Introduction

Background

Architecture

Analytics
A&D PreSales

🟢
SMBU PreSales
Full Global Access
EAM PreSales

PreSales Operations

🟠
Regional CTO
Full Regional Access
PreSales Leadership

Data Security

Managed In Microsoft Teams

🟡
Share opportunity to provide
Partial Access technical access

Include on Resourcing section for

reporting / Dashboard inclusion

Filters to refine lists

View Refinements

Group by Column Headings

1. Pipeline

Managing The 2. Resourcing

Terminology Technical Win

Discovery

PreSales Enablement
Six Box Model & Power Messages
for easy access by the team or broader PreSales org

What sort of progress are we Business Value Assurance

Objective:
Views
making against good practice Provide links to each deliverable Hub is central location which connects everything

PreSales deliverables? Bid Submission Hub & Spoke Model

The hub lists

Spokes to various tools or repositories that house opportunity
resources and assets

Landscape Assessment

Success Plan

Filters
Filter list to “New” to find brand new opportunities
potentially requiring tracked

“Groups”

Use Sort list into groups from one of the column headings

3. Progress “Edit in Grid View”

Useful for multiple changes

Estimated % complete of each deliverable

Views structured as Tips:

Link to where deliverable can be found
Workflows
What problem would IFS Technology Enablers
eliminate for this opportunity?

Problem Statement
Summary sentence or two that could be quickly and
easily articulated by CTO on Forecast Calls as to why
PreSales are engaged.

Update Our plans simply cannot fulfil the deliverables we need to relative to the
Close Date

Examples
We are being blocked from fulfilling deliverables that lie on the critical
path for The Technical Win

RAG Flags We believe we can fulfil the deliverables on the critical

path for The Technical Win but there are identified
risks we have accounted for.

We are confident we can fulfil the deliverables on the

critical path for The Technical Win with little/no risks
that would deviate from our plan.

4. Health

5. My Dashboard

6. DashBoard

7. Forecast

The Hub Form