This document provides guidance and resources for sales representatives to use KPISOFT's performance management software solution. It includes scripts and talking points for phone calls and in-person meetings. Sample slides and video demonstrations of the software are referenced. Pricing structures are outlined for small/medium businesses and enterprises. Typical implementation processes are described involving initial setup and configuration with a client's HR data and systems. Common questions and challenges are addressed around data integration, security, support responsibilities, and comparing the focused performance management module versus broader HR systems. Best practices for writing cold emails to prospects are covered such as researching contacts and personalizing messages.

1. PERFORMANCE MANAGEMENT DONE
RIGHT

2. Sales Activity & Tracking

3. ZOHO CRM System
• All sales leads, appointments, proposals are updated in the system
• Sales activity and tracking are taken care over here
• Sales cycle is as follows
– Account
– Lead
– Potential
– Client
• Please refer to Sales Kit 2 CRM System

4. Sales Kit - Scripts

5. Scripts – for Tele Sales
Hi / Hello
Good day / morning / afternoon
I am _____ calling from KPISOFT. I would like to get in touch with someone who is
in charge of performance management or corporate strategy in ‘Organization name’
We are a performance management solution provider enabling organization to
define strategy and execute them in simple steps using automated web based
system (internet).
Its related to employee’s KPI definition, tracking and can be converted into regular
performance review etc
We have served large clients such as Axiata, Celcom, HAIER as well as small
company (CRADLE, Censof, etc).
I would like to elaborate more on this solution and do a short presentation for
maximum 30 minutes. May I have your available date & time
Thanks

6. Script – for Referrals & Over The Counter
Hi / Hello
Good day / morning / afternoon
KPISOFT is a performance management solution provider enabling organization to
define strategy and execute them in simple steps using using automated web based
system (internet).
Can we get the contact details for who is in charge of performance management or
corporate strategy in ‘Organization name’
Its related to employee’s KPI definition, tracking and can be converted into regular
performance review etc
We have served large clients such as Axiata, Celcom, HAIER as well as small
company (CRADLE, Censof, etc).
I would like to elaborate more on this solution and do a short presentation for
maximum 30 minutes. May I have your available date & time

7. Presentation Slides
Please refer to Sales Kit 3

8. Sales Pitch –Video &
Demo Links

9. Sales Pitch Video
• Demo Links
– KPISOFT 6.0 BI ; http://demos.kpisoft.com/bi-kpisoft/
– KPISOFT 6.0 EPMS ; http://demos.kpisoft.com/v6.0-sc/hub2/
• Problem Statement – What is KPISOFT trying to solve (14mns) :
https://www.dropbox.com/s/4tl2jg3fl1p5a29/Problem_Statement.mov?dl=0
• 4 blocks of performance management & Alignment: (13Mns):
https://www.dropbox.com/s/w7jx20gqmju54t4/Alignment.mov?dl=0
• Coaching (9Mns):
https://www.dropbox.com/s/xzrt2je07atxxps/Coach.mov?dl=0
• Collaborate (13Mns):
https://www.dropbox.com/s/6cqq7g4q8gqu318/Collaborate.mov?dl=0
• Calibrate (5Mns) :
https://www.dropbox.com/s/3rveuguc56ea7fq/Calibrate.mov?dl=0

10. Pricing Structure &
Customer Segment

11. Pricing Structure & Customer Segment
• SMB – Small & Medium Business
– < 300 employees
– Anywhere in the globe for any industry type SMEs
– Plug n Play – service delivered on cloud
• Enterprise
– Tier 1 & 2 Brands / Companies
– Consulting / Deployment by On Site team
– Both in premise & cloud model
– Account based management team
– Contracts are annually renewed
• Pricing
– List price is USD 12 per user /month discounted to USD 7 in the ASEAN region
– Typical user and man day rate
• 30 to 100 users
– 30 user X 7 USD X 12 month
– 30 mandays X RM 1346
• 1000 to 5000 users
– 1000 user X 7 USD X 12 month
– 100 man days X RM 1346

12. Typical Implementation Cycle

13. Implementation Plan & Process (Upon Sign Up)
1. KPISOFT liaise with HR Admin to obtain HRIS data on a specific format
– Contains names, IDs, grade, supervisor, Dept / Div, email ID
2. KPISOFT Setup instance and upload employee data
3. KPISOFT liaise with HR or person in charge of performance to define
program configuration
– No of KPIs,
– Program cycle e.g. Jan to Dec,
– performance ruler colors e.g. Red, Yellow, Green, D Green, Blue
– Approval level – single or double
4. KPISOFT runs sanity test with configuration defined by HR Admin / PIC
5. KPISOFT releases system for Live
6. KPISOFT continues to provide Level 1 (L1) support. Tickets are raised to
help@kpisoft.com

14. FAQs and Challenges

15. FAQs & Challenges
1. How to integrate data with our system
– Cheapest way & Free - Your system administrator can extract the source file and park the
file in secured FTP location. KPISOFT will then fetch the file and upload into our system
– Might Cost a little – Your system administrator need to define the APIs (Application program
interface) needs to be build and communicate with KPISOFT system APIs
2. Can we reduce the price to even lower. We have very few people working in the
organization
3. Is the data secured
– All data is hosted on cloud and its in build with best security for both infrastructure &
application
– The application security is in compliance of OWASP Top 10 standards
4. Do we need to Manage or Procure the system
– The entire system is managed by KPISOFT and we provide you L1 support. User can raise
tickets as simple as not knowing the password and we will guide them how to use it. Most
often, the application is intuitive and has in built training videos
– Client need not procure any hardware or license to run. Client only pay subscription fee
based on monthly rate

16. FAQs and Challenges
5. What is the difference between license & subscription
– License is usually procured perpetually. Client own the license totally
– Subscription is based on usage. Similar concept to rental. You use the application and
don’t own the system
6. Where is the system / data
– The system is hosted on cloud services by KPISOFT. The data center is either Amazon Web
Services (AWS) in Singapore or SKALI in Malaysia
7. What is cloud services
– Cloud services is referred to hosted service provided by the vendor. Its usually referred to
application usage over the internet
8. Other HR Tool services has more modules e.g. Talent Management, Employee On
Boarding, payroll, etc. KPISOFT provides only performance management and its
expensive. Why ?
– KPISOFT focuses on specializing on performance management and deep dive on these
area with the aim of improving organization’s performance. It’s one of the most important
aspect or module that needs to be extensively practiced in any organization. KPISOFT is
enabling that for the client

17. How To Write Cold Emails

18. Cold Emails
• E Stalk your cold emails like a journalist
– Who are you sending the cold emails to ? E.g VP Marketing, CEO, HR,
Engineering
– Define the buyer persona that you want to contact. Short List 5 to 10 contacts
and research about them
– Do LinkedIn research. Check what skills they have – indicates duties and what
software they are using
– Twitter & Social Media research
• Always make your cold emails feel personal
– Pick One Prospect to Write For
– Think about how you can excite your prospect
• Make mass Emails Feel Like One on One Request
– Why sales needs both quality and quantity
– How to reverse engineer a cold email. The one drafter to Mr. A, can it be sent to
every other guy in the same role ?

19. HOW TO WRITE COLD EMAILS READING MATERIALS
• Please refer to the following file name
– Cold Email 1 ; Human Guide
– Cold Email 2 ; Full proof guide to cold email
– Cold Email 3 ; Copywriting secrets