You should be getting exponential results from the Presales team you have.
That’s not to suggest that your SEs are just sitting around with nothing to do. The data shows they’re busier than ever – delivering 40% more demos per week – and are in increasing demand across the entire customer lifecycle. Only 2% of Presales teams today support Sales exclusively! The disruption is real.
A lot of that demand has devolved into doing more repetitive harbor tour demos instead of doing custom technical demos, POCs, solution mapping, and other high value activities. It creates a lot of bottlenecks that hurt the buying experience.
Scaling Presales and enabling buyers is the best way forward. We framed the story of disruption and the way out in our latest infographic: Unlocking Presales.