The #1 goal in sales?
Hit your target
The #1 way to hit your target?
The #1 prerequisite to closing a deal?
Get the technical win
The #1 way to get the technical win?
Run a successful presales POC
Given that POCs are mission-critical to hitting your sales target… Why are there no solutions for presales POCs and technical evaluations?
Before building Homerun, we had a need to better plan and execute presales POCS and technical evaluations that would get technical wins. We looked for purpose-built software solutions to help with this, but to our surprise we couldn’t find any. So we did what all good software developers do when they can’t find what they need… we built it ourselves. As more and more sales engineers adopted Homerun as their Go-To tool for managing their presales activities, we knew the need was greater than our own and decided to launch Homerun as a commercially available software solution.
As we were getting ready to launch, we looked for how best to categorize Homerun within the Sales Tech Stack. We reviewed multiple articles, diagrams, and landscapes that listed the major and minor categories in the modern Sales Tech Stack (see below for a few examples). To our surprise, we discovered that none of them included categories related to presales, sales engineering, presales POCs, nor technical evaluations.
Bottom line: The modern Sales Tech Stack (both in practice and in diagram/landscape form) has a major gap, and we’re doing our part to fill it.
Examples of Sales Tech Stack Categorizations:
“The 2019 SalesTech Landscape: What’s Hot and What’s Not Today”
Source: Sales Hacker (the self-proclaimed ‘World's Largest Community for B2B Sales’), by Nicolas de Kouchkovsky
“The Sales Tech Stack” (2015)
Source: Scale Venture Partners
The Essential B2B Sales Stack (2017)
Startup Sales Stack Report (2019)
Source: Bowery Capital