Improve your KPI's

hello everyone in this video we will be discussing how you can improve your KPIs specifically what we will try to do is improve every step of your sales process by improving the process from lead qualification to the actual closing we will allow you to boost your auto business results let's get started a first important thing to note is that the same triggers will always generate the same results so how do you improve your KPIs basically small improvements at each step of the process will boost your potential revenue a number of changes in your sales process

can possibly improve the success of your business now you might be wondering what kind of KPIs are we referring to on this slide you can find an overview of the main KPIs we will be talking about today the first KPI is the number of leads the second KPI is the conversion rate from leads to appointments thirdly we will be discussing the conversion rate from an appointment to an offer and of course we will also look at your conversion rate from a proposal to the contract the actual closing of the deal last but not least we

will take into account the project size and the profitability of that specific project so let's begin let's start with the number of leads per month KPI this really is the first step to successful audio activity without leads you can to demonstrations and without demonstrations you won't get any business being able to generate your own leads is crucial to becoming a successful partner there are many actions you can take in order to increase the number of leads you receive on a monthly basis first of all there is your list of contacts obviously being your own network

this could really be the first source of potential customers always make sure your network is aware of your business operations possibly they will reach out to you at some point in time to get to know more about the product and services that you are offering secondly think about people in your network for whom you can provide value for example by helping them to manage their business more efficiently when having found those contacts don't hesitate to invite them for a demonstration they might be interested to see a demonstration on the software another way to make a

name for yourself and acquire more leads is by publishing and selling your modules on the audio application store or app store allows partners to offer their custom modules internationally are you ready to gain worldwide visibility time to publish shouldn't resell your hard work more information regarding our app store can be found on our website specifically on wwe.com / apps one of the most important sources for new leads has to be your website always make sure to have multiple lead triggers built in your website here are some examples of potential lead triggers and ways to increase

the number of leads gained through your website let's quickly sum up these examples so what you could do is add a contact form what you could do is add a free trial of a do button with access to a demonstration database you could be doing search engine optimization and using Google Adwords for example through a blog post allowing you to increase your website traffic you could give your customers the possibility to download additional content you could be mentioning or doing your website multiple times you could be promoting or do and so on social media and

LinkedIn and there are many other things you can even do to increase the number of leads gained through your website organizing online events or on-site events could be another great lead trigger for example it's a great idea to organize a free webinar or a physical event about certain subjects for specific industries to summarize any way to increase the visibility of your business can trigger an increase in the number of leads speaking about events an official Oda partner you could consider sponsoring an audit or auditors our events we co-host with our partners to introduce or due

to potential customers these events take place all around the world sponsoring auditors is a great way to generate leads and improve the collaboration with your account manager who organizes hundreds of auditors per year that partners can choose to sponsor such a sponsorship has multiple benefits for example it allows you to receive the full list of registrations and gain visibility and recognition during the event but most of all it takes away the pain for a partner having to organize and promote an event themselves odoo will do this for you on average these are very nice statistics

such an auditor has 200 plus attendees and over 350 registrations if you would like to have more information about the auditors a brochure can be found on the partnership knowledge base or feel free as usual to contact your account manager as a second KPI we will have a look at the conversion rate from leads to appointment and how to improve this specific API in order to improve the average number of appointments you acquire from your leads we recommend to talk in other people's interest basically what we advise you to do is not to use the

classic approach such as hi my name is ex I am working for ABC company and I would like to show you oh do instead what should you what you should try to do is you should try to evoke an eager interest and create the need this could be achieved in multiple ways for example by saying something as follows over the last six months I have been talking with people in your position and they told me they are facing the following issues following this approach your prospect will be more interested in finding out how you manage

to solve these issues by using ado and it will allow you to bring forward the value proposition of our software secondly we recommend our partners to adapt their speech to the person they are talking to this is mostly because people in different positions will be looking for different values your sales pitch can be different depending on the person you are talking to for example a sales manager will mostly be interested in the productivity of his salespeople or the control of the sales funnel and the conversion rates of the opportunities how many opportunities are being won

