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Kungani I-PreSales Ilungele Ukuba Umnikazi Wesipiliyoni Somthengi: Ukubheka Ngaphakathi KwaVivun

Cabanga uma bekungekho amaqembu e-Salesforce for Sales, i-Atlassian yonjiniyela, noma i-Marketo yabantu abamaketha. Yilokho isimo esasikuso emaqenjini e-PreSales eminyakeni embalwa edlule: leli qembu elibaluleke ngendlela exakile, elinamasu abantu lalingenaso isixazululo elakhelwe lona. Esikhundleni salokho, kwakudingeka bahlanganise umsebenzi wabo ndawonye besebenzisa izixazululo ezenziwe ngokwezifiso namaspredishithi.

Nokho leli qembu labantu abanganakiwe lingomunye wabantu ababaluleke kakhulu nabanamasu ekuthengisweni kwe-B2B. Ngokuvamile kuqondwa kabi njengokuyiyona ojokhi bedemo, ithimba le-PreSales lisebenzisa ithonya elinamandla phezu kwekhono leqembu labadayisi lokukhiqiza amapayipi kanye nokuvala ibhizinisi. Yilabo abathengi banamuhla abanobufakazi bokuthengisa empeleni abathembela kubo - labo abanolwazi olujulile lomkhiqizo, abangaqondisa amakhasimende angaba khona futhi babasize babone izimo zabo zokusebenzisa ezihlukile. 

Futhi izinkampani azikwazi ukubaqasha ngokushesha ngokwanele.

2022 Presales Job Opening and Growth

Kunezinkampani ezingaphezu kuka-320,000 eziqasha ochwepheshe be-PreSales abangaphezu kwezigidi eziyi-1.8. Amaqembu e-PreSales akhule ngaphezu kwe-300% ngonyaka odlule kuphela ezinkampanini ezifana Snowflake, Zoom, Futhi Autodesk.

I-LinkedIn Insights

Amandla PreSales

Ithimba le-PreSales liletha izinzuzo ezinamandla ezinkampanini ezifana nalezi, livumela izinhlangano ukuthi:

  • Dala ukuqondanisa okungenazihibe phakathi kocwaningo nentuthuko (I-R & D.) kanye nokuthengisa, okuqinisekisa ukuthi izikhala zomkhiqizo ezivezwe yilabo abangase babe abathengi ziboshelwe emalini engenayo futhi zidluliselwe ngokushesha eqenjini lomkhiqizo ukuze kuthathwe isinyathelo.
  • Ukuletha ubungcweti kuwo wonke umjikelezo wokuthenga, kunikeze ukuziphendulela kanye nokungafihli lutho
  • Nika amandla abathengi ukuthi baqonde amakhono omkhiqizo ngokushesha okukhulu
  • Qinisekisa ukuguqukela okungaphazamiseki kokuthengisiwe, lapho inani litholwa kalula yikhasimende

Ezicini eziningi, ngenxa yesifiso sabo sokuthola inani elisheshayo nokuzimela okugcwele ohlelweni lokuthenga, abathengi batshalwe kakhulu ebudlelwaneni babo namalungu eqembu le-PreSales kunomphathi wabo we-akhawunti. Ngenxa yalokho, i-PreSales ehlome kangcono ukuletha Ulwazi Lomthengi oluvelele.

Ngena kuVivun

Ngigijime ithimba le-PreSales ku Zuora nge-IPO yethu yezigidigidi zamadola, futhi ngangazi ukuthi babeyini insiza engasetshenziswanga - nokuthi abathengi banamuhla bathembela futhi baphendule kanjani kuphela kulwazi lwesixazululo abalunikezayo. Yingakho ngidale owokuqala wemboni Umuzwa womthengi (BX) inkundla, ukusebenzisa ubuhlakani bokwenziwa (AI) ukusiza izinkampani zihlangabezane nezidingo zomthengi onobufakazi bokuthengisa kusukela kunzalo yokuqala ngokuhlola, isinqumo sokuthenga, nokwanda okuqhubekayo.

