Presales Solutions in the SBI 2022 State of the SalesTech Radar Chart
SBI just released a new radar chart for the “2022 State of SalesTech: Driving Adoption of Critical Operational Tools”. They included several presales solution categories and packed a lot of information into a single graphic.
SBI first unveiled this radar chart during their recent Webinar on “Five Reasons Your SalesTech Stack Isn’t Delivering and What to Do”, led by Nancy Nardin and Martha Mathers, and SBI just posted it here on the SBI website.
The chart includes 5 dimensions:
SalesTech Category (bubbles)
SalesTech Segment (wedges)
% of Companies Using Tool (color-coded bands)
Level of Importance (size of bubbles)
Level of Adoption (color of bubbles)
We LOVE seeing Presales Management and Presales Enablement called out explicitly among 49 other SalesTech categories.
Here are the stats and our thoughts about them.
Presales Management
% of Companies Using Tool: 50%-75%
Level of Importance: Low
Level of Adoption: Medium
We are surprised at the high % of companies using Presales Management solutions. The Presales Management category is growing rapidly, at least based on our own customer growth. This was a smaller survey (89 B2B companies), which could skew the numbers of bit. And the bubble was placed towards the lower end of the range, so it’s closer to 50% than 75%. Even 50% feels high for where this category is at the moment. We are happy to see it of course, but surprised and little unsure about it.
This category had a Low Level of Importance in this survey, but this is changing by the day, and it clearly is not a Low Level of Importance for our customers!
We assume that the Level of Adoption indicates adoption by the intended user base within a company that has implemented a presales solution. If the respondents were all Homerun customers, this would be shockingly low, but we're not surprised by the Medium adoption given the broader set of Presales Management solutions in the market.
Presales Enablement
% of Companies Using Tool: <49%
Level of Importance: Medium
Level of Adoption: Medium
The stats are not that different than the stats for Presales Management, so our reaction is essentially the same. We are happy to see a higher Level of Importance for this category!
Overall Thoughts
It will be adorable to look back on these stats in a year or two. We suspect that SBI will merge Presales Management and Presales Enablement into a single category, probably something generic like ‘Presales Platforms’. Presales Platforms, like Homerun, will be Must-Have's for every presales team just like the CRM is a Must-Have for every sales team. We will see High % of companies using them, High Levels of Importance, and High Levels of Adoption. We are making that a reality here at Homerun, and we cannot be more excited about the future of presales!
Want to learn more? Talk to an experienced presales expert about how Homerun fits into the Presales Management and Presales Enablement categories of your SalesTech Stack. Click here to get started!
