Software Presales: Discovery, Demos & POCs
The Software Presales: Discovery, Demos & POCs course by Koenig Original equips sales engineers and solutions consultants with advanced techniques to uncover customer needs, deliver compelling demos, and manage successful POCs—addressing the critical gap in technical discovery that causes 40% of deals to stall. Designed for presales professionals, it tackles the challenge of stakeholder alignment in complex sales cycles, where Forrester reports an average of 6–10 decision-makers are now involved.
This Koenig Original program prepares learners for the NAASE Certified Sales Engineer (CSE) credential, the only certification dedicated to the presales lifecycle. With Koenig’s Guaranteed-to-Run scheduling and 30-day lab access, professionals gain hands-on mastery of discovery frameworks and demo strategies, positioning them to increase win rates and advance into trusted advisor roles.
Training Formats & Pricing
100% Happiness Guarantee · Free Rescheduling · Secure Payment
Course Overview
The Koenig Original course *Software Presales: Discovery, Demos & POCs* is designed for professionals aiming to master the technical sales cycle, including roles such as Sales Engineer, Solutions Consultant, and PreSales Specialist. This comprehensive program covers the full spectrum of presales activities, from initial customer discovery and needs analysis to delivering compelling product demonstrations and managing Proof of Concept (POC) engagements. With demand for skilled presales talent rising—78% of organizations now measuring presales impact through closed revenue—this course equips learners with the strategic and technical skills needed to influence deals effectively. Participants will gain expertise in identifying customer pain points, aligning solutions to business outcomes, and navigating complex stakeholder environments, making it ideal for those advancing in SaaS and enterprise technology sales.
Students engage with critical tools and methodologies used in modern presales environments, including CRM platforms, discovery frameworks, demo automation software, and POC planning templates. The hands-on lab component simulates real-world scenarios where learners conduct discovery calls, develop tailored solution narratives, and execute end-to-end POCs using structured evaluation criteria. Set within a virtual lab environment, the course emphasizes practical application through role-based exercises, whiteboarding sessions, and demo rehearsals that mirror actual customer engagements. A key project involves synthesizing discovery insights into an executive summary and delivering a targeted demonstration that aligns technical capabilities with business value, preparing participants to confidently lead customer-facing technical sales processes.
This course prepares individuals for success in presales roles increasingly tied to revenue outcomes, where the median total compensation for experienced professionals approaches $193,000. While no formal certification exam is associated, the training aligns with industry-recognized competencies valued by leading tech firms. Koenig differentiates itself through its Guaranteed-to-Run training model and access to official courseware, ensuring consistent, high-quality instruction. Graduates gain the confidence and skills to lead discovery initiatives, drive demo effectiveness, and manage POCs efficiently—positioning them for advancement into senior technical sales or solutions leadership roles within high-growth technology organizations.
What You'll Learn
Skills You'll Gain
Prerequisites
- Basic understanding of sales processes and terminology.
- Familiarity with B2B (Business-to-Business) software and technology concepts.
- Strong communication skills, both verbal and written.
- Willingness to engage in role-play exercises and peer feedback.
- An interest in customer engagement and understanding client needs.
Certification Exam
Everything you need to know about the Software Presales: Discovery, Demos & POCs certification exam
What's Included in Your Training
Every enrollment comes packed with resources to maximise your learning and exam success
Exam Preparation Materials
Practice Test Questions (200+)
Certificate of Completion
Post-Training Support (30 days)
Session Recording Access
Free Rescheduling (7+ days notice)
Career Outcomes
of Software Presales: Discovery, Demos & POCs certified professionals report career advancement within 6 months
Salary Impact
Average salary increase reported after obtaining the Software Presales: Discovery, Demos & POCs certification
*Source: Glassdoor / LinkedIn 2025
Job Roles
- Presales Engineer
- Solutions Consultant
- Technical Sales Specialist
- Sales Engineer
- Pre-Sales Consultant
- Proof of Concept (POC) Lead
Companies Hiring
and 5,000+ organizations worldwide seeking Software Presales: Discovery, Demos & POCs certified professionals
Course Student Reviews
Real results from IT professionals who trained with Koenig — rated 4.9/5 from 18,400+ verified reviews.
