presales best practices you can use now, by doug johnson
TRANSCRIPT
Presales Best Practices You Can Use NowDoug JohnsonSales Engineer
BetterFasterStronger
Version 5.0
Session Overview
• Discovery: The Key to Success
• Poor discovery = poor demo
• No decision maker / no budget / no timeframe = no demo
• Demo Prep: Do Not Skimp
• Know prospects business
• Tailor demo for the client
• Demo Delivery: Tell Show Tell
• No questions = no interest
• Stories: Results from the Field
• Presales examples and results
Demos in 2014
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180
Prospects Partners Other
Demos in 2014
Demos
Prospects
0
20
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60
80
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160
180
Partners
Partners Involved
How Are We Doing?
26
40
61
Won Open Lost
Results
• 30% close rate
DiscoveryThe Key to Success
Discovery Success Factors
Win Deal
Exit a ‘Loser’
Discovery: Nobody Wants It
“No discovery needed … I’ve been working with this client for 3 years.”- VAR ABC
“The prospect is excited and really wants to see the software.”- Acumatica Employee
“During this round, all my prospect needs is an overview of the software.”- VAR XYZ
“We are narrowing it down to three vendors in this round.”- VAR 123
Discovery Document
• Easy to Get Started
• 3 pain points
• Sales process
• What they are replacing
• Modules needed
• Other Information
• Module specific information
• External systems
• Implementation
• Key reports
• ROI
Demo PrepDo Not Skimp Here
What Helps?
Short list of items the prospect wants to see
No 500 question RFPs please.
Get a Purchase Order
Vendor part number
Catalog numbers
Data for demo
Track quantity received
B/O and FET all zero, why?
Get an Invoice
Add equipment to your project
Typed notes (manual invoice)
Actual pricing (and often inventory IDs)
Subcontractors (missed during discovery)
Reprints required
Customer quote
6 pages
Manually produced
Design process and negotiation
Docs from Key Processes
Shipping requirements
Written notes – opportunity!
Email stamp - opportunity!
Sample customer and addresses
Provide Key Reports
Excel or BI tool needed for graphics
Pareto chart required
Do we have data?
Flow Diagram: First Review
16
West Point
Howells
NVC Vet Supply(Agri-Blenders)
Distributor
(MWI)
Wisner
1. Supplies ordered via distributor
2. Order placed
with manufacturer
1a) Sales order created with drop
shipment specified
- Cost provided from manufacturer
- Price set between companies
3. Order drop-shipped to NVS
2a) PO emailed to manufacturer with
shipping instructions
3a) Shipment received
into inventory
4) Invoice
Invoice
outside
Acumatica
Flow Diagram: Revision
17
West Point
Howells
NVC Vet Supply
Distributor
(MWI)
Wisner
3. Invoice sent to NVC
Invoice verified
(not re-keyed)
2. Order shipped to NVS
2a) Shipment received into
inventory
- Cost based on PO
amount
1. Supplies ordered
1a) PO emailed from NVC to MWI
- Bill to NVC
- Ship to NVS warehouse
Invoice includes
markup
4. Invoice sent to NVS
Flow Diagram
18
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
Demo DeliveryTell Show Tell
Have an Agenda
• Establish key talking points
• Part of tell-show-tell
• Keeps demo on track
• Elements
• Key items to cover
• Speakers
• Scenarios
• Timeframes (optional)
• 10:00am
Background
• 10:15am Demo
• 12:00pm QuestionsNOT AN AGENDA
Start with Excitement
Start When
• Decision makers present
PowerPoint
• Key for setting vision
• Keep it short, not required
Attention Grabbers:
• Show dashboards
• Show customer’s items
Build Credibility
“Can you handle federal excise tax applied to tire purchases?”
• Competition answer: yes
• Acumatica answer: if you can explain your requirements I will show you what we can do with our flexible tax system …
“This is very specific to our industry … here is how it works …”
Finish with Vision
Attention Grabbers:
• Show mobile
• Show portal
List Issues
• Keep to-do’s positive
• Not a list of customizations
Some StoriesResults form the Field
Case 1: Tire Distributor
Preparation:• Discovery doc + 10 things they wanted to see on demo
• Agenda including key process flows to show
• Received PO from supplier
• FUSION RMS
Demo 1:• Showed custom items
• Made it look easy to search for data
Demo 2:• Information was missing: quick quote, pick ticket
process, invoicing, federal excise tax
Result: • Won
Case 2: Mulch Wholesaler
Preparation:
• Discovery included need for mobile and web
• Scheduling and dispatch – M5 involved
Demo:
• Reviewed PPT workflow
• Showed everything needed and got buy off
After Demo:
• Gave demo instance, customer was ‘confused’ by software
Result:
• Lost
Case 3: Pet Supplies ManufacturerPreparation:• Multiple discovery calls (PAM, SE, Partner)
• Integration with third parties (Ecommerce, carriers, shipping)
• Manufacturing options discussed
Demo:• Showed customized items
• Showed inter-company and key processes
After Demo: • Executive call scheduled
• Reference calls scheduled
Result: • Won
Case 4: Hotel Supply DistributorPreparation:
• Discovery uncovered forecasting needs
• Prospect provided 2 page document of pain points and flow
Demo 1:• Needed better display of forecast data and container shipping
Demo 2: • Showed forecasting, answered 10-12 specific questions
• Customization requested (duplicate PO, PO split, kitting)
Demo 3• Did demo for a different audience
Demo 4:• Reviewed 15 questions about solution, got buy-off on each
Post Demo:• Provided access to system for testing
Result: • Did not hear, assume lost
Case 5: Fragrance importer/exporterPreparation:
• Discovery included key points, high level flows
Demo:
• 50% demo, 50% discovery
• Team was very engaged in the process
After Demo:
• Proposed solution to consignment sales
Result:
• Lost – competitor discount
Case 6: Boot Supplier
Preparation:
• Simple discovery – financials only
Demo 1:
• Showed financials, mostly out of the box
Demo 2:
• Payroll demo (mid-June)
Result:
• Lost – functionality/price
Case 7: On Demand Artwork
Preparation:
• Discovery included key points, high level flows
Demo:
• 50% demo, 50% discovery
• Team was very engaged in the process – suggesting ways to do things that they needed
After Demo:
• Provided information on configurator
Result:
• Nearing close
Case 8: Magazine Distributor
Preparation:
• Partner provided 4 page Word doc with key data (budget, needs, timeframe, key points, etc.)
• Partner reviewed document in detail on prep call
Demo:
• Acumatica showed generic items (partner’s first demo)
• Partner showed customizations for client’s environment!!
Result:
• Open, with verbal ‘go ahead’