Use this page to build credibility by re-iterating our clear understanding of the prospect’s business problemsList common challenges faced by their industry; if need be “verticalize” the pitch and use the vertical case examples. List comparable problems we solved for the two shown case examples with similar issue(s); REPLACE WITH SERVICES PAGE FROM APPENDIX IF MORE APPROPRIATERelate them back to the customer by tying them into what we talked to them about earlier (and potentially to what they may have mentioned during the optional demo).Segue to next slide … “Let me continue with an overview of the three core pillars of success that enable Intacct to deliver these results.”
Build on the segue from the previous page, namely repeat that “because we recognize that your business is dynamic, we are capable of changing with you. So, let me tell you what drives Intacct at its core and where we are differentiated competitively.”I.e. in this single slide we want to highlight “Who is Intacct?” and “Why Intacct?”. The way we are doing this is obviously a bit tongue in cheek, so ham it up a bit; it’s pretty likely they will remember this equation. And begin to lay the groundwork for returning to “Visibility” and “Flexibility” as the two core themes that define our differentiation.Conclude by saying that “these three areas of clear focus are what has made us the solution in the market with the highest number of satisfied customers and the highest rate of return … and the fastest growing SaaS financial application today. We are defining these three core pillars of Intacct’s success throughout the presentation, but first we’d like to familiarize you with Intacct’s first core strength: Best in Class financials.”
This is the page to introduce Intacct’s core strength: Best in Class financialsThings to highlight:Mention the first 3 bullets as what we’re good for and who is recognizing us for thatNOTE: You can replace the 3rd bullet with “No. 1 financial applications for QuickBooks Graduates” as appropriatePoint out specific elements in the wheelThen mention key product differentiators: Great reporting Mention that we can go from out-of-box workflows to custom capabilities We integrate with their existing business solutions Build on that to say that we can grow with their business, including through additional functionality by our deep set of partner relationshipsFrom there segue into that “we do deliver Best in Class solutions, but architected them from the get-go so you don’t have to adapt to our technology. Instead, because your business is dynamic, we’ll be able to change with you. With that said, we are about more than just Best in Class …” -> Then go to next pagePlease note, depending on target’s interest in the actual product at this point, optionally either launch into a short demo from here, continue with deepening the discovery, or keep going in the deck
Illustrate this first major themes underneath “Best in Class”: “Get the Edge” Visibility: The way we make previously unavailable insights available gives you a competitive edge and an unprecedented ability to drive business performance Talk about “Getting at Your Info Real Time”:Talk about how this is all about the “Power of Information”Mention how the cloud delivery of this solution makes this possible, and ensure we explain cloudOne of the differentiators of Intacct in the cloud is “real time access” which is a great segue for the power of information point Then mention how they can “Discover More”:Talk about easy to combine financial and non-financial data into compelling, new insightsUse “Microscope” metaphor; the info was always there, just not visible with ordinary tools Finally, talk about how they can “Synthesize Insights”:Talk about canned as well as custom reports from which you can drill down into deep detail
Paint a vision of how we can grow with them:Keep hitting the theme of our software fits to your company, not the other way around“We’re the last financial management solution you’ll ever need” – the flexible architecture message is our best message, our secret sauce. Tell them why that matters.Mention that we’re built to integrate, and begin hinting at the platform messageObviously highlight that our “Multi-Everything” blows away the competition, and that we’re on par with SAP R3 for a fraction of the costBe up-front about how changing systems is always a high risk, add on activity, no one wants to do it. But we can meet their needs today, and without having to change it again takes the risk out of the durability of this change
Several key points to be made here:Cloud re-invents your relationship with fin app vendor – quote “we know we need to earn your business every year”. And have them reflect on that.Discuss the $ implications of:Status Quo: Sell automation, hidden costs, missed productivity, error-prone, etc.On-Prem: Sell Cloud vs. On-prem by getting them to understand all the costs with an on-prem solution; e.g. highlight other, non-obvious costs, e.g. disaster recovery, uptime, etc.If Cloud: Sell Intacct vs. NetSuiteWe will replace this page eventually with an ROI calculator and the associated slideware
This is a possible voice over for this slide:“I’m going to take a few minutes to speak about how we are going to make you successful, and give you a brief overview of how we will make your implementation simple and smooth. We have done thousands of implementations helping customers maximize their full advantage and power behind Intacct’s financial and accounting software.Through our broad experience and customer base, the “best practice” lessons learned are used to gain advantage on your project. Your unique needs will be addressed by our team of experienced consultants by applying our well heeled experience of implementing cloud financials.Our team will work with you to explain how your choices can be translated into your long term business advantage. We focus on reducing your risk while taking advantage of the rapid implementation experience with our cloud financials.”
