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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.