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sales and implementation process [2016/09/14 14:19] (current)
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 +====== Delete This Page ======
 +The purchasing decision for complex solutions has many challenges. Specifically,​ there is a wide range of technical and non-technical information that buyers need to be able to understand and believe in about the solution being offered. ​ To help both buyers and sellers alike, we present the following as a guideline for how to move through this sometimes difficult process as quickly and efficiently as possible.
 +===== First Contact ======
 +Everything in the WorkXpress process begins at [[http://​www.workxpress.com/​get-a-trial|getting started]]. Partners, be sure to [[request a tracking code]] so that as you direct visitors to the WorkXpress website, they can automatically be identified as one of your customers.
  
 +All new contacts will immediately receive an email: [[sales intro|Introduction to WorkXpress]]. ​ Additionally,​ all new contacts will be asked two questions;
 +
 +**Question 1:  Are you interested in internal use, or commercial resale?**
 +
 +-If the answer is "​commercial resale",​ the new contact will receive a separate email: [[Commercial Use and Resale]]
 +
 +
 +**Question 2:  Do you want to do it yourself (DIY) or are you looking for someone to do it for you?**
 +
 +-If the answer is "​DIY",​ the new contact will receive a separate email: [[Start Building]]
 +
 +-If the answer is "Hire a WX Certified Builder to build it for me", the new contact will receive a separate email: [[Hire WorkXpress]]
 +===== Qualification =====
 +Before spending a lot of time on the details of a project, it is important to cover some of the basics, and to make sure that WorkXpress is a good fit for this particular implementation or customer.
 +
 +In order to establish whether Workxpress is a good fit, it may be helpful to review the following;
 +  * [[Red flags]]
 +  * [[What Can I Build]]
 +  * [[Application Examples]]
 +
 +Please take time to address the following issues and questions;
 +  * What are next steps? ​ Please review this entire document to understand the sales and implementation process
 +  * Verify receipt of [[sales intro|Introduction to WorkXpress]],​ and answer any questions
 +  * if applicable, verify receipt of [[Commercial Use and Resale]], and answer any questions
 +  * if applicable, verify receipt of [[Hire WorkXpress|Hire a WorkXpress Certified Partner]], and answer any questions
 +  * Walk through the [[FAQs|FAQ'​s and Common Objections]] document, and answer any questions
 +
 +If a Trial Account has been setup, is is important to;
 +  * verify receipt of [[Start Building]], and answer any questions
 +  * verify that the article [[What Can I Build]] has been read and understood
 +  * verify that the article [[Think in Technical Terms]] has been read and understood
 +  * verify that the article [[Three Layers Introduction|How Do I Build]] has been read and understood
 +  * verify that the article [[Systems Admin Introduction]] has been read and understood
 +
 +===Pre-Briefing Checklist===
 +1. [[Pre-Briefing Email]]: It is often helpful, prior to hosting the Executive Briefing, to verify in writing that each of the above documents have been read and understood.
 +
 +2. Qualification:​ In the situation where the end-customer is known and a project is identified, it is important to verify the following before moving to the next step;
 +  * Need: There exists a specifically defined project
 +  * Budget: The budget for the specific project is communicated
 +  * Time Frame: There is a definitive start date for this project, and some urgency to begin
 +
 +===== Executive Signoff =====
 +The goal of the Executive Briefing is to determine whether all preliminary questions are answered and whether it makes sense for the two organizations to move forward.
 +
 +First, it is important to verify executive signoff as follows;
 +  * Confirm understanding of the value proposition to the target organization
 +  * Confirm understanding of general pricing (specific project pricing will not yet be established)
 +  * Confirm understanding of go-forward plan (this document)
 +  * Confirm executive signoff to discuss a specific engagement
 +
 +Before proceeding, the technical team also needs to signoff as follows;
 +  * Confirm understanding of common objections
 +  * Confirm agreement that WorkXpress is a good fit for the project or customer base
 +  * Confirm technical signoff to discuss a specific engagement
 +
 +
 +===== Requirements and Contracting =====
 +One of the most important steps in assessing a WorkXpress fit is determining the specific project. ​ This can be done at any time in the process, but should receive special focus only later in the process as it can be very time consuming, and a waste of time if other business and technical issues haven'​t already been addressed.
 +
 +=== DIY - When the Project is Known ===
 +  * First, identify the staff that will be building the project
 +  * Second, sign any [[Legal agreements]]
 +  * Third, [[Gather detailed requirements]]
 +  * Finally, setup the WorkXpress Portal Account (or activate any free trial)
 +
 +=== Hire a Certified WX Developer - When the Project is Known ===
 +  * First, [[Gather detailed requirements]]
 +  * Second, if there is a 3rd party [[WorkXpress Certified Developer]] obtain a [[Legal agreements|legal agreement]] from them, including their rates to provide the professional services
 +  * Third, develop a [[Legal agreements|legal agreement]] for the customer, and get it signed, applying any markups or extra services.
 +  * Finally, setup the WorkXpress Portal Account (or activate any free trial)
 +
 +=== Commercial Resale: When the Customer isn't yet Known ===
 +When talking to commercial resale partners, the end customer and therefore the specific project may not yet be known. ​ In this case it is critical to evaluate the customer base, and make a decision how to approach the first customer. ​ Options include;
 +  * Sending an email blast to the customer base describing the value of the WorkXpress partnership,​ suggesting to the customer [[Red flags]] to look for, and finally offering an evaluation of custom software needs
 +  * Providing a webinar for the customer base or select group of customers
 +  * Directly choose a specific customer to pitch
 +
 +Regardless of the method employed, the primary goal (and specific next step at this point) is to;
 +  * identify a specific customer to pitch
 +  * set a pitch date
 +
 +With the commitment of a pitch date and customer, one can then train the sales team and prepare the pitch using this article as a guide. ​ Essentially,​ start with the [[sales intro|General Introduction]] information such as "Is WorkXpress Right for You?" and continue through this process from there.
 +
 +At the conclusion of this process with the identified customer, you will [[Gather detailed requirements]] and develop a [[Legal agreements|legal agreement]] for the customer to sign.
 +
 +===== Project Kickoff =====
 +Building a WorkXpress application implies more than just use of a better tool; it means you can also employ a better process. ​ A significant part of what you bring to a project is thorough knowledge of new technologies,​ capabilities and processes that will benefit the project results.
 +
 +Please familiarize yourself with [[Hire WorkXpress|WorkXpress implementation procedures]] beginning with a kickoff meeting and brainstorming session.
sales and implementation process.txt ยท Last modified: 2016/09/14 14:19 (external edit)
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