PARMA Presale Pipeline
Preparation cycle 15→7 days, estimation accuracy 60%→85-90%, AI automates 40% of documentation, conversion ≥70%
CTO
6 мес · 12 чел
- CRM
- AI Assistants
- LLM
- KPI Dashboard
- Jira
- Confluence
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What doesn't work
Commercial proposal preparation was manual and inconsistent across departments. Average cycle for large proposals — up to 15 business days. Effort estimation accuracy — ~60%. No unified artifact repository or templates, estimates depended on subjective experience, architects and analysts unevenly loaded. Manual document review and approval.
Architectural approach
Standardized presale pipeline: formalized artifact sets per proposal type, clear stage sequence (request → analysis → design → estimation → defense), automated checklists, internal "presale portal" with templates. AI for text preparation, structures, diagrams, and effort analysis — reduces 40% of standard documentation sections.
CTO
Author of the presale section in the production strategy. Designed the presale pipeline: formalized 5 problem areas, identified 20+ root causes, developed 30+ KPIs. Introduced multi-variant proposals and mandatory artifact sets.