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Partner Sales Training June, 2012. Topics. Lead Generation and Distribution Sales Process Placing an Order Sales Tools available to Partners. Leads Generation and Distribution. Sales Funnel. $$$$. Marketing and Sales. Marketing - Lead Generation Sales - Revenue Generation.

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topics
Topics
  • Lead Generation and Distribution
  • Sales Process
  • Placing an Order
  • Sales Tools available to Partners
slide3
Leads Generation

and Distribution

marketing and sales

Sales

Funnel

$$$$

Marketing and Sales

Marketing

- Lead Generation

Sales

- Revenue Generation

Analysts/

Articles

Referrals

Events/

Tradeshows

Campaigns

Internet

Marketing

Salesperson

network

AccuProcess & Partners

LEADS

accuprocess leads

Organic

Search

User

Registers

to download

AccuProcess

LEAD

Paid

Search Ads

AccuProcess Leads
  • # of Leads are predictable = ~250-300 per month and growing
  • 75% are from US and Canada
how will accuprocess leads be distributed
How will AccuProcess leads be distributed?
  • Currently: No internal AccuProcess sales staff
  • So, all leads will go to partners
  • Partners will get leads from their designated territory
  • Leads are raw, they are not qualified
  • If multiple partners in a territory:
    • Leads will be equally distributed (since all partners start at Gold level)
    • A specific lead will only go to one partner – to avoid conflict and multiple different follow-ups on one prospect
what to do with an accuprocess lead
What to do with an AccuProcess lead?
  • Leads may not have complete or accurate information
    • May need to call or research via Google, LinkedIn
  • Follow-up promptly
  • Be courteous
  • Recommended contact strategy
    • Min 3 weeks (Remember: 2 week trial!)
    • 3 emails, 3 phone calls – 1 each every week
  • Offer assistance in your emails
    • Links to Training Videos, User Guide, Vendor Comparison and White Paper (5 business benefits)
  • Qualify: License sale only or also Consulting Services opportunity?
  • Expectations:
    • 30%-40% contact
    • 10%-15% qualify
sales process

Leads

Initial Discussion /

Qualification

Win Credibility /

Demo

Scoping

Sales

Funnel

Proposal

Negotiation/

Close

$$$$

$$$$

Sales Process

LEADS

step 1 initial discussion qualification

Leads

Initial Discussion /

Qualification

Win Credibility /

Demo

Scoping

Proposal

Negotiation/

Close

$$$$

Step 1: Initial Discussion / Qualification
  • GOAL: Initiate contact with prospect & evaluate
    • NEED: What are they trying to do?
    • FIT: Can AccuProcess meet their need?
    • URGENCY: When can they buy?
  • How:
    • Typically a phone call and possibly via email
    • Steps 1-3 can happen in first meeting
  • Who:
    • Sales person
  • Business qualification
    • What does the company do? Where is it located?
    • Who are your typical customers?
    • What is the business driver for this need?
    • What is your role in the decision process?
    • Is the project already started? Is there an approved budget?
    • How will the decision be made to purchase, who will make it?
    • What is the criteria that we must meet to win this business?
    • Are there any competitors that are being considered?
step 1 initial discussion qualification cont

Leads

Initial Discussion /

Qualification

Win Credibility /

Demo

Scoping

Proposal

Negotiation/

Close

$$$$

Step 1: Initial Discussion / Qualification (cont…)
  • Technical qualification
    • Which business process(es) are they interested in documenting?
    • Is there a need to just design and document a process or to also analyze and simulate it?
    • How many users will be involved in this exercise?
    • Is the team familiar with process modeling? Have they received any formal training?
    • What tools have they been using so far?
    • Are there any external consultants involved?
    • Are there any technical considerations they would share?
  • Next Step
    • Qualified: Move to next step of sales process – Win Credibility
    • Not Qualified: Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.
step 2 win credibility demo

