Economic Daily Exclusive: 20 Years of Presales, Building the Largest Presales Community

From IBM, HP, Cisco, and BMC to state-owned enterprises, our founder Coach CD has experienced every facet of the presales profession. In this exclusive interview with Economic Daily, he shares his journey and the vision behind building Asia-Pacific's largest presales community.

The Beginning: A Presales Journey Across Industries

"My presales career spans over two decades, across some of the world's most respected technology companies," Coach CD reflects. "Starting at IBM as a presales architect, I learned the fundamentals of technical solutions. At HP, I gained experience in project delivery and overall management. Cisco taught me the art of management consulting, while BMC gave me the opportunity to lead presales strategy across the Asia-Pacific region."

"But perhaps the most transformative experience was my time at a state-owned enterprise, where I served as a procurement expert on the client side. This gave me a completely different perspective — understanding what buyers truly need, how they evaluate vendors, and what makes a presales engagement successful from the customer's point of view."

The Vision: Building a Community

"Throughout my career, I noticed something missing in our industry. Presales professionals — Solutions Engineers, FAEs, Solution Architects — we're the bridge between technology and business, but we didn't have a dedicated community for learning and growth. Sales had their networks, engineering had theirs, but presales was overlooked."

"In 2020, I decided to change that. I founded Presales Excellence Academy with a simple mission: to create a community where presales professionals could learn from each other, share practical insights, and grow together. What started as a small gathering has grown into a thriving community of over 12,000 members across the Asia-Pacific region."

The Methodology: 4S Presales Method

"One of the key contributions we've made is the 4S Presales Method — a systematic framework covering Solution, Selling, Service, and Success. This methodology draws from my 20 years of experience and provides a comprehensive approach to the presales lifecycle."

"We've also developed the Win-Win Sales Philosophy, which emphasizes creating value for both the client and the vendor. In today's complex B2B environment, presales professionals need to be strategic partners, not just technical presenters."

The Impact: Transforming Careers

"The most rewarding part of this journey is seeing the impact on individuals. We have members who have transitioned into presales from other roles, professionals who have been promoted to leadership positions, and teams that have significantly improved their win rates after applying our methodologies."

"We've also partnered with MTS (Management Training Systems) to bring world-class training programs to our community. Our Mini-MBA program for presales managers has been particularly popular, helping leaders develop the business acumen they need to drive strategic growth."

Looking Ahead: The Future of Presales

"The presales profession is evolving rapidly. With AI, automation, and changing buyer expectations, Solutions Engineers need to continuously adapt and grow. Our community is committed to staying at the forefront of these changes, providing our members with the knowledge and skills they need to succeed."

"We're expanding our training programs, deepening our industry partnerships, and building new resources to support our growing community. The future of presales is bright, and we're proud to be leading the way."