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Presales Best Practices You can Use Now, by Doug Johnson

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Doug Johnson breaks down the best presales practices to implement right away in a breakout session at the Acumatica Partner Summit 2015 in Long Beach, CA

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Presales Best Practices You can Use Now, by Doug Johnson

  1. 1. Presales Best Practices You Can Use Now Doug Johnson Sales Engineer Better Faster Stronger Version 5.0
  2. 2. Session Overview • Discovery: The Key to Success • Poor discovery = poor demo • No decision maker / no budget / no timeframe = no demo • Demo Prep: Do Not Skimp • Know prospects business • Tailor demo for the client • Demo Delivery: Tell Show Tell • No questions = no interest • Stories: Results from the Field • Presales examples and results
  3. 3. Demos in 2014 0 20 40 60 80 100 120 140 160 180 Prospects Partners Other Demos in 2014 Demos Prospects 0 20 40 60 80 100 120 140 160 180 Partners Partners Involved
  4. 4. How Are We Doing? 26 40 61 Won Open Lost Results • 30% close rate
  5. 5. Discovery The Key to Success
  6. 6. Discovery Success Factors Win Deal Exit a ‘Loser’
  7. 7. Discovery: Nobody Wants It “No discovery needed … I’ve been working with this client for 3 years.” - VAR ABC “The prospect is excited and really wants to see the software. - Acumatica Employee “During this round, all my prospect needs is an overview of the sof - VAR XYZ “We are narrowing it down to three vendors in this round. - VAR 123
  8. 8. Discovery Document • Easy to Get Started • 3 pain points • Sales process • What they are replacing • Modules needed • Other Information • Module specific information • External systems • Implementation • Key reports • ROI
  9. 9. Demo Prep Do Not Skimp Here
  10. 10. What Helps? Short list of items the prospect wants to see No 500 question RFPs please.
  11. 11. Get a Purchase Order Vendor part number Catalog numbers Data for demo Track quantity received B/O and FET all zero, why?
  12. 12. Get an Invoice Add equipment to your project Typed notes (manual invoice) Actual pricing (and often inventory IDs) Subcontractors (missed during discovery) Reprints required
  13. 13. Customer quote 6 pages Manually produced Design process and negotiation
  14. 14. Docs from Key Processes Shipping requirements Written notes – opportunity! Email stamp - opportunity! Sample customer and addresses
  15. 15. Provide Key Reports Excel or BI tool needed for graphics Pareto chart required Do we have data?
  16. 16. Flow Diagram: First Review 16 West Point Howells NVC Vet Supply (Agri-Blenders) Distributor (MWI) Wisner 1. Supplies ordered via distributor 2. Order placed with manufacturer 1a) Sales order created with drop shipment specified - Cost provided from manufacturer - Price set between companies 3. Order drop-shipped to NVS 2a) PO emailed to manufacturer with shipping instructions 3a) Shipment received into inventory 4) Invoice Invoice outside Acumatica
  17. 17. Flow Diagram: Revision 17 West Point Howells NVC Vet Supply Distributor (MWI) Wisner 3. Invoice sent to NVC Invoice verified (not re-keyed) 2. Order shipped to NVS 2a) Shipment received into inventory - Cost based on PO amount 1. Supplies ordered 1a) PO emailed from NVC to MWI - Bill to NVC - Ship to NVS warehouse Invoice includes markup 4. Invoice sent to NVS
  18. 18. Flow Diagram 18 Main Warehouse (pickup orders) • Customer drive up, places order • Payment accepted - Attempt to gather customer information 1.Customer phones in order Purchase order delivery Invoice and payment Dispatch (orders on account) 2.Schedule delivery 3.Deliver via 3rd party 4.Invoice - Include delivery charge Account Customer Drive Up Customer
  19. 19. Demo Delivery Tell Show Tell
  20. 20. Have an Agenda • Establish key talking points • Part of tell-show-tell • Keeps demo on track • Elements • Key items to cover • Speakers • Scenarios • Timeframes (optional) • 10:00am Background • 10:15am Demo • 12:00pm Questions NOT AN AGENDA
  21. 21. Start with Excitement Start When • Decision makers present PowerPoint • Key for setting vision • Keep it short, not required Attention Grabbers: • Show dashboards • Show customer’s items
  22. 22. Build Credibility “Can you handle federal excise tax applied to tire purchases?” • Competition answer: yes • Acumatica answer: if you can explain your requirements I will show you what we can do with our flexible tax system … “This is very specific to our industry … here is how it works …”
  23. 23. Finish with Vision Attention Grabbers: • Show mobile • Show portal List Issues • Keep to-do’s positive • Not a list of customizations
  24. 24. Some Stories Results form the Field
  25. 25. Case 1: Tire Distributor Preparation: • Discovery doc + 10 things they wanted to see on demo • Agenda including key process flows to show • Received PO from supplier • FUSION RMS Demo 1: • Showed custom items • Made it look easy to search for data Demo 2: • Information was missing: quick quote, pick ticket process, invoicing, federal excise tax Result: • Won
  26. 26. Case 2: Mulch Wholesaler Preparation: • Discovery included need for mobile and web • Scheduling and dispatch – M5 involved Demo: • Reviewed PPT workflow • Showed everything needed and got buy off After Demo: • Gave demo instance, customer was ‘confused’ by software Result: • Lost
  27. 27. Case 3: Pet Supplies ManufacturerPreparation: • Multiple discovery calls (PAM, SE, Partner) • Integration with third parties (Ecommerce, carriers, shipping) • Manufacturing options discussed Demo: • Showed customized items • Showed inter-company and key processes After Demo: • Executive call scheduled • Reference calls scheduled Result: • Won
  28. 28. Case 4: Hotel Supply DistributorPreparation: • Discovery uncovered forecasting needs • Prospect provided 2 page document of pain points and flow Demo 1: • Needed better display of forecast data and container shipping Demo 2: • Showed forecasting, answered 10-12 specific questions • Customization requested (duplicate PO, PO split, kitting) Demo 3 • Did demo for a different audience Demo 4: • Reviewed 15 questions about solution, got buy-off on each Post Demo: • Provided access to system for testing Result: • Did not hear, assume lost
  29. 29. Case 5: Fragrance importer/exporter Preparation: • Discovery included key points, high level flows Demo: • 50% demo, 50% discovery • Team was very engaged in the process After Demo: • Proposed solution to consignment sales Result: • Lost – competitor discount
  30. 30. Case 6: Boot Supplier Preparation: • Simple discovery – financials only Demo 1: • Showed financials, mostly out of the box Demo 2: • Payroll demo (mid-June) Result: • Lost – functionality/price
  31. 31. Case 7: On Demand Artwork Preparation: • Discovery included key points, high level flows Demo: • 50% demo, 50% discovery • Team was very engaged in the process – suggesting ways to do things that they needed After Demo: • Provided information on configurator Result: • Nearing close
  32. 32. Case 8: Magazine Distributor Preparation: • Partner provided 4 page Word doc with key data (budget, needs, timeframe, key points, etc.) • Partner reviewed document in detail on prep call Demo: • Acumatica showed generic items (partner’s first demo) • Partner showed customizations for client’s environment!! Result: • Open, with verbal ‘go ahead’

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