welcome everybody dear adieu partners in this video we will explain you how to do a good qualification and why it is important for an Oda partner to have the ability to do a good qualification basically a qualification is the first step to a successful sale now you might be wondering why is that well the answer is simple a good qualification will have an impact on your demonstration and also on your value proposition arguments by acquiring as much information as possible during the qualification you can improve your demonstration for example by personalizing it and being able
to show exactly what your potential customer wants to see but also you will be able to define which value proposition arguments are the most important and should be emphasized during the sales process so what is it that makes a qualification good in short a good qualification should allow you to understand the specific needs and requirements from your customer in general it should allow you to have a 360-degree view on both their business and their project in order to help you do a great qualification we recommend focusing on acquiring the following information firstly you will need
to analyze there's their business operations and define the scope of the project customers can have the same kind of business but still operate in different ways in fact most customers have a different way of working it's important to analyze and understand these differences to interpret their personal requirements and assess how managing their business processes can be done true do this information will help you to define whether odoo is a great fit for your customer secondly we need to analyze their pain points your customer is looking for a solution to solve a business operation problem therefore
they are looking for an software possibly oh do understanding the pain points that your customer is experiencing and knowing how you can solve them will massively improve the value proposition you present to the customer additionally it can also be interesting to know the legacy system that your customer is using and what pain points they experience using this software by legacy system we are referring to the current and previous software of your customer by comparing their legacy system - OH - you can find more key benefits of our software how exactly does hoodoos solve these pain
points the answers on these questions will help you to convince the customer that odo is the way forward and the right system for them to manage their business processes in the future the budget provided is another key element that helps you to define the best implementation approach try to define what the needed budget will be based on their requirements and try to get a better insight whether they can afford the software possibly you can even do a cost analysis of their current software how do their current costs compared to the costs of using and implementing
who to enterprise using this information you can define your implementation strategy are you opting for a standard out-of-the-box implementation approach or can developments be included in the initial proposal timing can be another crucial parameter has the customer defined a hard deadline where they will make a decision regarding what system to implement what is their preferred go-live date etc there's many more questions you can ask regarding the timing being able to specify the timing of the project allows you to structure and plan the different phases of the implementation if the project were to go through last
but not least it's important for you to define who the decision-maker is you need to know whether you are talking to the right person this is mostly so you are working efficiently with your time and don't put too much effort in convincing a person that has no say at all in the decision-making process now let's quickly discuss some general guidelines to follow on how to acquire the information we just discussed beginning with how to introduce yourself and get to know your customers as you introduce yourself it's important to explain your specific role within the o2
Network and introduce you as a company after this introduction it's time to get to know your customer and ask questions about the business scope of their project and their specific business operations as the customer explains his business processes it's important to bear in mind the analysis of the pain points your customer is looking for a solution to solve a business operation problem right finding out these problems is crucial the most effective way to prove to a customer that you should definitely be considered as their new business management software is of course by showing them how
you do solves the current business operation problems qualifying your customers properly allows you to do this so what's next in order to qualify your customers projects you will need to ask questions preferably open questions that is because you want the customer to talk as much as possible since this way you will get as much information as possible in case you are interested there is a full list of qualification questions available on the partnership knowledge base let's give a quick example you don't ask your prospect are you looking for an inventory management solution because the answer
will just be yes or no instead it's better to ask an open question such as what are the current difficulties you have to manage your inventory the answer for the latter question will be much more detailed providing you with all the needed information for an amazing qualification of course it's not possible nor needed for every question to be an open question next we will mention a couple of qualification techniques that can help you remember what information to acquire from your customer we will not discuss these techniques in depth so don't hesitate to do your own
research if you want to apply these the first technique I want to mention is the bunt that you need bunt being an acronym for budget Authority need and time another technique is the spin technique spin being an acronym for situation problem implication and needs on this slide you can see more detailed information regarding how to apply this technique so don't hesitate to pause the video take a screenshot or google the technique for more detailed information the final technique in this video is called the value equation technique using this technique you can measure the different problems
your customer is facing compared to the cost of the solution feel free to practice each of these techniques during your qualification calls and define what techniques worse work best for you as a partner good luck as we reach the end of this video and presentation we will show you some examples of different questions that you can use in order to acquire a detailed qualification as you can see in the following slides these questions are grouped per application each slide with questions will be shown for about five seconds so don't hesitate to pause the video in
order to read them fully or find a presentation on the partnership knowledge base thank you in advance for watching this video and good luck qualifying your future auto enterprise customers
