Launches the First Pre-Sales Force Automation Tool Designed To Reduce Pre-Sales Costs


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Kelly Frissora
Red Javelin Communications, Inc.
(978) 460-4346
[email protected] Launches the First Pre-Sales Force Automation Tool Designed To Reduce Pre-Sales Costs and Grow Incremental Revenue

SEplanit Technical Opportunity Planner and Management Dashboard Significantly Reduces Technical Pre-Sales Costs in the Solution Sales Process

ACTON, MA ? August 6, 2007?, the leading provider of performance improvement programs for pre-sales support engineers (SE), today announced the launch of SEplanit, a pre-sales force automation tool designed to drive technical sales productivity, reduce pre-sales costs, increase visibility, and expand revenues. Traditional sales force automation tools focus on achieving business closure, ignoring the activities of the pre-sales technical team even though their role directly impacts the deal size and cost of sales. SEplanit complements existing sales force automation tools by helping the sales team achieve efficient and repeatable “solution closure” – the pre-sales process of acquiring the solution decision.

“SEplanit provides the individuals in our organization with a tool they can use to track the technical progress of our opportunities,” explains Tim Callahan, Senior Director of Technical Services at Attachmate Corporation. “It also provides a great view for the management team of the overall technical closure rate for the entire pre-sales organization.”
“Our customers are using SEplanit to systematically plan, grow deals, and reduce the time to a favorable solution closure,” said Phil Janus, founder and President of “They are seeing ROI anywhere from 48% to 450% in solution sales closures,” Janus continues. “One sales district of a major $1.8B client has documented a 425% growth in incremental solution closure revenue over 6 months in large part from implementing the patent pending Solution Sales Process.”

Key Features for Pre-Sales SEs include:
• Automated solution closure analysis to reduce the cost of sales and grow deals
• Graphical models, for example, of the prioritized solution decision chain
• Technical Opportunity Plan (TOP) review reports for collaborative feedback
• Team-based opportunity planning, and read-only usage for non pre-sales users
• Customizable at-a-glance dashboard for reporting
• Comprehensive, easy and fast data entry and access to solution sales data

Key Features for Technical Sales Management include:
• Sales engineering performance metrics to track solution sales productivity
• Graphical pre-sales performance dashboard to manage team metrics
• Highly flexible management dashboard to enable reporting based on organizational structure and user-defined categories such as industry, partners and product set
• Forecasting capabilities to provide complete visibility into solution sales

Key Features for corporate decision-makers include:
• Solution sales productivity dashboard reports for accurate cost-of-sales analysis
• Estimates of annualized solution closure revenue based on current performance
• Accurate real-time pre-sales performance analysis

About, previously known as TechSellEnts, is a global provider of solutions specifically designed to improve the operational performance of pre-sales engineers, enabling global companies to achieve fast, repeatable and predictable solution closure. Clients include Autodesk, Inc., Juniper Networks, Attachmate Corporation, Group 1 Software, EMC Software Group, Kana Software, and Spotfire (a Tibco Software division). is headquartered in Acton, MA. For more information visit

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