About Architecting Presales

The best presales leaders are built, not hired

Architecting Presales helps Series B-D companies scale their solution architecture organizations while avoiding the legacy pitfalls that kill conversion rates, stall expansion revenue, and create silos between sales and customer success

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Chris Hecht

Chris doesn't train presales individuals; he builds presales leaders who scale organizations.

Over 25 years, he scaled two technical organizations from a single person to successful exits (WePay→JPMorgan Chase, TradeLedger→United Fintech), building multiple management layers and developing leaders who formed their own teams. His expertise lies in consumption-driven revenue models and guiding companies from product-led growth to hybrid enterprise strategies.

At WePay, Chris built the field technical organization for a transaction-based SaaS platform. His end-to-end Pre→Post→CS framework cut time-to-revenue from 200 to 60 days, increased deal conversion from 50% to 80%, and held customer success accountable to quota by treating expansion as revenue rather than support. One pilot sales play drove 200% month-over-month transaction processing growth.

He developed globally adopted frameworks: POC One at Vertica (boosted conversion from 30% to 80%, company-wide adoption), the Cognos Methodology (scaled professional services delivery with over 200% revenue growth), and job leveling systems that enhanced retention and career development.

His approach challenges conventional presales wisdom: all-star ICs make terrible managers, timesheets are for fools, and customer success should have quota. Starting at Arthur Andersen, he learned that business outcomes matter more than technical features. He doesn't theorize; he builds leaders who scale teams and drive revenue.

Challenge convention

The presales industry is full of outdated advice. We exist to challenge it with data, with frameworks, and with the credibility of having actually done the work at scale.

Prove impact

Presales should be a revenue driver, not a support function. Our mission is to build organizations where SAs own outcomes, pipeline, conversion, expansion, and retention.

Lead with authority

We believe the best presales leaders are built, not hired. Our frameworks exist to develop the next generation of presales leaders who scale teams and drive measurable business results

Credibility over credentials

Technical depth earns trust. Business value without technical credibility is just marketing.

Leaders over individuals

The best presales leaders are built, not hired. We invest in developing leaders who scale organizations, not just better individual contributors.

Outcomes over activity

We measure revenue impact, conversion rates, and expansion ARR , not hours logged, demos given, or calls made.