Compared with daily customer visits and business email list demand exchanges, bidding speeches are more formal. Therefore, in addition to a deep understanding of the product, the bidders selected by the team must have the ability or experience in relevant speeches, and dress more formally. Institutional project tenders generally require formal attire and a tie.
In addition, you need to prepare your own laptop and hide other customer information, because it is very likely that your own computer will be used for screen display, so please check the computer condition and battery level on the day.
The reason why I (the product manager) was chosen as the speaker for this bid is that the leader believes that the product manager's understanding of the product is better than that of the business team, except that the team does not have a specific pre-sales solution position.
In addition, our products involve many technical underlying issues, such as customer server configuration requirements, network port configuration, load balancing solutions, database technology-related, etc., which require the product manager to replace the development operation and maintenance team to explain to the customer (if your product involves low-level technology) If you don’t know anything about the technical level, please apply for development resources with the leader for assistance in explaining the bid).
It is recommended that product managers on the B side, such as SaaS and ERP, can learn more about the underlying storage and network knowledge, and do not need to be proficient. Different from C-side products, B-side product managers had better understand their own product deployment architecture and the environment in which the program needs to run.
3. Bottom line of quotation and price war
The part related to the quotation is mainly handed over to the business team. Some bids may include two quotations, that is, all manufacturers will make one quotation after the first round of bidding quotations. Quote directly and then negotiate.