Presales: What’s Your Cultural Ecotone?

“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“

Picture this: A pelican crashes into the ocean just off the beach, drawn by an abundance of surf fish, while a pair of river otters forage on the shore just above the water. Plants seen nowhere else thrive in this unique salt-sweet environment.

Ecotones, such as coastal and transitional mountainous regions, are richly diverse, where plants and animals exploit the unique opportunities for food, shelter, and social engagement.

Presales, as a role, inhabits a similar richly diverse cultural ecotone at the confluence of prospects, customers, sales, products, and technology. Prospect and customer size, vendor size, market vertical, technology, change adoption, product complexity, use cases, and product life cycles are just a few of the dimensions that define a particular presales cultural ecotone.

It is by doing discovery that you can characterize your own specific space.

While customer success folks, salespeople, and marketing teams may each enjoy a portion of this overall ecotone, it is presales that has the opportunity to live in and fully explore this unique niche!

How would you describe the characteristics and dimensions of your specific cultural ecotone?