Blog

  • October 3, 2025

    Why SalesOps Is the Strategic Multiplier Your Business Needs

    Provarity is a pre-sales tool that offers significant benefits for sales operations professionals. It helps streamline the evaluation stage of the sales cycle, providing real-time insights into proofs-of-concept (POCs) and trial periods.

  • September 24, 2025

    Beyond the Tech Team: Using Presales Data as a Revenue Driver

    Presales data can drive powerful cross-functional value, enhancing strategic decision-making, sales effectiveness, product development, and overall revenue growth.

  • September 11, 2025

    AI as a Strategic Tool for Enterprise POC Excellence

    When strategically integrated, AI shifts presales from reactive firefighting to proactive, executive-aligned leadership—directly increasing win rates, shortening cycles, and strengthening stakeholder confidence.

  • September 4, 2025

    Nailing Technical Evaluations: 7 Practices Every Presales Leader Should Know

    Technical evaluations Proof of Concept and Proof of Values(POCs/POVs) are foundational to securing enterprise cybersecurity and B2B software deals. Executing them effectively separates industry leaders from laggards. This post distills seven critical practices proven to elevate presales technical evaluations.

  • August 28, 2025

    How Elite Presales Leaders Build Scalable, Repeatable Excellence

    Achieving scalable, repeatable excellence in presales is a defining characteristic of elite enterprise teams. This blog explores proven strategies for building a scalable presales organization, creating lasting structures that accelerate team readiness and sustain high performance.

  • August 14, 2025

    POCs: Necessary Evil, or Powerful Tool for the Presales Toolkit?

    Let’s face it: Proofs of Concept (POCs) often get a bad rap in presales. They're seen as time-consuming, prone to scope creep, and too often dismissed as free consulting. But what if we stopped treating POCs like chores and started treating them like strategic tools?

  • Triumphant sales person at their computer screen

    August 13, 2025

    Cybersecurity Presales: 6 Proven Plays to Dominate Technical Evaluations

    This guide provides six concrete, repeatable plays proven to streamline POCs, boost win rates, and elevate your presales function from a technical necessity into a strategic advantage.

  • August 5, 2025

    Solutions Consultant, Sales Engineer, or Wizard?

    What’s in a title? Turns out, quite a bit—especially when trust, technical credibility, and customer perception are all on the line.

  • July 29, 2025

    Presales: The Worst-Named Job in Tech (And Why It Matters)

    In the world of cybersecurity and large-scale B2B enterprise software, the term presales is both misunderstood and mission-critical.

  • July 22, 2025

    6 Signs Your Business Needs “Technical Evaluation” Automation

    In the complex world of B2B sales, technical evaluations play a crucial role in determining the viability of a product or service for potential customers.

  • July 15, 2025

    Beyond the Hype: How AI is Changing Presales for Cybersecurity Leaders

    AI in presales isn’t just hype. But sorting reality from fiction, especially when your deals hinge on accuracy, speed, and trust, is mission-critical.

  • July 8, 2025

    Title Fights: The Identity Crisis of the Modern Presales Engineer

    What’s in a title? Turns out, quite a bit—especially when trust, technical credibility, and customer perception are all on the line.

  • July 1, 2025

    To POC or Not to POC–That is the Question

    Presales professionals sit at the heart of complex enterprise sales cycles, bridging the gap between product capabilities and customer needs.

  • June 24, 2025

    Why a Proof of Concept (POC) Is Not the Same as a Custom Enterprise Demo

    In the world of enterprise software, the terms “proof of concept” (POC) and “custom demo” are often used interchangeably. However, this confusion can lead to misaligned expectations, wasted resources, and failed projects.