I need to present the Sales Tracks agenda, and then intro Roman and me Set the stage that these pointers have come from our Partners, and some or all of them are simple and very basic, but we decided to highlight some of these
- Make this about feedback from Top Partner wins.
Also weave in our own QUALIFICATION Stage – BANT criteria. Budget, Authority, Need, Timeline
- Roman to give example on how to make the IT guy feel secure.
Roman - Zendo example (also mention Terry as out ultimate Champion’ SEAN to talk about multiple contacts. KCAV example Sometimes use others, including Execs, Acumatica PAMs etc to build multiple bridges and channels of communication LFP Copa Di Vino
Roman – Hemasource example Dinesh – Staffing firm (Isaacson Miller)
Sean to cover this slide - Classical Conversations Discuss Netsuite ‘True ERP’ pitch Know what you are competing against Matt – Present in person
ROMAN, DINESH, CHERYL,MATT Sean to discuss Roman to come up with examples – Media Solutions
Sean – LFP
Sean to get exhibits on this one Discuss use of the word ‘customization’
- Partner Problem
2 Tips on Every Sales Stage: Learning from Our Top Wins and Losses, by Sean Chatterjee
2 Tips on every sales
- Learnings from our top wins & losses
VP Partner Sales
Partner Account Manager
What is this session about?
• 2 Tips on key Sales Stages based on
– Observations of our top Partner wins
– Drilling into our losses
And the reasons you told us
why we won..
• Unlimited User Pricing
• We felt comfortable with the local Partner
• Great underlying technology – super flexible!
• We loved your demo!
• Your Sales Process and overall understanding of
Qualification – Tip # 1
• Budget Can be tricky, but nevertheless a VERY
important piece of information to gather.
For some prospects, specially first time ERP adopters, initial
education is a must on what is out there, and at what price
Great question to ask would be, other products they are
Also, give a range of pricing when asked that question.
Example, we start at about 30k total for smaller clients – but
can be up to $120k for larger clients.
Qualification – Tip # 2
• Once qualified – set up next steps. Don’t jump
– Make sure we understand their needs really well, before
discussing our product features and benefits to the
prospect. Schedule Discovery Meeting.
– Set proper expectations on next steps with approximate
timelines, and involvement from appropriate stake-
– Don’t be afraid to say NO!
Discovery – Tip # 1
- Do we understand the prospects current
infrastructure to understand the maintenance and
upgrade costs looming ahead?
- This tip will also position us to truly recommend the right
deployment model as a true consultant
- What is the customer’s perception of the Cloud?
- Do they have adequate in-house IT coverage?
- What has been the experience with existing ERP/
Discovery – Tip # 2
- Did we ever drill down into any of the background
experience of key decision makers and
influencers? What was that experience like? What
about Group Companies?
- Use LinkedIn and other sources to check past experience
- Group companies use disparate ERPs. What is their
experience like? Any contacts I can talk to?
Demo Stage - Tip # 1
- Do we have the right audience?
- Reschedule if NOT all the stake-holders are present
- Spend time with Stakeholders to understand all ‘hot-
- Create early ‘Champions’
- Always better to cultivate more than one contact
Demo Stage - Tip # 2
- Know your ‘win-themes’
- Always remind the audience of the 3-4 key pain
point and how elegantly we solve them
- Differentiate early
- If you are not the front-runner – first strive to
become an equal, and then differentiate
Proposal Stage– Tip # 1
- LEAD with one recommended Deployment
method. If this is not quite clear, even after an
extensive discovery, schedule a meeting to
propose you recommendation and discuss it.
- Example including doing an analysis of why a SAAS
solutions better overall ROI including tremendous cost
- Always good to do a ‘gate-check’ on the numbers before
sending them, to feel their pulse.
- Proposal should also detail how we are solving the
customers pain points, with as much illustrations as
possible. This will remind all stake-holders, why they
need to invest on the right solution.
Proposal Stage - Tip # 2
- Case Study and References – Prepare the
customer before-hand on the stage of your
existing practice and how many Acumatica
customers you have.
- For new Partners, we recommend using Acumatica
Implementation Assist to overcome this common
- Research on Acumatica customers with your PAM, and
prepare ‘Customer Stories’ deck to incorporate into your
- If getting an exact match becomes difficult, it is better to
have the discussion early with reasons why.
- Let us build the fences around ‘references’. If WE don’t,
our Prospect will.
Contracts & Negotiations – Tip
• Understand the personalities who will engage, so
you can assemble your own team. Knowledge of
the ‘hot button’ issues always helpful.
– Example, Kirk, the attorney will do legal review. John, the
CFO will negotiate terms and pricing ( John cares more
about 5 year outlay, rather than line items costs in year
Contracts & Negotiations – Tip
• Use tools to illustrate your numbers, and adjust it
– Implementation Calculator
– For customizations, use