{"id":46032,"date":"2025-09-29T07:26:00","date_gmt":"2025-09-29T11:26:00","guid":{"rendered":"https:\/\/digitalcontentnext.org\/?p=46032"},"modified":"2025-09-26T16:05:15","modified_gmt":"2025-09-26T20:05:15","slug":"unlocking-growth-through-pre-sales-in-ad-ops","status":"publish","type":"post","link":"https:\/\/digitalcontentnext.org\/blog\/2025\/09\/29\/unlocking-growth-through-pre-sales-in-ad-ops\/","title":{"rendered":"Unlocking growth through pre-sales in ad ops"},"content":{"rendered":"<div class=\"shariff shariff-align-flex-start shariff-widget-align-flex-start\"><ul class=\"shariff-buttons theme-round orientation-horizontal buttonsize-medium\"><li class=\"shariff-button twitter shariff-nocustomcolor\" style=\"background-color:#595959\"><a href=\"https:\/\/twitter.com\/share?url=https%3A%2F%2Fdigitalcontentnext.org%2Fblog%2F2025%2F09%2F29%2Funlocking-growth-through-pre-sales-in-ad-ops%2F&text=Unlocking%20growth%20through%20pre-sales%20in%20ad%20ops&via=DCNorg\" title=\"Share on X\" aria-label=\"Share on X\" role=\"button\" rel=\"noopener nofollow\" class=\"shariff-link\" style=\"; background-color:#000; color:#fff\" target=\"_blank\"><span class=\"shariff-icon\" style=\"\"><svg width=\"32px\" height=\"20px\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\"><path fill=\"#000\" d=\"M14.258 10.152L23.176 0h-2.113l-7.747 8.813L7.133 0H0l9.352 13.328L0 23.973h2.113l8.176-9.309 6.531 9.309h7.133zm-2.895 3.293l-.949-1.328L2.875 1.56h3.246l6.086 8.523.945 1.328 7.91 11.078h-3.246zm0 0\"\/><\/svg><\/span><\/a><\/li><li class=\"shariff-button linkedin shariff-nocustomcolor\" style=\"background-color:#1488bf\"><a href=\"https:\/\/www.linkedin.com\/sharing\/share-offsite\/?url=https%3A%2F%2Fdigitalcontentnext.org%2Fblog%2F2025%2F09%2F29%2Funlocking-growth-through-pre-sales-in-ad-ops%2F\" title=\"Share on LinkedIn\" aria-label=\"Share on LinkedIn\" role=\"button\" rel=\"noopener nofollow\" class=\"shariff-link\" style=\"; background-color:#0077b5; color:#fff\" target=\"_blank\"><span class=\"shariff-icon\" style=\"\"><svg width=\"32px\" height=\"20px\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 27 32\"><path fill=\"#0077b5\" d=\"M6.2 11.2v17.7h-5.9v-17.7h5.9zM6.6 5.7q0 1.3-0.9 2.2t-2.4 0.9h0q-1.5 0-2.4-0.9t-0.9-2.2 0.9-2.2 2.4-0.9 2.4 0.9 0.9 2.2zM27.4 18.7v10.1h-5.9v-9.5q0-1.9-0.7-2.9t-2.3-1.1q-1.1 0-1.9 0.6t-1.2 1.5q-0.2 0.5-0.2 1.4v9.9h-5.9q0-7.1 0-11.6t0-5.3l0-0.9h5.9v2.6h0q0.4-0.6 0.7-1t1-0.9 1.6-0.8 2-0.3q3 0 4.9 2t1.9 6z\"\/><\/svg><\/span><\/a><\/li><li class=\"shariff-button mastodon shariff-nocustomcolor\" style=\"background-color:#563ACC\"><a href=\"https:\/\/s2f.kytta.dev\/?text=Unlocking%20growth%20through%20pre-sales%20in%20ad%20ops https%3A%2F%2Fdigitalcontentnext.org%2Fblog%2F2025%2F09%2F29%2Funlocking-growth-through-pre-sales-in-ad-ops%2F\" title=\"Share on Mastodon\" aria-label=\"Share on Mastodon\" role=\"button\" rel=\"noopener nofollow\" class=\"shariff-link\" style=\"; background-color:#6364FF; color:#fff\" target=\"_blank\"><span class=\"shariff-icon\" style=\"\"><svg width=\"75\" height=\"79\" viewBox=\"0 0 75 79\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M37.813-.025C32.462-.058 27.114.13 21.79.598c-8.544.621-17.214 5.58-20.203 13.931C-1.12 23.318.408 32.622.465 41.65c.375 7.316.943 14.78 3.392 21.73 4.365 9.465 14.781 14.537 24.782 15.385 7.64.698 15.761-.213 22.517-4.026a54.1 54.1 0 0 0 .01-6.232c-6.855 1.316-14.101 2.609-21.049 1.074-3.883-.88-6.876-4.237-7.25-8.215-1.53-3.988 3.78-.43 5.584-.883 9.048 1.224 18.282.776 27.303-.462 7.044-.837 14.26-4.788 16.65-11.833 2.263-6.135 1.215-12.79 1.698-19.177.06-3.84.09-7.692-.262-11.52C72.596 7.844 63.223.981 53.834.684a219.453 219.453 0 0 0-16.022-.71zm11.294 12.882c5.5-.067 10.801 4.143 11.67 9.653.338 1.48.471 3 .471 4.515v21.088h-8.357c-.07-7.588.153-15.182-.131-22.765-.587-4.368-7.04-5.747-9.672-2.397-2.422 