Tags » Presales

1 easy trick to scaling your business as a Solution Provider

You’re a business owner, head of Sales, the leader of a Systems Engineering (SE) division, or maybe a Systems Engineer yourself, and no matter what you do the team always seems to be too busy with billable work to deliver great documentation to your customers. 1,383 more words

Blog

A photo-blog about transforming the Dell EMC experience.

Over 30,000 miles. That’s how much I’ve traveled this year. Here’s why.

I see a need to transform how we engage our customers, to be far more relevant. 779 more words

Transformation

Amping up the connection

For most of a decade now, I’ve been in a pre-sales capacity in my work life. I’ve found the work amazingly rewarding, and intellectually challenging. I’ve been associated with some awesome salespeople, some incredible customers and have had a fair degree of success. 552 more words

Improving your presentation skills

Whether you’re working through a fix with a customer as a support analyst, negotiating for greater budget as a technology leader, or proposing a technical solution to a business problem as an IT solution vendor, you are presenting.  429 more words

Strategy

Climbing the mountain

When I joined Zerto back in 2012 I knew I was in for an adventure. At the time I was hired the company had less than 50 employees worldwide, a few dozen reseller-partners, a handful of Cloud Providers offering Zerto-as-a-Service, and a 2.0 product which usually took a couple of hours of hands-on work to get up and running. 779 more words

Presales

The relevance of the Pre-Sales Engineering (PSE) perspective

It is an art, it is a professional profile, but it is also a crucial point of view in every organization. It comes really in dozens of forms and several articles have tried to describe the terms interfering with such role; let me mention… 1,733 more words

Consultancy