Leads

Initial Discussion /

Qualification

Win Credibility /

Demo

Scoping

Proposal

Negotiation/

Close

$$$$

Step 2: Win Credibility / Demo
  • GOAL: Gain credibility and trust
    • AccuProcess can solve your problem in a FAST, EASY and FLEXIBLE manner
    • Turn the contact into a “champion” for AccuProcess in his/her organization
  • How:
    • Online meeting and call or in-person meeting
    • Share vendor comparison document
    • Demo of AccuProcess product (if needed)
  • Who:
    • Sales person and/or Sales engineer
  • Next Step
    • Success: Move to next step of sales process – Scoping
    • Fail:
      • This could happen if our product does not correctly fit their need  Look for other opportunities in their organization. Try to engage other people in the organization into a discussion.
      • Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.
step 3 scoping

Leads

Initial Discussion /

Qualification

Win Credibility /

Demo

Scoping

Proposal

Negotiation/

Close

$$$$

Step 3: Scoping
  • GOAL: Fully understand customer need and benefit
    • Knowledge to draft a proposal and craft a value proposition
  • How:
    • Online call or in-person meeting
  • Who:
    • Sales person
  • Next Step
    • Success: Move to next step of sales process – Proposal
    • Fail:
      • This could only happen if our product does not correctly fit their need  Look for other opportunities in their organization. Try to engage other people in the organization into a discussion.
      • Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.
step 4 proposal

Leads

Initial Discussion /

Qualification

Win Credibility /

Demo

Scoping

Proposal

Negotiation/

Close

$$$$

Step 4: Proposal
  • GOAL: Offer an attractive proposal
    • Deliver a price quote and proposal
    • Already we should have set the expectation so customer is not surprised
    • Show: Cost < Perceived Value
  • How:
    • Email and Phone walk-thru of proposal or
    • In-person meeting
  • Who:
    • Sales person
  • Next Step
    • Success: Move to next step of sales process – Negotiation / Close
step 5 negotiation close

Leads

Initial Discussion /

Qualification

Win Credibility /

Demo

Scoping

Proposal

Negotiation/

Close

$$$$

Step 5: Negotiation / Close
  • GOAL: Close the deal
  • How:
    • In-person meeting, Phone and Email
  • Who:
    • Sales person
  • Next Step
    • Success:
      • Have proposal signed by customer
      • Place order with AccuProcess
      • Celebrate!!!
    • Fail:
      • Analyze why deal lost? What we should change/fix?
      • Notify AccuProcess, send your analysis. Lead will be contacted with newsletter and webinar campaigns.
placing an order when customer buys direct
Placing an Order: When customer buys direct

CLIENT

Accu

Process

Download product

Client

decides

To Buy

Step 1: Send Payment or Purchase Online

Step 2: Send Host IDs

Step 3: Send License Keys

placing an order by partner
Placing an Order: By Partner

CLIENT

Accu

Process

Step 1: Download product

Client

decides

To Buy

Partner

Step 1: Send Invoice

Step 2: Send Payment

Step 3: Send Host IDs

Step 4: Send PO & Host IDs

Step 5: Send License Keys

Step 6: Send License Keys

Step 7: Send Payment

sales tools for partners
Sales Tools for Partners

Ask your AccuProcess Partner Manager for help at any time

  • Partner Portal
  • Training
    • Sales Training: http://www.accuprocess.com/partners/Partner_Sales_Training.pptx
    • Technical Training: http://www.accuprocess.com/partners/Partner_Technical_Training.pptx
  • Sales Collateral: http://www.accuprocess.com/partner-portal/marketing-tools.html
    • Sales Presentation
    • Product Datasheet and 25-word & 50-word descriptions
    • Competitive Vendor Comparison
    • White Paper
    • Frequently Asked Questions (FAQ): http://www.accuprocess.com/products/process-model-faq.html
    • Sample Client Price Quote Sheet: http://www.accuprocess.com/partner-portal/price-list.html
    • Partner Price List: http://www.accuprocess.com/partner-portal/price-list.html
  • Demo Videos: Website  Next Steps
  • Product Download: Website  Next Steps
  • Documentation
    • User Guide: http://www.accuprocess.com/documentation/AccuProcessModelerUG.pdf
  • Product Tutorial Videos
    • Online Product Training Videos: http://www.accuprocess.com/training/online-tutorials.html