Establishing result-oriented presales process at Sombra

Наконечний, Юрій

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dc.contributor.author	Наконечний, Юрій
dc.date.accessioned	2023-12-04T15:54:42Z
dc.date.available	2023-12-04T15:54:42Z
dc.date.issued	2019
dc.identifier.citation	Nakonechnyy Yu. Establishing result-oriented presales process at Sombra : Master’s thesis : (073 “Management”) / Ukrainian Catholic University. Chair of Management and Organizational Development. - Lviv: UCU, 2019. - 62 p.	uk
dc.identifier.uri	https://er.ucu.edu.ua/handle/1/4247
dc.language.iso	uk	uk
dc.subject	Establishing	uk
dc.subject	result-oriented presales process	uk
dc.title	Establishing result-oriented presales process at Sombra	uk
dc.type	Preprint	uk
dc.status	Публікується вперше	uk
dc.description.abstracten	In July 2018 top management of Sombra company faced problem with monthly revenue that stopped growing. This happened because some projects ended and flow of new projects generated by sales wasn’t enough to cover growing demand. This contradicted with company’s yearly strategy goals because according to them monthly revenue was supposed to grow until the end of the year 2018. The problem persisted from July 2018 till December while Sombra top management team was trying to find out the reason for it. After digging into the details two causes were discovered: 1. Insufficient number of leads entering sales pipeline 2. Some leads not converting into closed deals at different stages of sales pipeline Chief Sales Officer - Sergii Miakshynov - was appointed to solve problem with number of leads by aggressively diversifying sales channels. Being a CTO at Sombra, I decided to study ways on how to increase efficiency of presales process in order to maximise revenue coming from incoming leads. This was relevant both in short and long term perspectives especially because presales process wasn’t improved much during last couple of years while outsourcing industry become saturated with competitors. It was decided to bring more attention to presales process starting from December 2018 and thoroughly examine most presales cases, especially lost ones.	uk