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The 5.0 Demo: Building a Compelling Story

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Doug Johnson talks about building a compelling demo story during the Product breakout track at the Acumatica Partner Summit 2015.

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The 5.0 Demo: Building a Compelling Story

  1. 1. The 5.0 Demo: Building a compelling story Doug Johnson Sales Engineer Better Faster Stronger Version 5.0
  2. 2. Session Overview Partner Needs Demo Data • RevisionTwo versus RapidByte • Other materials Demo Scenario Library • B2B portal, global search, mobile, inquiries drive screens, Exchange sync, distribution allocation • Inter-company, CRM updates
  3. 3. Demo Data Options and Improvements
  4. 4. What We Heard Partner Feedback • Demo data needs to be current • Sample dashboards and reports required • Data should be relevant to my prospect • Sample users should be look realistic • Easy to install and use • Example scripts and scenarios
  5. 5. What We Built Demo set for partner demonstrations • Delivered via a snapshot • Maintained at http://tryacumatica.com Demo Set Company Primary Use How to Get It Demo Data RevisionTwo Prospect Demos Download and install snapshot from partner portal Testing Data RapidByte Regression Testing Install ‘demo’ data from Acumatica ERP Configuration Wizard Training Data RapidByte Project and Financial Training Install the template, C100, or F200 data when running the ERP Configuration Wizard
  6. 6. Included in RevisionTwo What’s included? • Finance • Distribution • CRM • Project • Inter-company • Portal What is separate (customization or data)? • Mobile • Payroll • Exchange Integration • Ecommerce (Kensium) • Manufacturing (JAAS) • Marketing Integration (Azuqua) • POS and RMS (FUSION)
  7. 7. Pre-Built Scenarios RevisionTwo includes pre-built scenarios • Delivered via PowerPoint presentation Script Description Overview 30 minute introduction and key differentiating features Project Accounting 15 minute overview – 1 project with timecard and expenses CRM 10 minute overview – lead to cash Distribution 10 minute overview – simple order and fulfillment Payroll 10 minute overview – prepare pay run Entity Consolidation 10 minute overview – run consolidation and show reporting Features by Topic ~50 scripts for use in deeper dive demonstrations: - Financials: allocations, inter-company, budgeting, assets, taxes, etc. - Distribution: physical count, drop ship, non-stock PO, RMA, FedEx, etc. - CRM: marketing integration, support case, portal - Project: fixed price, time and materials, rates - Other: Exchange Integration
  8. 8. Introduction to Revision Two • Size • 40-50 employees • 2013 ($4.5M), 2014 ($9.3M), 2015 ($15.0M) • 2 companies / 2 branches • Lines of Business • Food (lot tracking, expiration, rapid turnover) • Industrial Equipment (serial tracking, custom orders) • Consumer Goods & Widgets (smaller orders, UPS shipments) • Software (non-stock, contracts, deferred revenue, support)
  9. 9. Overview of Demo Company
  10. 10. Demo Data Scenarios Some Assembly Required
  11. 11. Mobile To demonstrate • Install mobile application software on device – iOS: https://appsto.re/us/npAY4.i – Android: Google Play – search Acumatica  https://play.google.com/store/apps/developer?id=Acumatic a • Install viewing software on PC – iOS: Reflector (www.airsquirrels.com/reflector) – Android: Mobizen (www.mobizen.com) • Good to show: – Enter expense claim – Snap picture of receipt (if device
  12. 12. Portal To demonstrate • Follow instructions to create a portal • Demo script – Demonstrates key capabilities – Provided in separate session Having trouble? • Create a support case
  13. 13. Exchange Integration To demonstrate • Turn on feature / configure Exchange master account – Process discussed in separate session • Demo script – Demonstrates key capabilities – Provided in separate session Having trouble? • Create a support case
