The CorsPro blog is here to provide ideas, valuable insights and creative solutions for the presales process.
As Software-as-a-Service solutions have matured, they’ve become increasingly complex. This means even the most minor configuration changes can wreak havoc on your sales and engineering processes – and your bottom line.
99% of companies do some kind of Discovery and Qualification. Even with a list of questions in the Qualification and Discovery stages, salespeople unknowingly omit pertinent qualifiers that dictate the solution path. Given the process sets the foundation for Design and Configuration, engineers may waste hours researching, designing, and providing quotes for solutions that aren’t the right fit. Read our cautionary tale to avoid mistakes in design and configuration.