Best-in-class presales teams determine whether a deal is a good technical fit or a bad technical fit as early in the sales cycle as possible.

This classification guides presales time and effort investments in the deal.

You will allocate less time and effort to deals with worst technical fits in order to allocate more time and effort to deal with better technical fits.

Smart resource allocation is a hallmark of a well-run presales organizations.

Here are the four dimensions of Technical Fit Analysis.