Improving Presales Resource Allocation

Group Affiliation: 
- Private group -

Presales are between two large elephants charging, [the sales rep] on one side and [the customer] on the other (Sleep, Bharadwaj, & Lam, 2015). If one of the elephants falls or swerves, the presales resource will not be in a good place. In some organizations there are two sales reps per presales resource and the model is for dedicated presales resources for sales reps. The model has been in existence for 10+ years, and while many international enterprise information technology (IT) companies have moved to a pooled model, some still remain with a dedicated resource model. Companies only survive if they are dynamic and adapt and change to remain competitive and pertinent in their industry (Will, 2015). This paper discusses the positive changes of moving to a pooled model.


University of Phoenix
Dr. A. Cassard, Dr. J. Hamel
Presentation Date: 
Tuesday, August 14, 2018
Event or Conference: 
2018 KWB Research Conference
Presentation Type: 
Paper Presentation
Boyer's Domain: 
Presentation Location: 
United States