Contribution to presales activities

SAs' responsibilities are divided into two groups: business as usual (BAU) and ad hoc contribution requests. BAU activities are defined and listed in the job description and are related to the given project. These activities generate revenue for the company and are called billable activities. It can also be said that these are the primary activities of an SA.

Then comes activities that are ad hoc in nature and can be added to an SA’s to-do list as and when required. These activities are not revenue-generating but will require a significant amount of the SA’s time. You might wonder why an SA should invest their time in a non-revenue-generating activity. In a real-world scenario, contributing to a project is one part of an SA's role, while keeping a healthy project pipeline is the other part.

Imagine a scenario where you are almost at the delivery end of a project. The go-live date is set for the next week. Now, you can...