Iqhawe leVivun

Umkhiqizo wethu ophambili, hero, isiza abaholi be-PreSales ukuthi baqhube amaqembu abo njengebhizinisi elinedatha ebalulekile kanye nemininingwane, ithuthukisa isibikezelo sokuthengisa nge-AI-powered Hero Score, futhi iqondanise inkambu nomkhiqizo ngokusebenzisa imininingwane ethathwe yi-PreSales ensimini.

Vivun Eval

Umkhiqizo wethu wesibili, Linganisa, ivumela izinkampani ukuthi zihlanganyele nabathengi ekuhloleni okwenzekayo ngokusobala nokwethembeka. Imikhiqizo eyengeziwe nayo iseduze.

I-Case Study: I-Puppet ibeka ukuthengiswa kwangaphambili esikhungweni sokuthonya

Isibonelo esihle sokuthi abakwa-PreSales bangazuza kanjani epulatifomu eyakhelwe izidingo zabo singatholakala kwelinye lamakhasimende ebhizinisi le-Vivun, Ipipi. I-Puppet yinkampani ezishintshayo eletha, ivikele, futhi isebenzise ingqalasizinda nezinhlelo zokusebenza ngengqalasizinda njengekhodi.

I-VP Yabo Yomhlaba Wonke Ye-PreSales, uMartyn Storey, wayefuna inqubo ye-PreSales engaguquki futhi ephumelelayo kuzo zonke izifunda, kanye nokubonakala kulokho okuphumelele ukuze akwazi ukusebenzisa idatha ngokuphumelelayo lapho eqeqesha iqembu. Ubuye wafuna indlela elinganisekayo yokubonisa umbono wabo kwisibikezelo sokuthengisa.

I-Puppet inemikhiqizo yobuchwepheshe obuphezulu-besidinga ukuphakamisa iphrofayili yesu lamalungu eqembu lethu le-PreSales futhi senze amazwi abo azwakale. Sinombono wobuchwepheshe wethuba ngalinye ozakwethu abaphethe ama-akhawunti abangenalo, futhi lowo mbono ungaba nomthelela omkhulu ekuzibophezeleni kokuthengisa kwekota.

UMartyn Storey, Upopayi

Ekugcineni, uMartyn wayefuna indlela yokunikeza amaqembu e-R&D e-Puppet ngemininingwane mayelana nezikhala zomkhiqizo. UMartyn wayazi ukuthi ithimba lakhe lalithwebula imininingwane yomkhiqizo oyigugu ngaleso sikhathi lapho umuntu ongase anikeze impendulo phakathi nenqubo yokuthenga, kodwa wayefuna ukuqinisekisa ukuthi inkampani yakhe inendlela eqhutshwa idatha yokuba nengxoxo mayelana nomgwaqo womkhiqizo.

Kunokuba izingxoxo zomkhiqizo ziholwe yizwi elikhulu kunawo wonke egumbini, besifuna ukuhlinzeka ngedatha engcono emuva ethimbeni Lomkhiqizo.

UMartyn Storey, Upopayi

Ngeqembu labo esebenzisa iVivun, uPuppet ubone imiphumela emangazayo. Ukuthwebula okuzenzakalelayo komsebenzi ku-Hero manje kunikeza i-Puppet ngokubuka kwesikhathi sangempela sokubandakanyeka kwe-PreSales.

Manje sesingabona ngokucacile ubufakazi bemiqondo (I-POC) kanye nabashayeli bezindiza ithimba le-PreSales elisebenzayo, nokuthi singakanani isikhathi iqembu elisichitha kuyo yonke imihlangano yangaphakathi neyangaphandle. Siyazi ukuthi yimaphi amaphethini aholela emiphumeleni eyimpumelelo, futhi ngingaqeqesha iqembu lami ngendlela efanele.

UMartyn Storey, Upopayi

Ngaphezu kwalokho, izigaba eziqondene ne-PreSales kanye nesikolo se-Hero zinika amandla i-Puppet PreSales ukuletha umbono wabo wezobuchwepheshe esibikezelweni sokuthengisa.

Sixoxa Ngama-Hero Scores avela ku-Vivun kanye nezikolo ze-CRM ngesikhathi sokubikezela ukuze siqinisekise ukuthi amalungu eqembu lethu le-PreSales kanye nabaphathi be-akhawunti baqondaniswe kuyo yonke idili.

