partnersurge sales & pre-sales certification - kyriba.it · following the introductory demo...

FAC T SHEETPartnerSURGE Sales Certification

kyriba.com • [email protected]

Backed by strong incentives and market-leading technology, Kyriba delivers

one of the strongest and most comprehensive partner programs in the

industry. Called PartnerSURGE, the program is designed to let Kyriba’s

strategic partners share in the rapidly expanding market for world-class

treasury and finance technology. The first step in that process is enrolling in

Kyriba’s Partner Sales Enablement program, which offers sales certification

and in-depth training to help partner teams quickly build pipeline, close

their first deals and sustain long-term success.

Kyriba’s Partner Sales Enablement program helps sales professionals

understand:

Gold SalesFor sales and marketing professionals who need to understand a prospect’s core business challenges and Kyriba’s associated value in order to generate leads.

Platinum Plus SalesFor sales professionals who need to manage the entire sales cycle, includ-ing prospecting, maturing deals and winning new business.

Gold Pre-SalesFor pre-sales professionals who need to demonstrate the value and associ-ated functionality of the core liquidity modules of Kyriba’s solution.

Platinum Pre-SalesFor pre-sales professionals who need to demonstrate the value and asso-ciated functionality of the advanced liquidity modules of Kyriba’s solution.

Platinum Plus Pre-SalesFor pre-sales professionals who need to demonstrate the value and associat-ed functionality of the capital market modules of Kyriba’s solution.

KYRIBA FACT SHEET

PartnerSURGE Sales & Pre-Sales Certification

R O L E - B A S E D S A L E S C E R T I F I C AT I O N S

1 The unique needs and challenges of liquidity and risk

management professionals

The business value offered by Kyriba’s market-leading solution

How to present Kyriba’s value proposition to separate Kyriba from

the competition and win new business

2

3


Gold Sales On-boarding and Certification

Sales Certifications

This certification is designed for sales and marketing professionals who need to learn to identify sales opportunities and generate interest through core value messaging.

Certification Content:1.5-hour orientation (live or via On-Demand):

• Business pains and needs of the liquidity and risk management industry

• Kyriba’s overall value proposition

1-hour demonstration of Kyriba (live or via On-Demand)

Prerequisite: None

Following the Gold Certification, sales professionals will be able to identify prospects with the requisite business needs, provide a brief “elevator pitch” of Kyriba’s value, and successfully introduce a solution specialist to continue the sales process.

As part of this certification process, sales professionals will receive access to Kyriba’s:

• Partner Sales Enablement Website – The HUB of all Kyriba knowledge and content

• Sales Academy Library – Access to hundreds of key sales content

• Sales Academy On-Demand – Knowledge base of anytime, anywhere training

This 13-week certification program is designed for sales professionals who need to manage the entire sales cycle, including prospecting, maturing deals and winning new business.

Certification Content: 5 day on-site training, including:

• An introduction to the liquidity and risk management industry

• A review of each Kyriba product module, with a focus on how Kyriba meets modern day challenges in these areas

• In-depth training on how to create new sales opportunities and demonstrate Kyriba’s unique business values to win deals

• The opportunity to create and practice a scenario-specific sales presentation on the value Kyriba offers

• An introduction on finding the right sales content for the right situation at the right time

• A review of the end-to-end sales methodology, processes and corresponding tools

Prerequisite: On-Demand Preparatory Courses

Following the Platinum Plus Sales Certification and mentoring by Kyriba’s channel sales managers, sales professionals will be able to help a prospect progress all the way to contract signature.

As part of the Platinum Plus Sales Certification, sales professionals will receive access to Kyriba’s:

• Partner Sales Enablement Website – The HUB of all knowledge and content


• Sales Academy On-Demand – Knowledge base of anytime, anywhere training

• Partner Portal – To manage the progress of sales opportunities

• Sales Mentor – To give guidance during sales cycles

Platinum Plus Sales On-boarding and Certification

Lead Generators

100% On-Demand

Gold

Self-Sufficient Sales

On-Demand + On-Site

Platinum Plus

Sales Certification


The 26-week Pre-Sales Certification program is divided into three levels, Gold, Platinum and Platinum Plus, each having a two levels of competencies for demonstrating Kyriba’s solution (Introductory and Custom Demos).

