Sales Engineering Shared Folder

Owned by Jose Maldonado
May 04, 2018
2 min read

Team,

I am sharing with you a Google Drive folder where going forward I expect we centralize files related to our division. Please review these instructions and feel free to move your particular files into them.
I am suggesting as a minimum the following subfolders:
  • Resources: A catch-all repository for any relevant files, including technical and business related.
    • Competitive Analysis: In this subfolder we should start keep information on our competitors, and build comparison matrices, solution briefs, battle cards, etc to help us position against them. Let's hunt out what we can find from midmarket (Bizagi, Appian, Kissflow, ...) and enterprise (IBM, Pega, ...)
  • Sales Support: Here we will create a subfolder for each specific Account/Opportunity we are working on, as support to a sales process (either new or added business). Requirements, estimates, customer docs, etc, everything that supports a PoC, a PS Quote, a Technical Review, or any other SE Engagement. Let's make this the library of all SE projects we have worked/are working on. I put in a few examples from my own drive to get started.
  • Templates: As we mature our practice, this folder will become the repository of business and technical templates, which we will then leverage on subsequent engagements. 
    • Estimations: Here we will build out a PS/Project quoting tool, out of our current SOW estimation guides. The idea is to hold here the template, which then gets copied and filled into each new engagement at the Sales Support level.
    • PM Bundles: Actual .pmx and related files of sample processes for reuse.
This is just a start so feel free to make suggestions. I expect to have us all shift our daily operation into relying on what is in these shared folders, so let's make the best of this resource.