Sales Breakout Session from Acumatica Partner Summit 2015

1. Executing a
winning Sales
Strategy
Sean Chatterjee
VP Partner Sales
Better
Faster
Stronger
Version 5.0

2. What is this session about?

3. 2014 – A look-back at some of
our key wins

4. And the reasons you told us
why we won..
Unlimited User Pricing
Great underlying technology
We loved your demo!
Your Sales Process and overall
understanding of our business

5. And the reasons you told us
why we won..

6. But we sure had our share of
losses too

7. Common Sales Stages where
we found some landmines to
avoid
• Discovery Stage
• Demo Stage
• Proposal Stage
• Contracts & Negotiations

8. Discovery Stage
• Do we know their existing Infrastructure set-up?
– Their existing spend on Hardware and Operating System
can help create ROI when recommending SAAS Soluton
• Do we know all the decision makers and all the
influencer?

9. Demo Stage Examples

10. Key Concepts
10
• Two Ordering Methods
– Pickup (drive to site one)
 Begin gathering data about drive up customers
– Dispatch (order on account for delivery)
 Delivery charge may apply
 Third party trucking service
• Other Concerns

11. Flow Diagram
11
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

12. Slide for when you need the full
slide