For heads of presales and new presales leaders
Run presales as a system, not a set of favours.
PSOS is a seven-pillar operating model for a presales function, from how you qualify deals to how you hand them over. Score your own function in five minutes and see where it is thin.
Self-scorecard
Where is your presales function strongest, and where is it exposed?
Rate each pillar from 1 (rarely true, mostly improvised) to 5 (true on every deal, and written down). Each line describes what a 5 looks like. The result updates as you move the sliders.
The toolkit
The working documents behind each pillar.
A framework tells you what good looks like. These eight instruments are what you open on a live deal: the scorecard, the question bank, the checklists and the templates. Built to sit alongside the books and courses you already have.
Qualification scorecard
Four lenses with evidence lines, scored at every stage gate.
Discovery instrument
Question bank, call plan and summary across three levels of discovery.
Readiness assessment
A checklist that states what the client's data supports today, before you price.
Value case
ROI model and business value template, built with the buyer's sponsor.
Solution blueprint
One executive view of the target state, with a library index.
Proposal and red-team
Proposal template and the review checklist that runs before release.
Crawl-Walk-Run roadmap
Roadmap template with phase gates, from scoped pilot to scale.
Handover, commitments and win-loss
Handover pack, commitments register and win-loss template.
In development
Free, 30 minutes
A presales review, in one conversation.
Thirty minutes to go through your scorecard result, pick the one or two pillars that cost you the most, and agree what to change first. No deck, no pitch.
- Where deals are lost before presales sees them
- Whether discovery produces something the delivery team can use
- Which three measures to instrument first
Book a presales review
Best after you have scored your function above, so we start from your numbers.
Request a reviewOr email phil@pmrinsights.com to book.
Email phil@pmrinsights.com and I will send you some times.
About
Built by someone who has run the function.
I am Phil. I have spent more than twenty years in technical, operational and solution roles, and have led presales and go-to-market solutions teams. I started in financial services support, which taught me the habit I still use: find the problem, show the difference it makes to the buyer, and keep the language plain.
PSOS is the operating model I wanted when I took on my first presales team. It is written from my own experience and contains no client material.