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G2 Unveils the PreSales Management Category

It’s been a long, long trip for PreSales in regards to G2, the well known B2B peer review site. The site started out with…well, nothing. But eventually G2 created the PreSales category, and populated it with several vendors. Those vendors were primarily in the demo automation space.

Recently G2 broke out the grid and put Demo Automation in its own category. A new category was created featuring PreSales Management. It’s incredible! In just a few short years, G2 went from not recognizing PreSales at all to creating two separate grids representing the space.

Vivun recently hosted a webinar with G2 analyst Blue Bowen about the evolution of PreSales from G2’s standpoint, and it was illuminating. Blue pointed out that G2 has recognized that it truly takes two teams to drive revenue in the current environment: Sales and PreSales. A company can’t do one without the other.

Blue listed the key inclusion criteria for a vendor to appear in the new PreSales category:

* Integrate with key business systems (CRM, product lifecycle management)

* Capture PreSales activities

* Provide a dashboard or pipeline to track PreSales workflows

* Report on PreSales KPIs such as win rate, efficiency, and utilization

* Assist in resource allocation and team member assignments

* Capture product feedback to inform product gaps and roadmaps

And what’s the impetus for creating this new category now? It’s because of the clear ROI data that G2 has on the industry segment. For example:

* 51.7% of reviewers receive ROI in 6 months or less when they use PreSales software

* 80.5% of reviewers implement in 3 months or less

* 85% of reviewer’s companies have fully adopted the solution

The bottom line is that G2 has recognized the PreSales evolution from a subordinate, “support” role to a truly strategic function, and the new PreSales Management grid reflects this transformation. The creation of the PreSales Management grid is an exciting hallmark of the continued evolution of the PreSales category.

We can’t wait to see what new PreSales grid G2 produces next….

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• May 23rd: PreSales Get Together at Salesforce London 
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