Decoding PreSales Reporting Structures

When it comes to the reporting structure for PreSales (SE/SC) teams, there is no one-size-fits-all answer. Different organizations have different needs and priorities, leading to various org structures. In this blog, we will explore the different options and discuss the situations where PreSales reporting to sales might be the right choice, and when it might not be.

The Default Decision: PreSales Reporting to Sales

The default and most common decision is to have PreSales teams report to the Sales department. This structure makes sense as PreSales teams often work closely with the sales reps, supporting them in their efforts to close deals. By aligning PreSales with Sales, there can be better coordination and collaboration between the teams.

Other Org Structures to Consider

However, there are examples of different org structures that can also work well for PreSales teams. Here are a few options to consider:

1. Customer Success

Having PreSales report to the Customer Success department can be beneficial in organizations where post-sales activities are a significant part of the PreSales role. This structure ensures that PreSales teams are closely aligned with the customer journey and can provide seamless support from pre-sales to post-sales.

2. Chief Revenue Officer (CRO)

Reporting to the Chief Revenue Officer (CRO) can be a good fit for PreSales teams, especially in organizations where revenue generation is a top priority. This structure allows for a holistic view of the sales process, with PreSales playing a crucial role in driving revenue growth.

3. Product

In some organizations, aligning PreSales with the Product department can be advantageous. This structure ensures that PreSales teams have a deep understanding of the product and can provide valuable insights and feedback to shape product development and roadmap.

4. Chief Technology Officer (CTO)

In technology-driven companies, having PreSales report to the Chief Technology Officer (CTO) can be a strategic move. This structure allows for close collaboration between PreSales and the technical aspects of the organization, ensuring that solutions are aligned with the company's technological capabilities.

5. Other

There may be unique situations where PreSales reporting to other departments, such as Marketing or a dedicated facilitator team, makes sense based on the specific needs and goals of the organization.

Choosing the Best Reporting Structure

So, what is the best reporting structure for PreSales teams? The answer depends on several factors, including the organization's goals, priorities, and the nature of the PreSales role itself. Here are some considerations:

• Performance Metrics: The reporting structure should align with performance metrics and compensation plans to avoid friction between PreSales and other teams.

• Scope of Duties: Consider the scope of duties related to both pre-sales and post-sales activities. The reporting structure should support seamless coordination between these functions.

• Strategic Alignment: Aligning PreSales with departments that are critical to achieving organizational goals can enhance overall performance.

• Competency and Expertise: Consider the competency and expertise required for the PreSales role. Reporting to someone who understands and has experience in that domain can be beneficial.

Conclusion

In conclusion, there is no definitive answer to the best reporting structure for PreSales (SE/SC) teams. While the default decision is often to have PreSales report to Sales, various org structures can be effective depending on organizational needs. It's essential to consider performance metrics, scope of duties, strategic alignment, and competency when making this decision. Ultimately, organizations should choose a reporting structure that maximizes collaboration, supports seamless customer experiences, and drives revenue growth.