Your best engineer shouldn't be your sales strategy.
Acivica builds the presales system that makes every deal run the same way, no matter who's in the room. No more hero ball.
In most growing companies, presales is an afterthought. A technical person gets pulled into a deal, runs discovery their own way, builds an estimate using their own approach, and demo-vomits every feature they can think of. Sometimes it works. Sometimes it crashes and burns. Usually the solution is to find the person who does it best, and then have them do it over and over.
The problem isn't your people. It's the missing system around them.
How we fix it
Diagnose. Find out what's actually broken. Your key people in one room sharing honest disagreement and planning how to win.
Build. Your Product Book, Discovery & Estimating Workbook, and Presales Playbook, built from what we found.
Train. Hands-on classes, 1:1 coaching, and recorded-call review until the new way is the normal way.
Measure. We ride along and use AI to check real deals against your playbook, so you know it's working instead of hoping. What we find feeds straight back into the system.
Built for companies where everyone's in the same room
The Presales Framework is designed for small and mid-sized businesses, where leadership, sales, and technical staff can sit at one table and actually decide things. No layers of committees, and no framework built for a Fortune 500 org chart.
Who's behind it
I'm Scott Stamper. I've built presales in the Microsoft partner channel for many years, and my approach (along with my amazing partners in sales) has won millions. In addition, I've worked with countless sales organizations building and delivering CRM solutions. I've seen what works and what fails.
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What is included?
The Presales Framework is configurable engagement that matures a company's presales capabilities to make it an engine that drives revenue, sales, and true client value. Conducted via Teams and scheduled to meet your needs, the Presales Framework is the shot of adrenaline your technical sales or sales engineers need to ensure they are doing things right.
The first 4 items are part of the core package and, while we recommend all 4, we can work with you to configure a version that works.
Diagnose
Find out what's actually broken.
Most companies can describe their sales process. Far fewer can agree on it. Diagnose is where we find out the difference.
Build
A presales system that belongs to you.
Diagnose tells us what's broken. Build fixes it with working tools tailored to what we found, not pulled off a shelf.
Pre-Launch Training
Training is the secret. We are experts in educating, training, and building knowledge to ensure success.
Pre-Sales Launch
Once live, we are just getting started. We offer supports, office hours, and more to ensure success. Adoption is key.
The next 4 items are optional and, while we think they are essential, we understand that not all apply to all organizations. When bundled in, they take the Presales Framework to whole other level.
Demo University
The first rule of being good at demos is empathy. We know how to teach it and other critical skills.
Ongoing Support
Do you want ongoing support after launch? We can customize a support program to mee your needs.
Estimates & SoWs
Does your organization have to create custom estimates and Statements of Work? If so, we can help.
Success Analytics
Analytics is at the heart of both understanding and driving success. And it starts right here.