3.04-1.47 7.155-1.67 10.735v6.392h-8.307c-.146-4.996.359-10.045-.404-15.002-1.108-4.218-7.809-5.565-10.094-1.666-1.685 3.046-.712 6.634-.976 9.936v14.767h-8.354c.109-8.165-.238-16.344.215-24.5.674-5.346 5.095-10.389 10.676-10.627 4.902-.739 10.103 2.038 12.053 6.631.375 1.435 1.76 1.932 1.994.084 1.844-3.704 5.501-6.739 9.785-6.771.367-.044.735-.068 1.101-.073z\"\/><defs><linearGradient id=\"paint0_linear_549_34\" x1=\"37.0692\" y1=\"0\" x2=\"37.0692\" y2=\"79\" gradientUnits=\"userSpaceOnUse\"><stop stop-color=\"#6364FF\"\/><stop offset=\"1\" stop-color=\"#563ACC\"\/><\/linearGradient><\/defs><\/svg><\/span><\/a><\/li><\/ul><\/div>\n<p>For media revenue leaders working in ad operations, the pressure is constant: grow revenue, protect margins, and capture opportunities faster in a crowded marketplace. Yet those goals are often undermined at the very start of the process: &nbsp;pre-sales.<\/p>\n\n\n\n<p>Often an overlooked part of the Order-to-Cash (OTC) process, pre-sales is a critical phase that shapes pricing, product fit, feasibility, and advertiser expectations, which influence revenue outcomes long before an IO is signed. But it\u2019s also where RFPs, media plans, contracts, and approvals are still handled through manual, disconnected workflows that hinder campaign performance.<\/p>\n\n\n\n<p>That\u2019s beginning to change. Ad Operations teams are rethinking the day-to-day workflows in pre-sales. They\u2019re replacing manual effort with automation that delivers consistency, accuracy, and momentum. This shift is building healthier pipelines, stronger margins, and a clearer link between operations and profit.<\/p>\n\n\n\n<p>For media industry revenue leaders, this is more than a workflow issue. The tangible benefits highlight the upside of change. However, they also underscore why pre-sales can\u2019t remain manual. Left untouched, it drags on margins, delays responses, and weakens advertiser trust.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-why-pre-sales-can-t-stay-manual\">Why pre-sales can\u2019t stay manual<\/h2>\n\n\n\n<p>Despite its critical role, advertising pre-sales is still weighed down by outdated processes. RFPs bounce between inboxes, media plans are rebuilt in multiple spreadsheets, and contracts move only when someone manually follows up. Each step slows the deal cycle and multiplies the risk of errors.<\/p>\n\n\n\n<p>The result isn\u2019t just wasted time. It\u2019s missed opportunities, inconsistent pricing, and proposals that reach advertisers too late. Proposals are often prolonged and require repeated rework. And in some cases, deals are lost outright when responses arrive too late. Errors slip in, deals drag out, and the credibility of the entire sales process takes a hit.<\/p>\n\n\n\n<p>For revenue leaders, that\u2019s more than an operational nuisance. Manual pre-sales creates revenue leakage: slow responses mean lost deals, mismatched proposals squeeze margins, and rework inflates delivery costs. In a marketplace where speed and accuracy are decisive, manual workflows put growth goals at risk before a single campaign even launches.<\/p>\n\n\n\n<p>When pre-sales shifts away from manual effort, it doesn\u2019t just remove inefficiencies \u2013 it highlights just how much revenue is left on the table until automation takes hold.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-revenue-upside-of-fixing-pre-sales\">The revenue upside of fixing pre-sales<\/h2>\n\n\n\n<p>Automation in pre-sales does more than streamline workflows \u2013 it creates a stronger engine for revenue. Automated intake, planning, and approvals move proposals to advertisers faster and with greater accuracy. Connected systems eliminate duplicate entry, giving sales and ops teams a single source of truth from the very first step.