Selling service based projects has many challenges for the sales team and Project Pulse has been designed to provide the necessary capabilities for reps to quickly and accurately create profitable quotes. It is extremely difficult (if not impossible) to accurately predict implementation costs and project durations without a tool like Project Pulse. Typically, sales teams are disconnected from the services team and left on their own to understand what the customer requirements are, identify issues that may impact successful execution of the project, guess at how long the project will take and ultimately figure out how to price the project to generate profitability and the desired margins.
Without having a factual way to determine costs and project duration, the usual method is based on past experience which is a recipe for underpricing projects with unrealistic timeframes, which lead to uncomfortable change order discussions or explanations as to why the project cannot be delivered on time with customers. On a fixed-price project, this is a very bad outcome, not only because it reduces profitability, but it also puts undue strain on the project team to deliver against unrealistic expectations leading to shortcuts. loss of service quality and unhappy customers. Project Pulse ensures that sales reps have the right information to create profitable quotes with realistic plans, but there is also a need to have an integrated process that involves solution architects to validate requirements and scope and provide input into the quoting process.