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★★★★★
“Passed AZ-104 on first attempt. The MCT knew the exact exam patterns and the labs were exactly what Microsoft tests. Worth every penny.”
AZ-104 Certified ✓ Verified -
★★★★★
“I trained 15 of my team members for SC-200. Koenig's on-site delivery was seamless and all 15 passed within 3 months.”
Enterprise Client ✓ Verified -
★★★★★
“The 1-on-1 format was a game changer. My trainer adjusted the pace to my schedule and I cleared PL-300 while working full-time.”
PL-300 Certified ✓ Verified -
★★★★★
“From AZ-900 to AZ-305 in 6 months. Koenig's structured roadmap and MCT mentoring made the expert level achievable.”
AZ-305 Expert ✓ Verified -
★★★★★
“As an L&D head I've used 5 training vendors. Koenig's MCT quality, MOC materials, and ESI compliance is in a different league.”
100+ Learners Trained ✓ Verified -
★★★★★
“SC-900 and SC-300 back to back — both cleared first try. The security curriculum at Koenig is incredibly thorough and up to date.”
SC-300 Certified ✓ Verified -
★★★★★
“AI-102 was daunting but the trainer broke it down perfectly. Real Azure OpenAI labs made the difference. Highly recommend.”
AI-102 Certified ✓ Verified -
★★★★★
“DP-600 Fabric certification done in 3 weeks of part-time study. The customised schedule around my timezone was a lifesaver.”
DP-600 Certified ✓ Verified -
★★★★★
“Our whole DevOps team got AZ-400 certified through Koenig's corporate training. Smooth logistics and top-tier MCTs throughout.”
AZ-400 Team Training ✓ Verified -
★★★★★
“Passed AZ-104 on first attempt. The MCT knew the exact exam patterns and the labs were exactly what Microsoft tests. Worth every penny.”
AZ-104 Certified ✓ Verified -
★★★★★
“I trained 15 of my team members for SC-200. Koenig's on-site delivery was seamless and all 15 passed within 3 months.”
Enterprise Client ✓ Verified -
★★★★★
“The 1-on-1 format was a game changer. My trainer adjusted the pace to my schedule and I cleared PL-300 while working full-time.”
PL-300 Certified ✓ Verified -
★★★★★
“From AZ-900 to AZ-305 in 6 months. Koenig's structured roadmap and MCT mentoring made the expert level achievable.”
AZ-305 Expert ✓ Verified -
★★★★★
“As an L&D head I've used 5 training vendors. Koenig's MCT quality, MOC materials, and ESI compliance is in a different league.”
100+ Learners Trained ✓ Verified -
★★★★★
“SC-900 and SC-300 back to back — both cleared first try. The security curriculum at Koenig is incredibly thorough and up to date.”
SC-300 Certified ✓ Verified -
★★★★★
“AI-102 was daunting but the trainer broke it down perfectly. Real Azure OpenAI labs made the difference. Highly recommend.”
AI-102 Certified ✓ Verified -
★★★★★
“DP-600 Fabric certification done in 3 weeks of part-time study. The customised schedule around my timezone was a lifesaver.”
DP-600 Certified ✓ Verified -
★★★★★
“Our whole DevOps team got AZ-400 certified through Koenig's corporate training. Smooth logistics and top-tier MCTs throughout.”
AZ-400 Team Training ✓ Verified
-
★★★★★
“Passed AZ-104 on first attempt. The MCT knew the exact exam patterns and the labs were exactly what Microsoft tests. Worth every penny.”
AZ-104 Certified ✓ Verified -
★★★★★
“I trained 15 of my team members for SC-200. Koenig's on-site delivery was seamless and all 15 passed within 3 months.”
Enterprise Client ✓ Verified -
★★★★★
“The 1-on-1 format was a game changer. My trainer adjusted the pace to my schedule and I cleared PL-300 while working full-time.”