how many opportunities are being lost on the other hand a warehouse manager won't be interested in the points we just mentioned the interest of the warehouse manager can be acquired through other ways for example by discussing the different routing configurations the different ways to monitor the current stock and the configuration of the different delivery types now that we have seen how to boost the number of leads and how to score more appointments let's discuss how you can increase the number of proposals that come from those appointments because obviously this is also a very important metric

a crucial element for this in the audio ecosystem is a great demonstration the level of your demonstration will define whether or not you can make a proposal we recommend all our partners to watch the videos about the different demonstration techniques that can be applied and how to do a great demonstration these videos are also available on the partnership knowledge base and will help you tremendously to do better demonstrations let's quickly summarize the key points of a good demonstration the demonstration is Showtime this really is your chance to show the value of the product during the

demonstration you should always focus on the pain points of your customer this allows you to put forward the value proposition overdue also never use a PowerPoint to show the features overdue show the software do a demonstration and show the software in real time the last but not least tell a story don't just show a series of screens and feels a story makes your demonstration way more entertaining and doesn't create a boring effect for your customer in case you want additional feedback about the quality of your demos skills don't hesitate to contact your account manager as

usual as a final subject we will have a look at the last KPI your conversion rate from a proposal to a contract also we will be discussing the project size and the profitability of such projects in order to have a great conversion rate from proposal to the actual closing the confirmation of the deal it's crucial to apply the right implementation strategy based on the company's size of your prospect and their business requirements in general we recommend our partners to apply an out-of-the-box approach for the smaller projects this means implementing the standard auto enterprise version with

no or very little developments when applying this approach you will often have to educate your customers on the budget versus the value proposition to summarize in the out-of-the-box approach you will apply the following working methods first of all you will identify what the main pain points are and focus on those pain points secondly you will drop the nice-to-have functionalities these are features that are not really necessary it's better to avoid them since they will have a negative impact on the budget with no or little added value for your customer you will try to find workarounds

rather than doing more developments also you will keep in mind that doing too much development will create higher costs and small companies won't have to budget for this finally but last but not least you will start with the implementation of the standard auto enterprise version and develop later when the customer is already your customer applying this strategy will allow you to win more customers in general and avoid losing customers by over pricing and over complicating your initial offer so what about the bigger projects well for bigger projects we recommend our partners to propose a gap

analysis the purpose of a gap analysis is to analyze the gap between odoo standard and the needs of the customer a gap analysis will help you to define what is not covered in the standard software let's make a summary again a gap analysis will avoid the risk for both the integrator and the customer also it will create a clear vision of the customer needs it will allow the integrator to define what is standard what is simple customization and what is heavy development it will allow you to control the total cost of ownership and it will

help you to define what is a must-have and what is a nice-to-have feature must-have features are the necessary features for the customer to operate and manage their business in or do while the nice-to-have features are those that might be desired but are not crucial for the customer to manage their daily business operations as we are nearing the end of this presentation let's discuss and compare the project size with the profitability of a certain project it's important for partners to always bear in mind the time invested in pre-sales compared to the revenue you can get out

of the project so why am I saying this well basically you as a partner don't want to spend too much time doing pre-sales activities if the project is really small and won't bring you a lot of revenue your time is valuable possibly you can focus your time on another project with a way higher profitability as a partner you want to have a lucrative business obviously basically not all projects are good to take on a customer with a lot of demands and expectations but the rather small budget for example January doesn't really offer a great implementation

experience for you as a partner besides this partner should keep in mind avoid heavy customization that we'll explore to the customer budget and the total cost of ownership at the beginning of the project there are simply not many benefits to this approach for example heavy customization will complicate the migration process and create additional costs for your customer we always recommend partners to start with an out-of-the-box approach and deckle the specific needs later reasonably we expect our partners to be able to educate their prospects to start the implementation with the must-have functionalities the nice to have

features shouldn't be a priority as they will increase the cost of the project in case you have any additional questions regarding these KPIs and how to improve small steps of your sales process please don't hesitate to contact your account manager they can provide you further assistance also don't forget that small actions in your sales process can have a huge impact on your total potential odoo revenue by assessing every individual aspect of the process and making a couple of changes your results can improve tremendously finally don't forget that your comment remains at your disposal to help

help you improve your audio business thank you very much for watching this video and good luck improving your KPIs and becoming a more successful author partner bye