the 5.0 demo: building a compelling story

The 5.0 Demo:Building a compelling storyDoug JohnsonSales Engineer

BetterFasterStronger

Version 5.0

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

Demo DataOptions and Improvements

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

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

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)

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

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)

• Services (projects)

Overview of Demo Company

Demo Data Scenarios

Some Assembly Required

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 supports)

Portal

To demonstrate

• Follow instructions to create a portal

• Demo script

– Demonstrates key capabilities

– Provided in separate session

Having trouble?

• Create a support case

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

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

Third Party Solutions

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

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

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

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)

Building Your Demo

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!

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

2 Hours to Success

Dear Prospect, Let me Show You …

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

Login Screen (first impression)

Customer Branding

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.

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2

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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.

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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!

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’

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

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