UMartyn Storey, Upopayi

Mayelana nokuqondanisa ithimba lenkundla nethimba lomkhiqizo, ukuhlanganiswa ne-Salesforce kanye ne-Jira kunika amandla impendulo yekhasimende ukuthi isakazwe kahle kuyo yonke i-Puppet. Amaqembu abo Omkhiqizo, Ubunjiniyela, kanye Nempumelelo Yekhasimende wonke ayakwazi ukubuyekeza izikhala zomkhiqizo ezifakwe ku-Hero - futhi umthelela wemali engenayo wegebe lomkhiqizo ubonakala ngokucacile kuwo wonke lawo maqembu.

UMartyn uyakwazi ukubeka izinombolo zangempela ekubeni nalolu hlobo lwedatha.

Ngaphambilini, impendulo yomkhiqizo yayiyi-anecdotal futhi manje isingokoqobo. Ukuba nezingxoxo ezivamile mayelana nedatha esiyiqoqe e-Vivun kube usizo ngendlela engakholeki kithi—kusondeze eduze onjiniyela bezokuthengisa kanye namaqembu e-R&D futhi kwaveza isamba esikhulu sokuqonda okungenziwa. Ukunikeza isibonelo esisodwa: ngokubamba izikhala zomkhiqizo nge-Vivun, sithole ukuthi isicelo esisodwa sesici sibe nomthelela ongu-$1.1M emalini engenayo kuwo wonke amakhasimende amathathu. Siphakamise lokhu ethimbeni lethu lomkhiqizo, futhi i-R&D yavuma ukuvala igebe.”

UMartyn Storey, Upopayi

Ukuzwa lolu hlobo lwe-ROI kumakhasimende kuyangijabulisa ngendlela emangalisayo. Iqinisekisa umbono wokuqala enganginawo we-Vivun, okuwukukhulula abaholi be-PreSales ohlotsheni lwendawo engasekelwe, engathandwa engangivame ukuzithola ngikulo lapho ngakha futhi ngikala iqembu lami lomhlaba wonke eZuora. Futhi ngamakhasimende angaphezu kwe-130, uchungechunge lwakamuva lomjikelezo C oluholwa I-Salesforce Ventures, Futhi Umklomelo Womthengisi Opholile ovela ku-Gartner, Ngiyazi ukuthi i-Vivun isanda kuqala uhambo lwethu lokuvula amandla eqiniso we-PreSales, futhi ibanike amandla okuletha Okokuzithokozisa Komthengi Okumangalisayo.

Cela iDemo ye-Vivun

Matt Darrow

Unjiniyela ngokwesizinda, u-Matt Darrow usechithe iminyaka engu-15+ kuhlelo lwesoftware yebhizinisi. Ekuqaleni esebenza kwa-Deloitte ekwakheni futhi ethumela izixazululo zesofthiwe yangokwezifiso ezinkampanini ezinkulu kunazo zonke emhlabeni, u-Matt wabe esethola umsebenzi ku-Sales Engineering (PreSales) ukuze athuthukise ulwazi lwakhe olujulile lwezinhlelo ze-Enterprise futhi alusebenzise esu lebhizinisi. Okokuqala kwaBigMachines (Itholwe yi-Oracle) kwase kuba seZuora (IPO), ukwakha isipiliyoni sikaMatt nokusebenzisa izinhlangano zomhlaba wonke ze-PreSales kumnike ukuqonda kwakhe kwemakethe okuyingqayizivele ukuze akhe i-Vivun. Kusukela ekwindla ka-2019, uMat kanye neqembu leVivun bakhulise ngaphezulu kwe- $ 130M ukwakha inkundla yokuqala ye-AI ye-PreSales ukushintsha ukuthi izinkampani zebhizinisi ziye zebhizinisi (B2B) ziya emakethe. Ngemikhiqizo ye-PreSales Operations, Product-Sales Alignment, Demo Automation kanye ne-Xpert Analytics, i-Vivun isiza izinkampani ezifana ne-Snowflake, i-ADP, i-Coupa ne-Docusign zibone amazinga amasha okukhula okuphumelelayo.

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