A colleague of mine, Murilo from Oracle Brasil talked about our roles at Oracle (but this applies to any other software company in the market I’d guess).
Do you believe in flying cows?
In Sales you’ll sell a customer that cows can fly
The presales consultant will have to do a presentation showing the ROI, TCO and KPIs of flying cows. She or he may have also a screenshot demo in Powerpoint showing flying cows.
The consultant is the person to install the flying-cow piece of software at the customer site and embedd it into the customer’s