Scaling Presales Influence: My Exciting Journey from PreSales Collective to Reprise

As I embark on a new chapter in my career, I’m thrilled to share my excitement about joining Reprise as the Vice President of Solutions and Partnerships. As I step away from my role as General Manager of PreSales Collective, I’m excited to tackle one of the most significant challenges in the presales profession today.

The Power of Presales

In presales, we live in the grey area, influencing product, sales, marketing, and more. This is our superpower, and our strength lies in our understanding of varied needs within the business:

• We know more about sales than product, and more about product than sales.
• We know more about marketing than product, and more about product than marketing.

Yet, presales is often relegated to a supporting role when it is essential to selling — especially as technical buyers are often the major decision-makers. This presents the largest challenge: How do we effectively demonstrate our value and expand our influence?

“The truth is this: We are already doing the work.”

The Challenge of Recognition and Scale

Have you ever won a deal, but your name was not included in the announcement at SKO? I have too! Throughout my career and countless conversations with presales leaders, I’ve observed a recurring issue: the constant struggle to prove value and expand influence.

Here’s the thing, I’ve fallen in love with the problem. Enabling sales, product, and marketing teams with demos that suit their needs can scale the expertise of presales and unlock what we’re already doing.  It’s all about telling the best story tailored to each buyer – yet expanding presales capacity so demos don’t become an administrative pain.

Embracing a New Role at Reprise

At Reprise, I’ll have the opportunity to address this challenge on a global scale. As the VP of Solutions and Partnerships, I’ll focus on:

1. Designing enterprise demo programs that unlock capacity and demonstrate value for presales teams;
2. Developing tools and strategies to help presales leaders track and influence organizations more effectively;
3. Creating solutions that allow GTM teams to scale their expertise.

Reprise is on a mission to change how companies sell software. The platform is purpose built  to meet all of your demo needs today, and in the future. Every presales team is slightly different, so having the flexibility to shape shift with your GTM team’s needs future-proofs your demo strategy and allows you to constantly prove value — both internally and with customers.

The Future of PreSales Collective

While I’m transitioning to a full-time role at Reprise, I’m not leaving Presales Collective behind. We’re creating a board of advisors and steering committee, bringing together influential figures in our space dedicated to the growth of PreSales Collective. I’ll be joining this board, ensuring continuity and strategic guidance.

With Jack Cochran bringing his experience to PSC as the General Manager, Presales Collective will continue to thrive, while benefiting from fresh leadership and strategy.

A Call to Action

As I embark on this new journey, I want you to be involved. Your engagement and feedback are crucial in driving our profession forward. Here’s how you can contribute:

1. Share your thoughts on the challenges you face in scaling presales influence;
2. Provide feedback on demo creation and how it impacts your ability to influence various teams;
3. Engage with us as we develop new solutions to address these industry-wide challenges.

Together, we will revolutionize the way presales teams operate, ensuring our value is recognized and our influence continues to grow.

I’m excited about the road ahead and look forward to collaborating with all of you in this new capacity. Let’s scale our influence, unleash go-to-market teams, and let the great work we are already doing drive our organizations’ success.