Casey O'Brien
Founder and CEO, PresalesIQ
Casey O'Brien is the founder and CEO of PresalesIQ, the AI-native presales management platform.
He has spent more than 15 years in solutions architecture and solutions engineering, including a decade building and leading presales teams that sell complex software to enterprise buyers in contact center, conversational AI and workflow automation. He has run the demos, POCs and RFPs himself, and he has led the managers who run them.
Before moving into presales, he spent 12 years at the U.S. Department of Veterans Affairs, first in network and security engineering and then as a solutions architect.
He started PresalesIQ after years of running presales teams on spreadsheets and CRM workarounds, including building his own tracker when there was no budget for a real one. He writes about the craft of presales: discovery, demos, POCs, the technical win and how to measure all of it.
Articles by Casey O'Brien
- The November ’26 Release: Technical Deal Room, AI Agents and a New DashboardThe November ’26 Release brings the Technical Deal Room, AI Agents in beta, a new Dashboard, redesigned Activities and dark mode to PresalesIQ.November 2, 2026
- Introducing the Technical Deal RoomThe Technical Deal Room gives every POC a finish line: one branded room where your buyer agrees success criteria, signs off each stage and works the plan.November 2, 2026
- POC Success Criteria: 15 Examples, a Template and How to Get Sign-OffHow to write POC success criteria buyers sign off on: 15 examples by category, a copy-ready template and a process to get agreement before the POC starts.October 26, 2026
- SE-to-AE Ratio: Benchmarks, Coverage Models and How to Find YoursWhat is the right SE-to-AE ratio? Survey data on how many AEs each sales engineer supports, the coverage models teams use and a method to set your own.October 26, 2026
- What Is a Technical Win? Definition, Criteria and How to Track ItA technical win is the buyer's formal verdict that your product fits. The definition, five criteria, the technical win rate formula and how to track it.October 26, 2026
- Best Presales Management Software in 2026Compare the best presales management software of 2026 for discovery, demos, POCs and deal risk, plus the criteria top presales leaders use to choose.October 8, 2026
- Your Call Recorder Is Missing Your Best DiscoveryCustomers control the meeting invite, so the most important presales conversations often go unrecorded. Here's how to close the discovery gap.October 5, 2026
- Best RFP Response Automation Software 2026: An Honest TakeEvery RFP software roundup is written by a vendor ranking itself first. Here's a neutral guide to RFP response automation tools and how to choose.October 2, 2026
- Why presales management still relies on manual loggingPresales teams still log their work by hand because CRMs weren't built for them. What that lag costs, and how AI-native capture removes it.September 28, 2026
- Build vs Buy in 2026: Why Presales Teams Keep Building Their Own Tools32% of companies skipped a software purchase to build it with AI. Four presales leaders told me they did exactly that. Here is where each build stopped.September 25, 2026
- The Forward Deployed Engineer Boom Has a Presales ProblemForward deployed engineer hiring is exploding in 2026, but most teams are repeating the same visibility mistakes presales has made for years.September 23, 2026
- Intervene before the window closesBy the time presales data is updated by hand, the chance to save the deal has passed. How real-time signal changes when presales leaders can act.September 3, 2026
- Presales runs on tools that were never built for itCRMs were built for account executives. The technical evaluation that decides the deal barely shows up in them. Here's what that gap costs presales.August 20, 2026
- POC Best Practices for SE Teams: How to Run Technical Evaluations That Actually CloseLearn how to run a proof of concept that closes. Practical POC best practices for solutions engineering teams covering milestones, success criteria, and more.March 6, 2026
- Presales Metrics That Actually Matter: What to Measure and WhyMost presales teams measure the wrong things. These are the presales metrics that tie presales work to revenue and help leaders make better decisions.March 6, 2026
- What Is Presales? A Plain English ExplanationPresales is one of the most important functions in B2B sales and one of the least understood outside of the people doing it. Here is what it actually means.March 3, 2026
- How to Evaluate Presales Management Software: What to Look ForA practical framework for choosing presales management software: the seven criteria that matter, questions to ask every vendor and how to score them.February 26, 2026
- The Hidden Cost of Fragmented Presales ToolsSpreadsheets, CRM notes and Slack threads each work alone. The cost lives in the gaps: lost context, slow handoffs and deals you don't see slipping.February 23, 2026
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