Following the Introductory Demo portion of each Certification, Kyriba’s partner pre-sales team will be able to give overview demonstrates of the value of Kyriba’s solution for the applicable modules. Adding the Customization competency, will allow pre-sales professionals to customize the system to meet prospect-specific needs of each demonstration.

• Partner Sales Enablement Website – The HUB of all knowledge and content


• Sales Academy On-Demand – Knowledge base of anytime, anyway training

• Partner Portal – To manage the progress of sales opportunities

• Demo Database – To practice and give sales demonstrations

• Pre-Sales Mentor - To give guidance during sales cycles and demonstrations

• Demo Script - Proven demonstration scripts to guide the perfect demo for each module

Pre-Sales Certification

GL Reconciliation

Introductory Demo

Customized Demo

Netting

Introductory Demo

Customized Demo

Platinum Pre-Sales Certification

Bank Account Management

Introductory Demo

Customized Demo

Bank Fee Analysis

Introductory Demo

Customized Demo

In-house Banking

Introductory Demo

Customized Demo


Gold Pre-Sales Certification

Platinum Pre-Sales Certification

Introductory Demo Certification• On-Site Prerequisites via Kyriba Sales Academy

On-Demand

• 5-day on-site training, focusing on industry needs, selling value through core system capabilities, access to full demonstration scripts, and demo practices, practice, practice

• Final introductory-demonstration exam for all applicable modules

Prerequisite: On-Demand Preparatory Courses

Customized Demo Certification• Introductory Demo Certification prerequisite

• Deep system functionality training via On-Demand course

• Custom demonstration practice

Introductory Demo Certification• On-line courses via Kyriba Sales Academy

On-Demand

• Access to full demonstration scripts

• Demonstration practice


Prerequisite: Pre-Sales Gold Certification

Customized Demo Certification

• Introductory Demo Certification prerequisite



• Final customized demonstration exam

Module

Required Certification

Working Captial

Introductory Demo

Customized Demo

Cash Accounting

Introductory Demo

Customized Demo

Gold Pre-Sales Certification

Cash & Forecasting

Introductory Demo

Customized Demo

Payment & Fraud

Introductory Demo

Customized Demo

Debt & Investments

Introductory Demo

Customized Demo Module



Platinum Plus Pre-Sales Certification

Introductory Demo Certification• On-line courses via Kyriba Sales Academy

On-Demand

• Access to full demonstration scripts

• Demonstration practice


Prerequisite: Pre-Sales Platinum Certification

Customized Demo Certification• Introductory Demo Certification prerequisite



• Final customized demonstration exam

Hedge Accounting

Introductory Demo

Customized Demo

Financial Accounting

Introductory Demo

Customized Demo

Platinum Plus Pre-Sales Certification

FX Hedging

Introductory Demo

Customized Demo

Debt & Investments(Advanced)

Introductory Demo

Customized Demo

Module


Copyright © 2018 Kyriba Corp. All rights reserved. KY18-071-09262018

About KyribaKyriba empowers financial leaders and their teams with award-winning solutions for cash and risk management, payments and supply chain finance. Kyriba delivers a highly secure, 100 percent SaaS enterprise platform, superior bank connectivity and a seamlessly integrated solution set for tackling today’s most complex financial challenges. Thousands of companies, including many of the world’s largest organizations, rely on Kyriba to streamline key processes, protect against loss from fraud and cybercrime, and accelerate growth opportunities through improved decision support. Technology analyst firm IDC recognized Kyriba as a global leader in its MarketScape for SaaS and cloud-enabled treasury and risk management applications for 2017-2018. Kyriba is headquartered in New York, with offices in San Diego, Paris, London, Tokyo, Dubai and other major locations. For more information, visit www.kyriba.com.

partnersurge sales & pre-sales certification - kyriba.it · following the introductory demo...

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