What are the challenges have you encountered post presales ? In other words challenges in Customer engagement and how did you deal with it ?

Thanks, Sergio for your response. Making them believe and creating a trust bond is how we cross the bridge halfway.

But ever have you come across a situation wherein our presales team has committed something and the delivery team is not able to deliver it because of technical or other constraints..? What strategy to be opted in this scenario ?

Thank you for your response Kiron. I concur with that!

Thank You, Ganesh, for your response.

We can have a vision and milestone updated and clear communication of it aids in achieving the goals. Can we say via the Agile delivery process this can be achieved?

Unrealistic timelines can be answered by having a MVP and then the features on the later stages - milestones identification helps in achieving this. Overcommitment can be answered by having a Product backlog and let them prioritize it based on the timelines and team velocity.

What is your opinion on this?

Lot of times. But sales people, not presales in my case. Just to give you some context I was accountable for Professional Services for LATAM in one of the top companies. Professional Services was composed by Presales, Tech Service (first level), Educational, Consulting. Consulting people, had to make a reality what Sales compromised, mainly we got the agreement signed without previous notice. What I did in this situation was made visible the loss of money for this situation. The result was that I was in charge to create a new corporate process for demand management and the end of the process was that the proposal was not accepted as valid for the corporation if it was not signed by Professional Services, Finance and Sales. Sign for the three business unit responsible must be there and according to the amount of money and risk the sign for a higher level for those business units must be there too (for example, the common sign was for the Manager but sometimes for the VP too, because some projects was lot of million dollars). So, trying to make a brief, what worked for me was to record the lost of money (more than money benefits) and make it visible for all. No matter that, tension between Sales and Professional Services persisted but no problem with that because is "good" this type of situations. The problem is, like you stated, when there is no control on the risks the situation could generate in signed projects.

Thank you for the insights.

You are welcome. Hope it helps. I fully understand your "pain".