PL-300 Certified ✓ Verified -
★★★★★
“Passed AZ-104 on first attempt. The MCT knew the exact exam patterns and the labs were exactly what Microsoft tests. Worth every penny.”
AZ-104 Certified ✓ Verified -
★★★★★
“I trained 15 of my team members for SC-200. Koenig's on-site delivery was seamless and all 15 passed within 3 months.”
Enterprise Client ✓ Verified -
★★★★★
“The 1-on-1 format was a game changer. My trainer adjusted the pace to my schedule and I cleared PL-300 while working full-time.”
PL-300 Certified ✓ Verified
-
★★★★★
“From AZ-900 to AZ-305 in 6 months. Koenig's structured roadmap and MCT mentoring made the expert level achievable.”
AZ-305 Expert ✓ Verified -
★★★★★
“As an L&D head I've used 5 training vendors. Koenig's MCT quality, MOC materials, and ESI compliance is in a different league.”
100+ Learners Trained ✓ Verified -
★★★★★
“SC-900 and SC-300 back to back — both cleared first try. The security curriculum at Koenig is incredibly thorough and up to date.”
SC-300 Certified ✓ Verified -
★★★★★
“From AZ-900 to AZ-305 in 6 months. Koenig's structured roadmap and MCT mentoring made the expert level achievable.”
AZ-305 Expert ✓ Verified -
★★★★★
“As an L&D head I've used 5 training vendors. Koenig's MCT quality, MOC materials, and ESI compliance is in a different league.”
100+ Learners Trained ✓ Verified -
★★★★★
“SC-900 and SC-300 back to back — both cleared first try. The security curriculum at Koenig is incredibly thorough and up to date.”
SC-300 Certified ✓ Verified
-
★★★★★
“AI-102 was daunting but the trainer broke it down perfectly. Real Azure OpenAI labs made the difference. Highly recommend.”
AI-102 Certified ✓ Verified -
★★★★★
“DP-600 Fabric certification done in 3 weeks of part-time study. The customised schedule around my timezone was a lifesaver.”
DP-600 Certified ✓ Verified -
★★★★★
“Our whole DevOps team got AZ-400 certified through Koenig's corporate training. Smooth logistics and top-tier MCTs throughout.”
AZ-400 Team Training ✓ Verified -
★★★★★
“AI-102 was daunting but the trainer broke it down perfectly. Real Azure OpenAI labs made the difference. Highly recommend.”
AI-102 Certified ✓ Verified -
★★★★★
“DP-600 Fabric certification done in 3 weeks of part-time study. The customised schedule around my timezone was a lifesaver.”
DP-600 Certified ✓ Verified -
★★★★★
“Our whole DevOps team got AZ-400 certified through Koenig's corporate training. Smooth logistics and top-tier MCTs throughout.”
AZ-400 Team Training ✓ Verified
Frequently Asked Questions
Everything you need to know about the Software Presales: Discovery, Demos & POCs training course
Is the certification exam included in the Software Presales: Discovery, Demos & POCs course fee, and what is the exam cost if separate?
What training formats are available for the Software Presales: Discovery, Demos & POCs course, and is Guaranteed-to-Run scheduling offered?
How long is lab access provided for the Software Presales: Discovery, Demos & POCs course, and what environment is used?
What is Koenig's rescheduling and cancellation policy for the Software Presales: Discovery, Demos & POCs course?
What is the exam format, number of questions, passing score, and time limit for the Software Presales: Discovery, Demos & POCs certification?
How long is the Software Presales: Discovery, Demos & POCs certification valid, and what is the renewal process and cost?
What post-training support does Koenig provide after completing the Software Presales: Discovery, Demos & POCs course?
What are the prerequisites or recommended experience for enrolling in the Software Presales: Discovery, Demos & POCs course?
What is the average salary impact or career benefit after completing the Software Presales: Discovery, Demos & POCs course?
How does Koenig's Software Presales: Discovery, Demos & POCs training compare to self-study options in terms of success rate and time required?
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