Emphasize these points:“Because of our multi-tenant solution, we can amortize the cost in a way you can never do it”“Really highlight the earthquake protection, armed guards, biometrics systems, total redundancy, hot backup site, update every security patch on a nightly basis, 99.992% uptime in 2010!!! -> you can never pay for that!”.You have to blow them away. We have to re-assure them we are more secure than anything they can do and amortize it over 1,000s of customersAlso, if you haven’t done so already, here is a second place to launch into a short demo from. Otherwise, keep going in the deck
Key points to be made here are:“SaaS has to be both: Software and Service, i.e. we know we have to do both, and keep re-earning your business”Mention employee compensation, “our employee’s bonuses are paid on your satisfaction”Empathize with them that we know that we need to address the 3 principal concerns people have: Does this package fit my business, will you be on time, and will you be on budget. We are organized to remove these concernsThe segue to the next slide is that our high client satisfaction is the cause for our success …
Transcript of "2013-10-30 How to Elevate Cloud Technology"
October 30, 2013
Thrive. Grow. Achieve.
WHAT’S ON TAP?
• What is the Cloud?
• Common uses for small businesses
• Is it right for YOU?
• Email Hosting
• File Hosting
• Host my phones?
• Case Studies
• What is a Private Cloud?
• Disaster Recovery
CONSIDER A BUILDER IN YOUR CITY
BUILDS A MASSIVE NUMBER OF
A UNIT CAN EASILY BE CONVERTED INTO 2, 3, 4 MORE UNITS
YOU CAN MAKE FEWER,
YOU CAN START WITH ONE UNIT
AND GROW LATER, OR
BUT… YOU DO NOT HAVE A LOT OF OPTIONS TO CUSTOMIZE YOUR UNIT
PAY AS YOU GO
JUST PAY YOUR RENT AND UTILITIES
STAFF ARE ALREADY USING CLOUD
WHY USE THE CLOUD?
EASY AND CONVENIENT
LIKE BEING ABLE TO ACCESS THEIR DATA FROM WHATEVER
COMPUTER THEY ARE USING
EASE OF SHARING INFORMATION
ARE YOU AT A POINT WHERE A CHANGE OF SOME SORT IS
NECESSARY? IF SO, YOU MUST DECIDE ON A DIRECTION. IF NOT, YOU
MAY CHOOSE TO WAIT IF YOU ARE NOT INCURRING SIGNIFICANT
COST OR PRODUCTIVITY LOSS BY STAYING IN YOUR CURRENT
THE EXTERNAL ONE-TIME IMPLEMENTATION COSTS – HARDWARE,
THE ONGOING COSTS - MONTHLY HOSTING FEES VS. SUPPORT STAFF
SALARIES OR CONSULTANT FEES, ETC.
AVAILABILITY OF STAFF TO PROVIDE SUPPORT AND NETWORK
AVAILABILITY OF FACILITIES TO HOUSE ON-PREMISE SERVERS
DESIRE TO SHARE INFORMATION ACROSS GEOGRAPHIC
BOUNDARIES AND RELATED COSTS - TRAVEL, TELECOMMUNICATIONS
TO CONNECT MULTIPLE OFFICES, ETC.
$300 $1600 per
Office 365 Ok