Omni Enterprise Sales Pre Sales Operating Model

This page defines how Omni sources, qualifies, sells, and transitions FastFlex opportunities into execution. It is designed for Omni leadership, internal SDR, certification SMEs, technical PMs, and external sales partners under NDA. The goal is simple: create a repeatable revenue engine without compromising delivery quality or margins.

Operating Principles

Single Owner: Every opportunity has one internal owner. The internal SDR owns the deal once it enters Omni.
Structured Discovery: Use the FastFlex Discovery Checklist to eliminate ambiguity early.
Clear Stage Gates: A deal only advances when required inputs are present and risks are acknowledged.
No Shadow Sales: SMEs and PMs advise and validate. They do not run the customer relationship or negotiate commercial terms.
Execution Protection: We do not close deals that create uncontrolled delivery risk or margin collapse.

Hierarchy Overview

The sales system is organized into five layers. Each layer has a distinct purpose and clear boundaries.

Layer	Primary Goal	Primary Actors	Core Responsibilities	Explicit Non Responsibilities
Layer 1: Market Surface	Originate qualified opportunities	External Sales Reps, Omni Leadership, Inbound	Identify real buyers and timelines, frame the problem, position Omni as the trusted execution partner, deliver warm introductions with basic context	Deep scoping, pricing commitments, tool or processor debates, delivery promises
Layer 2: Sales Control and Ownership	Convert signal into signed revenue	Internal SDR	Own opportunity end to end, run structured discovery, maintain pipeline hygiene, drive follow ups, coordinate internal resources, set and manage customer expectations	Over customizing scope without validation, committing to exceptions without approval
Layer 3: Pre Sales Validation	Remove execution risk before contract	Certification SME, Technical PM, Engineering as needed	Validate scope assumptions, confirm processor and tooling constraints, identify red flags early, support confidence building calls, protect delivery margins	Owning customer follow ups, negotiating commercials, redefining deal ownership
Layer 4: Commercial Authority	Protect pricing integrity and risk posture	Omni Leadership	Approve pricing exceptions, approve discounting outside guardrails, approve material scope deviations, resolve escalations	Running day to day follow ups, driving technical scoping calls unless escalated
Layer 5: Execution	Deliver what was sold	Program Manager, Cert SME, Engineering, Customer Team	Execute intake, coordinate certification activities, manage dependencies, report status, achieve analyst sign off and project completion	Re negotiating scope informally, accepting new work without change control

Deal Ownership Rules

External reps introduce opportunities and support positioning. They do not own the opportunity inside Omni.
Internal SDR becomes the opportunity owner the moment the deal is accepted into Omni’s pipeline.
Pre sales resources are pulled in by the SDR to validate risk, confirm assumptions, and support close.

Escalation Triggers

Any of the following requires pre sales validation or leadership review before the proposal is finalized:

Processor is unknown or customer is guessing
Tooling is unclear or requires non standard kits
Unattended, kiosk, transit, or other higher risk use cases
Customer requests discounting outside established guardrails
Customer asks Omni to absorb responsibilities that belong to terminal vendor, KIF, gateway, or processor

Success Looks Like

External partners bring qualified signal consistently
Internal SDR runs a clean, repeatable discovery to proposal motion
Pre sales prevents bad scope from entering execution
Projects start clean and complete without repeated re scope loops