The C-level suite is slowly but surely recognizing the value and importance of the Presales function to their organization’s success. As we say, you can’t get the ‘deal win’ without the ‘technical win’! Since 2018 Homerun has been a ‘category builder’ in the presales software space. More importantly, we have helped companies like AppViewX, Graylog, and INKY Technologies achieve exceptional presales results with our Homerun Presales platform.
In recognition of the growing presales software category, two of the world’s leading sales engineering and presales thought leaders, trainers, and coaches released the first edition of the Presales Buyer’s Guide, which includes a vendor profile on Homerun. Kerry Sokalsky of Presales Mastery and Chris White of Tech Sales Advisors spent the last 8 months interviewing vendors, reviewing technologies, and assembling all of their learnings in the guide. Note, their Presales Buyer’s Guide is not ‘pay to play’.
Read on to learn more about how they defined the presales software landscape and what they wrote about Homerun.
The Presales Buyer's Guide includes the following categories:
Presales Oversight & Management – This focus area encompasses the responsibilities, challenges, and concerns of the typical presales leader – from pipeline visibility and opportunity oversight to process implementation and team management. The capabilities in this area are designed to enable presales leaders to run their organization like a business.
Presales Opportunity Execution – This focus area enables presales professionals (aka individual contributors) to work at speed and scale. Capabilities in this area are designed to give ICs a unified workspace to access, record, and manage all the information and activities involved in executing a presales opportunity.
Demo Automation – As the name suggests, this focus area is all about automating and scaling demo creation, delivery, and consumption, whether in the context of top-of-funnel, self-service demos, live demos delivered by individuals, or product trials (aka sandbox demo environments). The tools in this space are used to create “safe” usable, shareable demo assets that can be analyzed to determine customer interest and intent.
Response & Knowledge Management – This focus area represents the automation of the cross-team coordination, collaboration, and effort that goes into responding to formal RFx requests. It also includes the collection, curation, and dissemination of company and product information commonly used to answer questions and respond to questionnaires during the sales and presales process.
Presentation & Data Solutions – As the name suggests, this focus area encompasses the tools in the market explicitly designed to help presales professionals give better, more compelling live demonstrations, tell better stories, facilitate better meetings, show more relevant information, and manage heavy demo data workloads.
As a unified presales platform, Homerun is part of the Presales Oversight and Management and Presales Opportunity Execution categories. Homerun supports, compliments, and integrates with solutions in all of the other categories.
Chris and Kerry wrote the following Overview about Homerun:
The founders of Homerun built the first version of the platform as a tool for themselves, based on a presales process that increased efficiency and effectiveness, and enabled them to close more deals with less effort. In their own words, “We were managing multiple presales evaluations at any given time, jumping from customer calls to demos to POCs and back. We were using multiple tools: our CRM, notepad, docs, spreadsheets, etc. You name it, we were using it. One day, we had enough and started coding. The result was Homerun.”
The solution has since evolved with features that add value to the rest of the business – sales, product, marketing, post-sales – and elevate presales within the company. Homerun opens the presales “black box”, providing visibility into pipeline, team performance, product gaps, and activity tracking, so Presales leaders know what is going on and how to win.
For the individual contributor (IC), Homerun is designed to be “exactly the tool you need, without getting in the way”. Their goal is to empower ICs to leverage best practices used by top sales engineers to stay organized and be a fast, efficient, and effective closer. Homerun’s design mantra is what they call the “Goldilocks rule” – not too much, not too little. Thus, their goal is to provide a presales platform that empowers the entire presales team, from ICs to managers, without getting in the way.
Regarding Notable Features & Capabilities, Kerry and Chris wrote:
A key feature for presales leaders is the Presales Pipeline – a Kanban board of current evaluations by presales stage and driven by a flexible filtering mechanism. Leaders can see deals in progress organized by virtually any attribute and drill into trouble areas.
For individual contributors, the Evaluation Plan page is a powerful, all-in-one “home page” that enables them to track and manage everything related to a presales engagement, including tasks, notes, feature requests, activities, sentiment, test cases, alerts and notifications, etc. Two of the more unique aspects of the Evaluation Plan page are “Action Items” and “Highlights”. Action items are designed to track those key follow up actions that customers are waiting for. Highlights are designed to capture key notes that otherwise might get buried in the minutia of the engagement.
Homerun also offers a customer collaboration capability; whereby specific elements of the Evaluation Plan can be shared with prospects in the context of a Customer Portal. Prospects can then mark items as In Progress, Completed, or Blocked, upload files, and engage in back-and-forth messaging with the presales team.
Want to learn more? Talk to one of our presales experts about how Homerun can help you achieve exceptional presales results. Click here to get started!
Brian Lewis, Homerun Co-Founder and CRO, will join distinguished presales leaders Naz Irani and Vikram Gupta in a panel discussion on "What Constitutes a High Performance Presales Team?"
Session Title: What Constitutes a High Performance Presales Team?
Date: Tuesday, May 18, 2022
Time: 10:00 - 10:50am MDT
This should be an amazing discussion for every presales leader looking to build a high performance presales team. Don't miss it!
DEMOFEST 2022 is the premiere sales engineering (virtual) conference, hosted by Consensus, and runs May 17-19, 2022.
Register for free!
Want to learn more? Talk to one of our presales experts about how Homerun can help you build a high performance presales team. Click here to get started!
Peter Cohan, world-renowned presales thought-leader and author of the incredibly popular Great Demo! book, named Homerun Presales as a 'Cool New Tool'.
Here is the except from the latest Great Demo! newsletter:
From the Vendor:
Homerun Presales is unified presales platform to track and optimize presales performance, deploy a structured presales process, and efficiently scale your presales team. Presales teams using Homerun increase win rates (up to 15%), decrease sales cycles (up to 16%), and save time (2-4 hours per SE per week). Homerun modernizes presales and connects it to the organization to help presales team show their extended corporate value through more revenues, more competitive products, more data-driven marketing, and easier pre-sales to post-sales transitions.
Our Comments (aka, Peter's Comments):
One of the biggest challenges for presales managers and practitioners is assessing and communicating the “fit” of a sales opportunity prior to investing substantial presales resources in demos, POCs, and other activities. Sadly, these communications often take place well after that investment has been sunk. Homerun includes a rich range of capabilities to support, manage and track presales activities on a day-to-day basis, plus the ability to enable presales input and comments regarding deal sentiment, including health, fit, and features, well before a QBR or similar deal review takes place. This is extremely useful and important, enabling presales teams to focus on the opportunities with the highest likelihood of success (for both vendor and customer). Check it out!
If you are interested in great presales content from Peter and the Great Demo! team, subscribe to the Great Demo! newsletter!
Want to learn more about Homerun? Talk to one of our presales experts about why Homerun is a 'Cool New Tool' and how Homerun can help your presales team achieve exceptional presales results! Click here to get started.