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Partner-Led Set-Up in the Mix
Hi Will and everyone,
Currently navigating a three-step sales process with a 3-month POC. DM suggested should trial be successful – may lead to a substantial 4-year enterprise deal.
Seeking advice on:
- Measures for ensuring a successful outcome
- Optimal ownership on my end for a win-win
- Feasibility of requesting full access to their team’s working environment
Appreciate any insights.
B
Hey Brendan, I think you need to give a little more to work with here.
Some thoughts –
may lead to a substantial 4-year enterprise deal.
Have you assumed this or “micro-closed” (p.352 Selling Made Simple) it?
“If we implement X and you’re happy, no need to commit now, but would it make sense to investigate Y?”
navigating a three-step sales process
What are the steps?
Measures for ensuring a successful outcome
What does your buyer consider a successful outcome? Not being facetious here. It doesn’t matter what I consider is successful, I’m a random dude on the internet, all that matters is what the buyer wants.
If what they want doesn’t align with what you are able to deliver, it’s better to know this and reset their expectations.
Optimal ownership on my end for a win-win
What does this mean without the buzz words?
Feasibility of requesting full access to their team’s working environment
Depends what industry their in, if they trust you, the size/reputation of your org etc.
Hey Will,
Thanks for getting back to me.
- Have you assumed this or “micro-closed” / this has been agreed with by the client – plans to co-term with his new CRM licence.
Next steps have already begun.
- Trial in place
- No issues once the trial is completed in 5 days we move forward to a 3 month poc – go-live
- 3 months success will mean further commitment to align with exiting CRM provider
What does your buyer consider a successful outcome?
Great point, his success will be measured on reducing his current teams workload / managing more with less team members by leveraging AI – reducing aht per customer interaction / streamlining operations in call center / using AI to generate prompts and answer customer queries / save money.
Optimal ownership on my end for a win-win
Ideally understanding what level of control I should expect to have or push for with the partner – what’s the right balance, if any.
We offer a SaaS solution and our position in our industry is strong, with a number of partnerships already in play, even though we may be small, punching above our weight we have a really good rep.
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