maʻamau e pili ana i ka ʻikepili a mākou i hōʻiliʻili ai ma Vivun he mea kōkua maikaʻi loa ia iā mākou - ua hoʻopili pū ʻia ka ʻenehana kūʻai aku a me nā hui R&D a hāʻawi i ka nui o ka ʻike hiki ke hana. E hāʻawi wale i hoʻokahi laʻana: ma ka hopu ʻana i nā ʻāpana huahana me Vivun, ua ʻike mākou ua hoʻopiʻi kahi noi hiʻohiʻona i $1.1M i ka loaʻa kālā ma waena o ʻekolu mau mea kūʻai. Ua hāpai mākou i kēia i kā mākou hui huahana, a ua ʻae ʻo R&D e pani i ke āpau.

Martyn Storey, Puppet

ʻO ka lohe ʻana i kēia ʻano ROI mai nā mea kūʻai aku he mea hauʻoli nui iaʻu. Hoʻoholo ia i ka ʻike mua aʻu i loaʻa ai no Vivun, ʻo ia hoʻi ka hoʻopakele ʻana i nā alakaʻi PreSales mai ke ʻano i kākoʻo ʻole ʻia, aloha ʻole ʻia aʻu i ʻike pinepine ai iaʻu iho i koʻu kūkulu ʻana a me ka hoʻonui ʻana i kaʻu hui honua ma Zuora. A me nā mea kūʻai aku he 130, kahi pūʻulu C hou i alakaʻi ʻia e Salesforce Ventures, A me ka Hāʻawi ʻia ka makana kūʻai maikaʻi mai Gartner, Ua ʻike wau e hoʻomaka ana ʻo Vivun i kā mākou huakaʻi e wehe i ka mana kūpono maoli o PreSales, a hāʻawi iā lākou i ka mana e hoʻopuka i nā ʻike kūʻai kūʻai kupaianaha.

Noi i kahi Demo Vivun

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