1. Partner Sales TrainingJune, 2012

2. Topics • Lead Generation and Distribution • Sales Process • Placing an Order • Sales Tools available to Partners

3. Leads Generation and Distribution

4. Sales Funnel $$$$ Marketing and Sales Marketing - Lead Generation Sales - Revenue Generation Analysts/ Articles Referrals Events/ Tradeshows Campaigns Internet Marketing Salesperson network AccuProcess & Partners LEADS

5. Organic Search User Registers to download AccuProcess LEAD Paid Search Ads AccuProcess Leads • # of Leads are predictable = ~250-300 per month and growing • 75% are from US and Canada

6. How will AccuProcess leads be distributed? • Currently: No internal AccuProcess sales staff • So, all leads will go to partners • Partners will get leads from their designated territory • Leads are raw, they are not qualified • If multiple partners in a territory: • Leads will be equally distributed (since all partners start at Gold level) • A specific lead will only go to one partner – to avoid conflict and multiple different follow-ups on one prospect

7. What to do with an AccuProcess lead? • Leads may not have complete or accurate information • May need to call or research via Google, LinkedIn • Follow-up promptly • Be courteous • Recommended contact strategy • Min 3 weeks (Remember: 2 week trial!) • 3 emails, 3 phone calls – 1 each every week • Offer assistance in your emails • Links to Training Videos, User Guide, Vendor Comparison and White Paper (5 business benefits) • Qualify: License sale only or also Consulting Services opportunity? • Expectations: • 30%-40% contact • 10%-15% qualify

8. Sales Process

9. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Sales Funnel Proposal Negotiation/ Close $$$$ $$$$ Sales Process LEADS

10. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 1: Initial Discussion / Qualification • GOAL: Initiate contact with prospect & evaluate • NEED: What are they trying to do? • FIT: Can AccuProcess meet their need? • URGENCY: When can they buy? • How: • Typically a phone call and possibly via email • Steps 1-3 can happen in first meeting • Who: • Sales person • Business qualification • What does the company do? Where is it located? • Who are your typical customers? • What is the business driver for this need? • What is your role in the decision process? • Is the project already started? Is there an approved budget? • How will the decision be made to purchase, who will make it? • What is the criteria that we must meet to win this business? • Are there any competitors that are being considered?

11. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 1: Initial Discussion / Qualification (cont…) • Technical qualification • Which business process(es) are they interested in documenting? • Is there a need to just design and document a process or to also analyze and simulate it? • How many users will be involved in this exercise? • Is the team familiar with process modeling? Have they received any formal training? • What tools have they been using so far? • Are there any external consultants involved? • Are there any technical considerations they would share? • Next Step • Qualified: Move to next step of sales process – Win Credibility • Not Qualified: Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.

12. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 2: Win Credibility / Demo • GOAL: Gain credibility and trust • AccuProcess can solve your problem in a FAST, EASY and FLEXIBLE manner • Turn the contact into a “champion” for AccuProcess in his/her organization • How: • Online meeting and call or in-person meeting • Share vendor comparison document • Demo of AccuProcess product (if needed) • Who: • Sales person and/or Sales engineer • Next Step • Success: Move to next step of sales process – Scoping • Fail: • This could happen if our product does not correctly fit their need  Look for other opportunities in their organization. Try to engage other people in the organization into a discussion. • Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.

13. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 3: Scoping • GOAL: Fully understand customer need and benefit • Knowledge to draft a proposal and craft a value proposition • How: • Online call or in-person meeting • Who: • Sales person • Next Step • Success: Move to next step of sales process – Proposal • Fail: • This could only happen if our product does not correctly fit their need  Look for other opportunities in their organization. Try to engage other people in the organization into a discussion. • Notify AccuProcess. Lead will be contacted with newsletter and webinar campaigns.

14. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 4: Proposal • GOAL: Offer an attractive proposal • Deliver a price quote and proposal • Already we should have set the expectation so customer is not surprised • Show: Cost < Perceived Value • How: • Email and Phone walk-thru of proposal or • In-person meeting • Who: • Sales person • Next Step • Success: Move to next step of sales process – Negotiation / Close

15. Leads Initial Discussion / Qualification Win Credibility / Demo Scoping Proposal Negotiation/ Close $$$$ Step 5: Negotiation / Close • GOAL: Close the deal • How: • In-person meeting, Phone and Email • Who: • Sales person • Next Step • Success: • Have proposal signed by customer • Place order with AccuProcess • Celebrate!!! • Fail: • Analyze why deal lost? What we should change/fix? • Notify AccuProcess, send your analysis. Lead will be contacted with newsletter and webinar campaigns.

16. Placing an Order

17. Placing an Order: When customer buys direct CLIENT Accu Process Download product Client decides To Buy Step 1: Send Payment or Purchase Online Step 2: Send Host IDs Step 3: Send License Keys

18. Placing an Order: By Partner CLIENT Accu Process Step 1: Download product Client decides To Buy Partner Step 1: Send Invoice Step 2: Send Payment Step 3: Send Host IDs Step 4: Send PO & Host IDs Step 5: Send License Keys Step 6: Send License Keys Step 7: Send Payment

19. Sales Tools

20. Sales Tools for Partners Ask your AccuProcess Partner Manager for help at any time • Partner Portal • Training • Sales Training: http://www.accuprocess.com/partners/Partner_Sales_Training.pptx • Technical Training: http://www.accuprocess.com/partners/Partner_Technical_Training.pptx • Sales Collateral: http://www.accuprocess.com/partner-portal/marketing-tools.html • Sales Presentation • Product Datasheet and 25-word & 50-word descriptions • Competitive Vendor Comparison • White Paper • Frequently Asked Questions (FAQ): http://www.accuprocess.com/products/process-model-faq.html • Sample Client Price Quote Sheet: http://www.accuprocess.com/partner-portal/price-list.html • Partner Price List: http://www.accuprocess.com/partner-portal/price-list.html • Demo Videos: Website  Next Steps • Product Download: Website  Next Steps • Documentation • User Guide: http://www.accuprocess.com/documentation/AccuProcessModelerUG.pdf • Product Tutorial Videos • Online Product Training Videos: http://www.accuprocess.com/training/online-tutorials.html