Sales Force Training Part 1

**So, What Does The Application Look Like?** - High Level View What Will We Cover What is the Overall Aim of Our Trainings? What is vFusion? What is vFusion Not? What Are the Features? Who Are the Users? **So, What Does The Application Look Like?** - High Level View Who Are Our Competitors? What Are the Benefits? What Questions Should I Ask Prospects? What Challenges Are Inherent in This Kind of Sale? What Are the Common Questions We Have Internally? How Can the Sales Team Share Information? What Tips, Tools, and Takeaways Do You Have For Us? What is the information flow? What is the demo site detail?

What is the Overall Aim of Our Trainings? For the Sales Force to be able to “Say it in a Sentence” and go from “novice” to “nimble” in as short a timeframe as possible.

What Is vFusion? It is a system that stores, integrates, and manages all school (and district) information related to: Student data (contact info, parent/guardian info, demographic info, course info, grade info, discipline info, afterschool course info…) School data (terms, calendar, room types, sections, courses, grades) Staff data (contact info, role information, teacher assignments) Also….Transportation information, Library information, Guidance/Counseling information, HR/Finance information, Fee information, and Nursing information…. Everything educators and administrators need to manage information can be accessed, reported upon (through standard reports in the application), and managed through a single interface. This one system can accommodate the needs of all K-12 enterprises, from single charter schools to the largest districts in the country.

What Is It NOT? Supercruncher Vantage SMPS

What Are the Main Features? Core Components: Student/Parent/Guardian Data Management School/District Data Management (Calendar/Term) Course/Section Management Staff Data Management (Authorizations) Scheduling Attendance Authorization Gradebook Teacher Portal Student/Parent Portal Communications Optional Components: School Nursing Counseling Services Library Transportation HR and Financials Fee Management

Features: Technology Scalable and Web-based Multi-Tier Architecture (illustrated on next slide) Integrated modular structure (single data entry) Easy customization Multilanguage support SIF Compliant

Features: System Multi-tier Architecture This illustration of the multiple-level LEA (Districts and Sub-districts) structure shows that the application can support an infinite number of parent LEAs in the system, which is advantageous for state-level projects.

Features: Technological Environment Development: Visual Studio .NET 2008 Backend Database: MS SQL Server 2008 Interface: Browsers powered with Ajax Object/Relation Mapper: LinQ Architecture: N-tier Architecture

Who Are the Users? LEA (Local Educational Authority) Administrators and Departments School Administrators and Departments Staff Teachers Parents Students

So, What Does the Application Look Like? http://demo.vantagefusion.com

Who Are Our Competitors**? Powerschool (Pearson, Chancery SMS) SchoolMax Infinite Campus Sungard Pentamation **This is not an exhaustive list

What Are the Benefits? Single interface of student information, library, HR and financials, fee management, counseling, and transportation Easy to Deploy - No software to install and no infrastructure to manage Improve communication and decision making

What Questions Should I Ask Prospects? What student information system (SIS) are you currently using? How long have you been using this system? (in years) Are you looking to replace your current SIS with a new SIS (is so, by when)? Or are you simply interested in seeing what other SIS products are out there in the marketplace? What are your main areas of pain/concern with your current SIS? What pain point(s) are you looking to resolve with an SIS? Are you currently looking at other vendors as well? If so, which vendors? TIP: 1) if the prospect uses acronyms; remember to get the description. This will help you conduct your research in prep for the presentation 2) find out exactly how much time they are going to allot to the discussion 15 mins; 30 mins, more?

What Challenges are Inherent in This Kind of Sale? Not currently installed in the US Customers comfortable with what they have even if it is not an ideal solution These are multi-year implementations which means prospects may have a few years left on their current contract before they can purchase a new solution The sales cycle is often a long one (takes a long time to close) Prospects have many different needs when it comes to student data, so asking the right kind of follow up questions is key 15

What Are the Common Questions We Have Internally? What is the cost? Subscription cost per student for core component: TBD shortly Cost for optional components (over and above the core): TBD shortly Where are we installed? Not installed in the US Branded internationally as K12Net (in 650 schools; 1M students in the system) Are we customizing? For deals up to 500k: No customizations on the application; application sold “as is” If a customer wants customized reporting, they will get the iSeek reporting bundle *if* they purchase the full component set (core and optional) For deals 500k+: Customizations will be allowable (the platform upon which these customizations would be built will be a business decision made on a case by case basis)

How Can the Sales Team Share Information? Share the following with each other in meetings or calls: Lessons learned from sales presentations and/or conversations Common questions that you hear in the field Issues that may have come up in the discussion

What Tips, Tools, and Takeaways Do You Have For Us? Training session slide deck Sales Presentation (Master): 33 slides that include the screen prints of each component Sales Presentation (Cut to the Chase): 10 slides that just cover the basics Features Document Reports List (report names and descriptions) Competitor List Competitor Pricing List Part 2 Training: we will go a level deeper into the application and show the video that can be used for your presentation

What is the Information Flow? Create School Set up Staff Basic information for the staff Give assignment type Assign staff to grades Set up the School Set up the Homerooms Set up other room types Set up the Calendar Set up the term for the school year Set up Sections Courses Sections that the courses fall into Create Mark information and set mark info for sections Authorizations (role/user-based) Add Students Student personal and contact information Enroll students (enrollment to school happens automatically when the new student record is created) Enroll student to the sections and courses Attendance Codes 19

What is the demo site detail? http://demo.vantagefusion.com Districts/Sub-districts: 170 Schools: 199 Students: almost 200,000