<\/p>\n\n\n\n<p>Yet tools alone are not enough. Inconsistent use of CRMs and planning systems often leaves downstream teams working from incomplete or inaccurate information.<\/p>\n\n\n\n<p>Structured automation closes those gaps by ensuring proposals are built on reliable inputs and aligned across functions from the start.<\/p>\n\n\n\n<p>Instead of delays and rework, sales teams see deals advance with fewer obstacles and greater predictability. Advertisers receive timely proposals aligned to inventory and pricing, reducing the risk of mismatched expectations. For advertisers, this translates into faster, more accurate proposals that align with their objectives and build trust from the first interaction. Internally, ad ops teams spend less energy on corrections and more time on activities that drive growth \u2013 from refining strategy to deepening client relationships.<\/p>\n\n\n\n<p>For revenue leaders, these improvements are operational wins that translate into measurable outcomes: higher proposal acceptance rates, healthier pipelines, stronger margins, and a clearer connection between operational execution and financial performance.<\/p>\n\n\n\n<p>And those gains don\u2019t stop once the IO is signed. The strength of pre-sales sets the tone for everything that follows \u2013 from campaign delivery to long-term client relationships.<\/p>\n\n\n\n<p><strong>Pre-sales as the foundation for long-term success<\/strong><\/p>\n\n\n\n<p>The value of optimizing pre-sales sets the tone for the entire OTC process. Campaign teams inherit cleaner plans, delivery starts with fewer corrections, and client service teams avoid the frustration of resetting advertiser expectations.<\/p>\n\n\n\n<p>Without that consistency, delivery teams often find themselves having to resell deals internally. That means that must translate proposals into what can realistically be executed. Over time, these inefficiencies compound, which inflates delivery costs and weakens advertiser confidence. Renewal opportunities are lost when campaigns fail to meet objectives, and long-term revenue suffers.<\/p>\n\n\n\n<p>By contrast, when proposals are execution-ready from the start, disputes are minimized, renewals are stronger, and organizations can scale without proportional increases in headcount. That\u2019s because growth is built on reliable, repeatable processes rather than manual workarounds.<\/p>\n\n\n\n<p>For revenue leaders in the media industry, the takeaway is simple: pre-sales is more than process. It\u2019s the foundation for stronger margins, lasting client loyalty, and a business built to scale.<\/p>\n<div class=\"shariff shariff-align-flex-start shariff-widget-align-flex-start\"><ul class=\"shariff-buttons theme-round orientation-horizontal buttonsize-medium\"><li class=\"shariff-button twitter shariff-nocustomcolor\" style=\"background-color:#595959\"><a href=\"https:\/\/twitter.com\/share?url=https%3A%2F%2Fdigitalcontentnext.org%2Fblog%2F2025%2F09%2F29%2Funlocking-growth-through-pre-sales-in-ad-ops%2F&text=Unlocking%20growth%20through%20pre-sales%20in%20ad%20ops&via=DCNorg\" title=\"Share on X\" aria-label=\"Share on X\" role=\"button\" rel=\"noopener nofollow\" class=\"shariff-link\" style=\"; background-color:#000; color:#fff\" target=\"_blank\"><span class=\"shariff-icon\" style=\"\"><svg width=\"32px\" height=\"20px\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\"><path fill=\"#000\" d=\"M14.258 10.152L23.176 0h-2.113l-7.747 8.813L7.133 0H0l9.352 13.328L0 23.973h2.113l8.176-9.309 6.531 9.309h7.133zm-2.895 3.293l-.949-1.328L2.875 1.56h3.246l6.086 8.523.945 1.328 7.91 11.078h-3.246zm0 0\"\/><\/svg><\/span><\/a><\/li><li class=\"shariff-button linkedin shariff-nocustomcolor\" style=\"background-color:#1488bf\"><a