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Deep Dive Into World Of Pre Sales By Rupesh Bhatia
- 2. Rupesh Bhatia Salesforce Architect | Salesforce MVP @rupeshbhatia85 www.linkedin.com/in/rupesh-bhatia Deep dive into the world of Pre-Sales
- 3. Thank You Sponsors! @sfdgblr #blrdevx Diamond Sponsor Gold Sponsor
- 4. @sfdgblr #blrdevx • What is Pre-Sales? • RFI vs RFP vs RFQ • RFP Life Cycle • RFP Stages • RFP Layout • Implementation Approach • Implementation Methodology • Estimation Techniques • Project Timeline + Staffing Model • Change Management • RFP Orals • Project Life Cycle • Developer2Consultant #D2C Agenda
- 6. @sfdgblr #blrdevx 6 It is a process or a set of activities/sales normally carried out before a customer is acquired, though sometimes presales also extends into the period the product or service is delivered to the customer. Pre-Sales
- 7. @sfdgblr #blrdevx 7 Pre-Sales Life Cycle Discovery of pain points & your value adds business case development Product Demonstrations Tailored PoC’s Assistance with sales Closure Prepare for hand-off to delivery team Participation in Implementation and later maintenance & Support Assistance with RFI/RFP
- 8. @sfdgblr #blrdevx Pre-Sales Professional : The Match Maker
- 9. @sfdgblr #blrdevx Pre-Sales Professional - Responsibilities • Understands what the customer needs • Develops an initial view of the solution the customer needs • Tailors the product or service of his company to meet what the customer needs, • Explains (or helps sell) this solution to the customer • Helps close the deal or sale • Hand over to the delivery team or product specialists
- 10. @sfdgblr #blrdevx 10 Universal Containers management decides to move away from their legacy CRM solution to the state of art CRM solution i.e. Salesforce. They would like to empower their Sales, Service, Partners and Customers with an integrated solution with their backend ERP
- 11. @sfdgblr #blrdevx RFI vs RFP vs RFQ • Request for Information (RFI) is most times to collect capabilities of various vendors • Likely to be followed by an RFP/RFQ • Request for Proposal (RFP) is when purchaser seeks solutions on their needs and has strict procurement rules for content, timeline and vendor responses. • Would like to start the program as soon as possible. • Request for Quote (RFQ) is commonly used when Purchaser has the detailed requirement and would like which vendor can meet their requirements with acceptable timeline and cost.
- 12. @sfdgblr #blrdevx RFP Stages RFP Received Go/No-Go decision Initial Questionnaire RFP Tracker RFP Response documentation RFP Internal Review Legal Review RFP Submission Orals/Demos Negotiation Won/Lost
- 13. @sfdgblr #blrdevx Stakeholders Account Manager Consultants Functional Consultant Manager Architect Developer Engagement Team Offshore Delivery Team
- 14. @sfdgblr #blrdevx Go/No-Go Decision • Nature of the ask (Green Field/Support/Resource Aug) • Relevant experience/capabilities • Value Proposition • Availability of resources • Client relation • Competitors
- 15. @sfdgblr #blrdevx Questionnaire Format • Document Name • Section Name/Number • Page Number • Requirement description • Question • Answer • Documented by
- 16. @sfdgblr #blrdevx RFP Tracker • Action/Section name • Owner • Deadline • Review date • Reviewer • Submission date
- 17. @sfdgblr #blrdevx 17 RFP layout • Executive Summary • About Us • Business Objectives Expectation Vs Our value add • Our Understanding • Scope of Work Sales Service Communities Integration Data migration Scope Exclusions • Proposed Solution and Delivery approach Mapping business requirements Solution architecture – As Is Vs To Be Implementation approach Implementation Methodology • Project plan and timeline proposal • Key Assumptions • Proposed Team Structure Roles and Responsibilities • Governance Model Project Management Escalation process Change Management • Training • Prior Experience (Case Studies) • Risks & Mitigation • Commercials • Acceptance
- 18. @sfdgblr #blrdevx Implementation Approach Describe how your team would implement the CRM solution and address the business objectives stated earlier Click Here to Download
