We often talk at the conferences about things like defining a stakeholder on a project, project boundaries, risks etc. But in fact, at the moment when the analyst joins to the project, it's too late to do it. All these works should be proceeded at the stage of preselling, and not at the start of the project. After 8 years of working as an analyst, I went into software selling. But, as they say, you can leave analytics, but the analytics will not leave you. During my speech, I will talk about how we included analytics in the sales process, what came out of it, and why it is generally necessary for analysts themselves.