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

1. The 5.0 Demo:
Building a
compelling story
Doug Johnson
Sales Engineer
Better
Faster
Stronger
Version 5.0

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. Demo Data
Options and Improvements

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. 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. 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. 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. 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. Overview of Demo Company

10. Demo Data
Scenarios
Some Assembly Required

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. 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. 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. 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. Third Party
Solutions

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. 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. 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. 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. Building Your Demo

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. 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. 2 Hours to Success

24. Dear Prospect, Let me Show
You …

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. Login Screen (first impression)

27. Customer Branding

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. 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. 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. 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. 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