Certification for Enterprise Account Services Class One.

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Presentation transcript:

Certification for Enterprise Account Services Class One

Class One Goals – Learn: What is EAS? How to qualify opportunities How to complete the Opportunity Evaluation form Class Two Goals – Learn: How to tell the Boundless story How to present the Boundless solution Class Three Goals – Learn: The EAS sales lifecycle process How to engage Boundless resources The requirements for EAS customer success Schedule

By completing EAS certification you will be able to: Identify and Qualify Accounts Present the Boundless value proposition Leverage the Boundless resources for winning EAS accounts Follow the Boundless sales process for closing and implementing Enterprise Accounts Introduction

What is “EAS”? Definition Why we are having this class? Why it is important for your business? Overview Repeatable, Predictable Business

Qualifying characteristics of EAS opportunities Are any of these key indicators true? CLASS ONE AREAMETRIC Number of Super BuyersMore than 10 Annual Spend on Branded MerchandiseMore than $50,000 Annual Revenue$500 million+

What are my chances of success? Checklist Do you have high-level relationship? Is the customer in one of our target verticals? Health care Franchise Non-profit

The EAS process for assistance on your opportunity Research and qualify the account Complete Opportunity Evaluation form Submit your request to Mission Control Design and implement a solution Submitting Request

THE OPPORTUNITY EVALUATION FORM OE Form Walk Through

Submitting a request for assistance Support for qualified EAS opportunities: All requests go to Mission Control Mission Control will help with turn-key solutions Jason Walker for new customer opportunities Cindy Goldsberry for existing customer opportunities Expectations for unqualified EAS opportunities: Send form back to you Feedback on why account is not qualified Resources to help you develop the opportunity Action items for developing it into an EAS opportunity Submitted Request

Putting it to practice: Homework Class One 1. Profile and qualify your top existing customers or prospects 2. Complete an Opportunity Evaluation form for at least 2 opportunities (practice) Please have these tasks completed for the December 2 nd class. Homework