Driving Enterprise Adoption with a Sales Jump Start Program Brian Edelman CEO, Financial Computer, Inc. Chris Aitkens Inside Sales Director, E-Z Data, Inc.

The Jump Start Program How we get 100% adoption and buy-in with SmartOffice in the Retail world.

Managing Expectations SmartOffice is extremely feature rich. This can hamper the delivery of the system. We want to avoid overwhelming complexity. We want to listen to what they need. Sometimes we need an interpreter.

The Jump Start Program > Jump Start the Front End “Making Money with SmartOffice” Focus on Marketing and Sales > Jump Start the Back End Focus on Service

Jump Start the Front End > Step 1: Marketing Features Acquiring Leads  Creating & Generating Campaigns  Existing Customers (data mining/cross selling)  Purchased Lists  Orphan Accounts  Incoming Calls  Website  Conducting Seminars (they are back)

Jump Start the Front End > Step 1: Marketing Features (cont.) Integration Let the people in the office use what they want to use and tie it all together with SmartOffice.

Jump Start the Front End Phone Docs/Images Calendar Mobile / PDA Critical Integration Points Inside/Outside of SmartOffice

Jump Start the Front End > Step 1: Marketing Features (cont.) Managing Leads  Leads Creation  Leads Distribution  Leads Administration

Jump Start the Front End > Step 2: Sales How SmartOffice Can Make a Difference ($)  Do you have an organized way of managing your sales pipeline?  Are there any prospects that are falling through the cracks?  Are you reactive instead of proactive?  Can you see where every prospect stands at any given time?  Would you be able to tell me how many sales are going to be made in the next quarter?

Jump Start the Front End > Step 2: Sales Practice Management (creating structure)  Opportunity Management  Pipeline Management  Follow-up Management  Time Management  Processing New Business

Jump Start the Front End > Step 2: Sales (cont.) Processing New Business  Defining the template  Workflow vs. Requirements collection  Delegation of requirements  Management Reporting

Agents / Advisors Opportunities Step #2: Sales Jump Start Recap Step #1: Marketing New Leads Leads Distribution Campaigns Purchased Lists Incoming Calls Orphan Accounts Existing Clients Seminars Pipeline New Sales

90-Day Adoption Plan Time (days) Service Sales Marketing Business Functions System Expertise/Adoption

Jump Start the Back End Step 3: Service Increasing the Practice Capacity Through Efficient Service  Data Feeds  Policy Holder Service  Forms Integration  Service Reports  Annual Reviews

Driving Enterprise Adoption > Use your top producing agents to “sell” the product: Publish success stories Schedule short presentations at national sales meetings Encourage study groups

Driving Enterprise Adoption with a Sales Jump Start Program Brian Edelman CEO, Financial Computer, Inc. Chris Aitkens Inside Sales Director, E-Z Data, Inc. Q&A Session