AP
EA
SDR
AE
100
What is the bare minimum criteria to move a deal from s0 to s1?
- What are the pain points/gaps in current process? What problems are you trying to solve? Who feels that pain? What is business impact of the current pain?
- What ERP do you use? Is it where we have integration?
- What AP automation are you using today or have you evaluated?
- What is the split between PO and Non-PO invoices?
- The meeting is completed & prospect confirmed and agreed to a follow-up meeting for additional qualification or demo. (needs to be asked by AE on the call, not via email for follow up)
- How many FTEs are responsible for processing invoices?
- If non-ICP, socialize that we have CSV integrations and get a sense of their pushback
- Volume of invoices being processed? (if non ICP, must be over 50k invoices)
100
What is the bare minimum criteria to move deal from s0 to s1?
What are pain points/gaps in current process? What problems are you trying to solve? Who feels that pain?
What is their EMS? Do we integrate to their EMS?
The meeting is completed & prospect confirmed and agreed to a follow-up meeting for additional qualification or demo. (needs to be asked by AE on the call, not via email for follow up)
100
What is the criteria to book an S0?
Prospect expresses interest in AppZen and falls under our ICP for either EA or AP.
Prospect has accepted the meeting/calendar invite - Meeting to be held within 30 days
(AP) What ERP/P2P/Procurement/OCR system are they currently using?
(EA) What expense management system are they using?
100
When would you use the "Price Uplift" opportunity type?
Used for CPI increases on existing contracts
200
What are the 5 ICP focus platforms for AP?
- SAP
- Ariba
- Coupa
- Oracle
- Workday
200
Where do you put the discovery notes in Salesforce for all stages?
200
Name at least three AP ICP focus personas
- AP
- Controller
- Finance IT
- Finance Transformation
- Procurement
- Shared Services
- Finance C-Level
200
True or False
AppZen inbox is currently available only to current AP customers
True
300
What are the 5 ICP focus verticals for AP?
- Professional Services
- Technology
- Financial Services
- Manufacturing
- Retail
300
What are the 5 ICP focus platforms for EA
- Concur
- Coupa
- Oracle
- Workday
- Chrome River
300
Name at least 3 ICP focus personas for EA?
- Travel and Expense
- Audit
- Controller
- Finance IT
- Finance Transformation
- Shared Services
- Finance C-Level
300
Is AppZen Inbox considered a cross-sell or upsell?
Upsell
400
For the multi-product Salesforce configuration, what kind of data do you have access to as part of this project?
Product Deal Information
- Committed volume and ARR by product
- Deal start date and end date
Product Implementation Information
- Implementation status and information by product
- Implementation notes and dates
400
What is the definition of "usage data"?
Do re-submissions count in the billing count?
Usage should be measured based on the number of reports submitted for the first time in the measurement period.
No, we are currently billing for the first submission only.
400
What are the four types of dispositions for and MQL and explain each?
Working, nurture, unqualified, converted to an opportunity.
400
For the multi-product Salesforce configuration, where can you find this information?
Salesforce on the Account Page
Through the Related List quick link
Through the Related Lists
Catalyst on the Account Page
Through the Account Page