The document outlines an approach for building presales engineers through a practitioner-focused methodology. It involves developing independent and self-starting professionals through discussions, research assignments with learning presentations, case studies with role plays, self-study, and pre- and post-session activities. Training is assessed formatively and summatively, including Microsoft exams, to ensure learning objectives and industry standards are met. The competency model details developing from a conversant level with identifying prospects and pitching Microsoft Cloud services, to a proficient level of upselling and cross-selling, to an expert level of building large deals.

1. ManageImplementAdviseEducate
Pre Sales Engineer
Capacity and capability Building Solution

2. ManageImplementAdviseEducate
Approach to building presales engineers
• Build independent self starting professionals.
Practitioners Approach
• Knowledge-Skills & Real World preparedness with
• Discussions
• Research Assignments with Learning presentation
• Case Studies with Role Plays
• Self Study
• Pre Session reading
• Post Session follow up
Training Methodology to Provide
• Assess achievement of Learning & Project objectives.
• Aligning with Industry standards.
Integrated Formative & Summative Assessment
• Exam 70-532
• Exam 70 – 533
• Get participant Approved on Pre Sales Assessment from Microsoft Learning Path
Assessment & Certification

3. ManageImplementAdviseEducate
Presales Engineer Competency model
Conversant
• Pre Sales force proficient
with identifying
prospects, building
Microsoft Cloud
conversations and
pitching for a win
• Proficiency in discovering
customer pain point and
aligning appropriate
Microsoft Cloud services
Proficient
Expert
• Pre Sales experts
capable of up selling
and cross selling
Microsoft Cloud
services
• Pre sales experts
capable of building
large Microsoft Cloud
deals
Deep Commitment to solving customer challenges and generating
value for customers
Target Audience: Presales
Common Module
Specialization
Module
Post 18 Month
Experience
• Pre Sales professionals
conversant with value/solution
selling process
• Pre Sales force conversant with
Microsoft Cloud Services and
the benefits it offers customers
Field Ready
On Job Training
• Presales Force ready to
Build Bill of Material /
Quantity, Create SOW for
POC, Deliver Executive Brief
on Azure
• Ready to Engage Customers
and Convince on the value
proposition of the solution
and defend the Microsoft
Azure Proposal