Executive Summary: Technical Pre-Sales Support operations are usually ripe for improvement and can
have a significant measurable business impact. To what degree might this operational improvement
impact shareholder value? The answer depends on the financial tradeoffs between various enablement
approaches: On-site deployment and web-based e-learning. Each impact the income statement
differently with regard to revenue potential, cost of sales, T&E, and amortizable program investments.
The best improvement in operations will come from those areas most neglected.
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