  14. 14. Inter-Company Consolidation To demonstrate • Create separate company with EU demo data – Location: partner portal – Instructions: http://youtu.be/WEWgPa30H_g • Demo script – Video example: http://youtu.be/SmFElspyziA Having issues? • Create a presales support case
  15. 15. Third Party Solutions
  16. 16. Kensium: Ecommerce integration Requires 3 sites • ERP/Acumatica (erp.revisiontwo.com) • Magento storefront (store.revisiontwo.com) • Magento admin (store.revisiontwo.com/admin) To request access • Create a presales support case
  17. 17. JAAS: Manufacturing What’s needed • JAAS customization • JAAS demo data To request JAAS manufacturing demo • Contact JAAS Systems (www.jaas.net) • Create a presales support case
  18. 18. Azuqua: Integrations What’s needed • Azuqua site (www.azuqua.com) • Separate instance of application to be integrated – Example: Hubspot (www.hubspot.com) To request an Azuqua demo • Contact Azuqua Systems • Create a presales support case
  19. 19. FUSION: POS and WMS What’s needed • POS: Windows machine for register and sync utility • WHM: separate handheld or emulator To request a FUSION demo • Contact FUSION (Point Solutions)
  20. 20. Building Your Demo
  21. 21. Getting Organized • Discovery Process • Learn key processes • Learn reporting needs • Learn sales process • Learn ordering process • Learn pain points • Learn workflows • Learn prospect’s business!
  22. 22. Develop Demo Script Build Generic Environment • Create company and install demo data Build Prospect Script • Start with overview script • Add module specific scripts • Add features as necessary Add Prospect Data • Add prospect specific inventory, customers, etc. • Build reports to mitigate key pain points Practice • Process transactions • Refer to them in demo if things happen or time runs out
  23. 23. 2 Hours to Success
  24. 24. Dear Prospect, Let me Show You …
  25. 25. Make It Look Real … • Tailor to your prospect in 1 ½ hours Task Time Create new company 00:05 Customize login screen 00:10 Add prospect vendors and customers 00:10 Add inventory items, name warehouses 00:15 Purchase inventory 00:10 Process customer orders (order, pick, ship, invoice) 00:15 Customize dashboards 00:15 Verify GL entries, reports 00:10 TOTAL TIME INVESTMENT 01:30
  26. 26. Login Screen (first impression)
  27. 27. Customer Branding
  28. 28. Add Vendors and Customers 1 1. Include common letters in ID or description for vendors, customers, and inventory items. 2. Use your email address in case you want to send PO or SO. 3. Use valid address in case you ship something using UPS/FedEx/USPS. 4. Purchase settings, include default shipping and warehouse. 5. For customers, include a contact so you can access portal. 3 2 4 5
  29. 29. Add Inventory Items 1. Include common letters in ID or description for vendors, customers, and inventory items. 2. Add unique item class, so you can add on-the-fly during demo. 3. Add realistic price. 4. Add vendors to simplify PO creation on demo. 5. Attributes – add picture(s) of items, attributes, and sales categories 6. Other items: packaging, cross- references, replenishment, deferred revenue, B2B descriptions can be added as needed. 1 2 3 4 5
  30. 30. Purchase Inventory / Process Orders Customer 1 • Prospect’ s customerProspect’s Supplier • Prod 1: $50 • Prod 2: $110 Supplier 1 1 PO • Place PO • Receive PO 2 SO • Quote and create SO per prospect’s normal process 3 Shipment • Ship using actual methods 4 Invoice • Get copy of invoice and re- create it!
  31. 31. Create Custom Inquiry • Show your expertise, get prospect their data * This screen was created in 10 minutes using Generic Inquiry to help a client see ‘open sales orders’
  32. 32. Customize Dashboards 1. Wiki: picture links to website (other option: embed a YouTube video) 2. Mass processing screen: sort so that update occur in real-time 3. Generic inquiries: create custom inquiry and add to reflect a KPI 1 2 3

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