href=\"https:\/\/www.linkedin.com\/sharing\/share-offsite\/?url=https%3A%2F%2Fdigitalcontentnext.org%2Fblog%2F2025%2F09%2F29%2Funlocking-growth-through-pre-sales-in-ad-ops%2F\" title=\"Share on LinkedIn\" aria-label=\"Share on LinkedIn\" role=\"button\" rel=\"noopener nofollow\" class=\"shariff-link\" style=\"; background-color:#0077b5; color:#fff\" target=\"_blank\"><span class=\"shariff-icon\" style=\"\"><svg width=\"32px\" height=\"20px\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 27 32\"><path fill=\"#0077b5\" d=\"M6.2 11.2v17.7h-5.9v-17.7h5.9zM6.6 5.7q0 1.3-0.9 2.2t-2.4 0.9h0q-1.5 0-2.4-0.9t-0.9-2.2 0.9-2.2 2.4-0.9 2.4 0.9 0.9 2.2zM27.4 18.7v10.1h-5.9v-9.5q0-1.9-0.7-2.9t-2.3-1.1q-1.1 0-1.9 0.6t-1.2 1.5q-0.2 0.5-0.2 1.4v9.9h-5.9q0-7.1 0-11.6t0-5.3l0-0.9h5.9v2.6h0q0.4-0.6 0.7-1t1-0.9 1.6-0.8 2-0.3q3 0 4.9 2t1.9 6z\"\/><\/svg><\/span><\/a><\/li><li class=\"shariff-button mastodon shariff-nocustomcolor\" style=\"background-color:#563ACC\"><a href=\"https:\/\/s2f.kytta.dev\/?text=Unlocking%20growth%20through%20pre-sales%20in%20ad%20ops https%3A%2F%2Fdigitalcontentnext.org%2Fblog%2F2025%2F09%2F29%2Funlocking-growth-through-pre-sales-in-ad-ops%2F\" title=\"Share on Mastodon\" aria-label=\"Share on Mastodon\" role=\"button\" rel=\"noopener nofollow\" class=\"shariff-link\" style=\"; background-color:#6364FF; color:#fff\" target=\"_blank\"><span class=\"shariff-icon\" style=\"\"><svg width=\"75\" height=\"79\" viewBox=\"0 0 75 79\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M37.813-.025C32.462-.058 27.114.13 21.79.598c-8.544.621-17.214 5.58-20.203 13.931C-1.12 23.318.408 32.622.465 41.65c.375 7.316.943 14.78 3.392 21.73 4.365 9.465 14.781 14.537 24.782 15.385 7.64.698 15.761-.213 22.517-4.026a54.1 54.1 0 0 0 .01-6.232c-6.855 1.316-14.101 2.609-21.049 1.074-3.883-.88-6.876-4.237-7.25-8.215-1.53-3.988 3.78-.43 5.584-.883 9.048 1.224 18.282.776 27.303-.462 7.044-.837 14.26-4.788 16.65-11.833 2.263-6.135 1.215-12.79 1.698-19.177.06-3.84.09-7.692-.262-11.52C72.596 7.844 63.223.981 53.834.684a219.453 219.453 0 0 0-16.022-.71zm11.294 12.882c5.5-.067 10.801 4.143 11.67 9.653.338 1.48.471 3 .471 4.515v21.088h-8.357c-.07-7.588.153-15.182-.131-22.765-.587-4.368-7.04-5.747-9.672-2.397-2.422 3.04-1.47 7.155-1.67 10.735v6.392h-8.307c-.146-4.996.359-10.045-.404-15.002-1.108-4.218-7.809-5.565-10.094-1.666-1.685 3.046-.712 6.634-.976 9.936v14.767h-8.354c.109-8.165-.238-16.344.215-24.5.674-5.346 5.095-10.389 10.676-10.627 4.902-.739 10.103 2.038 12.053 6.631.375 1.435 1.76 1.932 1.994.084 1.844-3.704 5.501-6.739 9.785-6.771.367-.044.735-.068 1.101-.073z\"\/><defs><linearGradient id=\"paint0_linear_549_34\" x1=\"37.0692\" y1=\"0\" x2=\"37.0692\" y2=\"79\" gradientUnits=\"userSpaceOnUse\"><stop stop-color=\"#6364FF\"\/><stop offset=\"1\" stop-color=\"#563ACC\"\/><\/linearGradient><\/defs><\/svg><\/span><\/a><\/li><\/ul><\/div>","protected":false},"excerpt":{"rendered":"<p>For media revenue leaders working in ad operations, the pressure is constant: grow revenue, protect margins, and capture opportunities faster in a crowded marketplace. Yet those goals are often undermined&#8230;<\/p>\n","protected":false},"author":4141,"featured_media":46035,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":"","_links_to":"","_links_to_target":""},"categories":[4399,4301],"tags":[164,1129,1204],"coauthors":[4915],"class_list":["post-46032","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advertising","category-supporter-spotlight","tag-digital-advertising","tag-operations","tag-supporter"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Unlocking growth through pre-sales in ad ops - Digital Content Next<\/title>\n<meta name=\"description\" content=\"For digital media professionals in ad sales operations, optimizing pre-sales isn&#039;t just process improvement, 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