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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 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: 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;

Please take time to address the following issues and questions;

If a Trial Account has been setup, is is important to;

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

Hire a Certified WX Developer - When the Project is Known

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 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 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 WorkXpress implementation procedures beginning with a kickoff meeting and brainstorming session.

sales and implementation process.txt · Last modified: 2016/09/14 14:19 (external edit)
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