Perhaps you can relate to a situation from your past. You are eight years old and attending a large family holiday dinner. It is time to eat, and as the adults and teens find their way to the big table, you see it. The dreaded children’s table. Your older brother or sister gives you that smug look as they sit down with the adults. It isn’t until years later that you finally get a seat at the big table. For today’s technology companies, presales leadership often feels like that eight-year-old child when it comes to having a seat at the product roadmap, sales forecast, resource analysis, and planning tables. What a travesty! It is time that everybody grew up and realized that presales leadership belongs to each of those tables.
If you can relate to this sentiment, consider attending a webinar I will be leading on the topic Wednesday, February 17th. In the meantime, let’s examine those tables and why it is in every organization’s best interest to get them there.