C H A P T E R       6     

Presales, Bid Management, and Sales and Marketing

This chapter takes you through preliminary concepts relating to sales and how deals get made, and then introduces third-party consultants and their role in large deals. It also discusses the role of onsite relationship managers. The major real-time case study at the end will help you understand how presales efforts affect your world.

This is important stuff. Sales, after all, pay your salary. What's more, many techies end up in sales or marketing, or participating in bid efforts, at some point in their careers.

Bids, sales, and marketing are an integral part of any IT company, whether it's a product company or a services company. Large deals can run up to or even beyond ...

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