Any effort to scale Presales should start with 1) defining your demand gap and 2) defining your activities gap. In other words, you need to understand if you have the capacity to support incoming demand for Presales, and determine whether it’s the right kind of demand.
The Increasing Demand Gap is just the number of hours that are going to be required in the future because of increasing demand without linear budget increases.
Calculating your Key Activity Gap can be trickery. It’s an assessment of what SEs are spending time on vs. what they should be spending time on.
To help you get started, we’ve prepared this this free Activity Gap Analysis Spreadsheet.
Just make a copy of the sheet, plug in your inputs and see the impact of scaling your Presales team.