- 19. @sfdgblr #blrdevx Image credit - https://blog.ganttpro.com Implementation Methodology Scope and business needs drives which method you want to apply
- 20. @sfdgblr #blrdevx Phases Estimates(Man Days) Standard Salesforce Setup Fixed number of days Pre-Game 2-4 weeks Total SFDC Design + Build + Unit Testing (does not include Integration and Data Migration Effort) Sum of line item level estimates Data Migration 15% Integration Build and Unit Testing 20%-30% Internal Validation Testing/Pre-UAT 10% UAT Support 5% User Training 5% Documentation 5% Deployment 2% Post Go Live Support/Hypercare 10% Local India Management 5% Sample Guess Estimates
- 21. @sfdgblr #blrdevx • Line item level estimation - High Medium Low • Story Points based estimation – 1,2,3,5,8,13,21+ • T-Shirt Sizing based estimation – S, M, L, XL, XXL Estimation Techniques
- 22. @sfdgblr #blrdevx Phases/Timeline Wk1 Wk2 Wk3 Wk4 Wk5 Wk6 Wk7 Wk8 Wk9 Wk10 Wk11 Wk12 Wk13 Wk14 Availability for all weeks Person Days = Wk * 5 Person Hours = Wk * 5 * no. of working hours SFDC Design SFDC Build + UT Integration Build Offshore Testing E2E Preparation testing E2E Testing UAT Support Deployment Post Go Live Support Resource Planning SFDC Lead 1 1 1 1 1 1 1 1 1 1 1 1 1 1 24 120 960 SFDC Admin 1 1 1 1 1 1 1 1 1 1 1 0.5 0.5 0.5 15 75 600 Sr. Developer 1 1 1 1 1 1 1 1 1 1 1 1 1 1 16.5 82.5 660 Developer 2 2 2 2 2 2 2 2 2 2 2 24.5 122.5 980 Sr. Tester 1 1 1 1 1 1 1 1 1 1 1 1 1 1 15.5 77.5 620 Jr. Tester 1 1 1 1 1 1 1 1 1 1 1 11 55 440 Total FTE( in a week) 7 7 7 7 7 7 7 7 7 7 7 3.5 3.5 3.5 106.5 532.5 4260 Management 0.5 0.5 1 1 1 1 1 1 1 1 1 0.5 0.5 0.5 16.5 82.5 660 Total FTE( in a week) 7.5 7.5 8 8 8 8 8 8 8 8 8 4 4 4 123 615 4920 Public Holidays 1 1 1 1 1 5 25 200 Person Days per week 32.5 32.5 40 40 40 35 40 40 35 40 35 20 20 20 590 590 4720 Sample Project Timeline + Staffing Model
- 23. @sfdgblr #blrdevx Effective Change Management – 9 Steps 1. Get a Release strategy 2. Engage an executive sponsor 3. Collect input from end-users 4. Define scope and impact 5. Prioritize 6. Configure and test 7. Communicate and train 8. Deploy 9. Follow up & Support Click Here to Download
- 24. @sfdgblr #blrdevx 24 RFP Orals Scenario Introduction Business Objectives Our Understanding Our Approach Technical Solution As-Is Vs To-Be Architecture Tools & Accelerators Value Proposition Resource Experience and Skills Estimates
- 27. @sfdgblr #blrdevx 27 Project Implementation Life Cycle • Discuss and Capture day to day process • Validate the business requirements • Finalize the scope • Data Model • Security Design • Configuration Design • Technical Design • Prototype • Data Migration • Integration Design • Config & Build • Sample Data Migration • Unit Testing • Refresh Mgmt • Release Mgmt • Customer UAT • Sign off • Data Extraction • Data Mapping • Data Transformat ion • Data Loads • Data Validation • End User Training • Admin Training • Training Manuals • Production Deployment • Go-Live Communicati on • HyperCare Requirement Gathering Design Build UAT Migration User Training Go Live Support • Quick Hits • Bug Fixes • Minor Release • Major Release
- 30. @sfdgblr #blrdevx 30 “If I had an hour to solve a problem and my life depended on the solution, I would spend the first fifty-five minutes determining the proper question to ask, for once I know the proper question, I could solve the problem in less than five minutes.” - Albert Einstein
- 31. @sfdgblr #blrdevx What is Consulting? It’s a mindset Which can Communicate effectively To gain Technical Knowledge To apply Analytical Thinking Art of Listening !! Ask the right questions !! Express yourself !!
- 32. @sfdgblr #blrdevx 32 One large global/complex Salesforce implementation with consulting mindset will take you leaps and bounds in this D2C journey. It’s not how many projects you do or how many certifications you hold? It is the learnings during project that builds your experience !! Experience Matters !!
- 33. @sfdgblr #blrdevx 33 Introducing Road Show • Full day meetup in your local DUG/UG • Covering the depth and breadth of End-to-End project implementation • Focused discussion on how to improve with consulting mindset • Workshop simulation • Deep dive into each phase of project lifecycle • Highlighting the importance of Communication and collaboration