Sales, Pipeline & Deal Economics
What Is Pre-Sales?
Pre-sales is the technical and advisory work a partner does to shape an opportunity before it closes - discovery, scoping, solution design, configuration and proof of value. It is where the deal's products, vendors and architecture are decided, and where the partner earns the customer's confidence that the proposed solution will work.
Why it matters to IT channel partners. Pre-sales is where the deal's rebate is quietly set. The vendors chosen, the products configured and the way the solution is built all determine which incentives the deal can earn. A partner whose pre-sales team can see the expected rebate of each design choice can shape solutions that serve the customer and pay the partner best - without compromising either.
Related terms
FAQ
The solution designed in pre-sales fixes the products and vendors in the deal, which determines the incentives it can earn - so design choices shape the rebate before the deal is even quoted.
See the expected rebate of each solution design → Explore the pipeline module