PreSales QBR Talk Track

FY25 Review & FY26 Strategic Initiatives

Slide 1

Opening Statement

⏱ 1 minute

Good morning everyone. Today I'll walk you through our PreSales performance for FY25 and Q1 FY26, demonstrating how our team of 5 has driven £2M in closed-won revenue while supporting 14 sales reps across 246 opportunities.

More importantly, I'll outline our Q1/Q2 FY26 initiatives that will accelerate our path to a 50% win rate through enhanced MEDDPICC adoption, AI-powered selling tools, and strategic technology investments.

Key Message: Our 44.66% win rate proves PreSales involvement directly correlates with sales success - let me show you how we'll build on this foundation.
Slide 2

Performance Overview

⏱ 2 minutes

Looking at our performance metrics, three numbers tell our story: 246 opportunities, £2M closed won, and a 44.66% win rate.

Notice the acceleration in the graph - we've gone from 15 opportunities in August to consistently managing 20+ per month by year-end. This isn't just volume - it's strategic engagement. Each opportunity receives an average of 4.5 hours of PreSales investment.

The PreSales Multiplier: Opportunities with PreSales involvement close at nearly 45%, compared to the industry average of 20-25% without technical validation.

FY26 Initiative

Implementing Clari's opportunity scoring to identify which deals need PreSales earlier, ensuring maximum impact investment.

Slide 3

Public Sector Performance

⏱ 2 minutes

Public sector is our stronghold - 73% council penetration with 156 of 213 councils using our solutions. This translates to 2.4 million citizens served monthly.

The 32% YoY growth isn't accidental. Our PreSales team has developed deep council expertise, understanding their unique procurement cycles, technical requirements, and stakeholder dynamics.

Penetration breakdown:

  • Metropolitan councils: 82%
  • District councils: 78% (volume play)

Q1 FY26 Initiative

Launching sector-specific demo environments in Consensus, allowing councils to self-serve initial demonstrations while PreSales focuses on complex, high-value engagements.

Slide 4

Activity Distribution

⏱ 1.5 minutes

This pie chart reveals an important insight - only 9% of our time goes to actual demonstrations. The real value creation happens in the 15% internal alignment calls where we apply MEDDPICC methodology.

Strategic Advisors: We're not just demo jockeys. Internal calls are where we identify Champions, validate Decision Criteria, and uncover Paper Process requirements.

Q2 FY26 Initiative

Implementing Reachsuite for multi-threading. Currently averaging 3.2 stakeholders per opportunity - targeting 5+ stakeholders on enterprise deals.

Slide 5

Win/Loss Analysis

⏱ 2.5 minutes

Here's our reality check. Top wins: All councils - Mendip at £419k, Hertfordshire at £195k.

But look at our losses: The Gym Group at £409k, Office of Government Procurement at £240k. We're losing larger commercial opportunities.

Loss Analysis:
• 33% due to functional fit
• 22% non-bid on tender
These aren't sales execution issues - they're product and relationship gaps.

Average loss value of £29k is 50% higher than our average win of £19k. We're winning the battles but missing the wars on larger deals.

FY26 Response

1. Implementing Access Group's AI-powered requirements gathering tool in Q1 to identify functional gaps early.

2. Earlier MEDDPICC qualification on deals above £50k - validating Identified Pain and Champion presence before technical engagement.

Slide 6

Content Strategy

⏱ 2 minutes

Content effectiveness directly impacts sales outcomes. 85% Consensus platform adoption shows our sales team values the assets we create. More importantly, we're seeing 3.2 stakeholders engaging with content per opportunity.

FY26 Content Roadmap

  • Q1: Demo environment updates for Paysuite evolution - supports AI initiatives
  • Q2: Competitive battlecards using Clari Copilot insights
  • Q3: ROI calculators integrated with MEDDPICC Metrics
  • Q4: Success story repository powered by Consensus data

This isn't just content creation - it's building a self-reinforcing system where every asset strengthens our MEDDPICC execution.

Slide 7

Product Roadmap

⏱ 2 minutes

Product innovation drives PreSales success. Four themes define our evolution:

  • Digital Transformation with Open Banking is live - addresses 15% of historical losses
  • EVO AI Co-pilot launching in FY25 will revolutionize ROI demonstrations
  • Security with PCI DSS certification removes historical objections
  • Accessibility with WCAG 2.2 compliance opens new public sector requirements

Q1 FY26 Skills Investment

Allocating £15k for AI and integration architecture training. Every PreSales team member will be certified on new AI capabilities by end of Q2.

Slide 8

Team Performance

⏱ 1.5 minutes

Five people, 1,098 hours, 3,308 activities tracked. The data shows Paul Barber and Warren Stone leading activity, but here's the highlight - Andy Wright, our new hire, is already delivering at 30+ days.

Team Health: 7.8 Peakon score shows strong engagement despite high workload. Engaged PreSales teams close more deals.

Q1 Initiative

Implementing weekly MEDDPICC deal reviews using Clari's conversation intelligence to accelerate Andy's ramp-up while ensuring consistent qualification.

Slide 9

Sales Support Coverage

⏱ 2 minutes

This slide demonstrates PreSales leverage. Five people supporting 14 sales reps - a 2.8:1 ratio that's actually optimal for technical sales. Industry best practice is 3:1.

Partnership Impact:

  • James Pickering: £838k with PreSales support
  • Gerard Evans: £734k in pipeline

This isn't coincidence - it's correlation. 49 opportunities per PreSales person is manageable with the right tools.

Q2 FY26 Enhancement

Implementing Clari's PreSales Analytics dashboard to track engagement quality, not just quantity - showing which activities actually advance deals.

Slide 10

Strategic Initiatives

⏱ 2.5 minutes

Four initiatives will transform our FY26 performance:

1. Value Acceleration

Streamlined POC process using Consensus for initial demos. Expected 20% faster cycles.

2. Executive Engagement

C-suite focused content using Access Group's AI personalization engine. Target: 15% win rate improvement on £50k+ deals.

3. Competitive Edge

Real-time battlecards powered by Clari Copilot's win/loss insights. Know exactly why competitors win and adjust immediately.

4. Team Excellence

100% team certification on AI tools by Q2. MEDDPICC certification for all by Q1 end.

These aren't aspirations - they're commitments with measurable outcomes.

Slide 11

Summary & Close

⏱ 1.5 minutes

Let me leave you with four key points:

1. PreSales is working - 44.66% win rate with £2M closed proves technical validation drives revenue.
2. We have a clear growth path. Our initiatives aren't random - they're targeted at specific gaps identified in our loss analysis.
3. Our team is engaged and scaling intelligently. One new hire performing above expectations shows we can grow without compromising quality.
4. We're FY26 ready. With MEDDPICC discipline, AI tool adoption, and strategic use of Clari, Consensus, and Reachsuite, we'll hit our 50% win rate target.

Questions?

📋 Quick Reference: Q1/Q2 FY26 Initiatives

Q1 FY26:

  • Clari opportunity scoring implementation
  • Consensus sector-specific demo environments
  • AI-powered requirements gathering tool
  • MEDDPICC certification for all team members
  • Weekly Clari conversation intelligence reviews

Q2 FY26:

  • Reachsuite multi-threading deployment
  • Competitive battlecards with Clari Copilot
  • PreSales Analytics dashboard
  • AI personalization engine for executive content
  • Complete team AI tool certification
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