Identify & Engage
This complimentary assessment of current vendor spend and opportunities can help customers reveal tail spend trends and discover employee buying habits through their p-card data?
What is a Supplier Analysis
Before proposing any solutions, this crucial element of discovery must be uncovered fully to understand organizational workflow.
What is Purchasing Process
You're preparing for the launch of Amazon Business with your client. To ensure a smooth rollout, you need to send an important communication ahead of the launch date. What is this communication?
What is a pre-launch communication letter
This critical group of users requires the closest monitoring during post-launch adoption, as their engagement significantly impacts the overall success of the implementation.
Who are Power Buyers
The tool I can use to reach out to all my dormant users at once
What is HVS?
When meeting an Account for the first time, this review of User profiles is the first diagnostic step you should recommend to identify User landscape - only after thorough discovery.
What is UPA (User Profile Analysis/Audit) or User Audit
These two essential characteristics determine if a designated point person can effectively serve as a Champion and drive implementation success within their organization.
What are motivation and influence.
Need someone willing to get it done (motivated)
Need someone who can change buying behavior (influence)
Champions need both motivation and influence to drive the program. The Champion has strong understanding of AB and is an internal advocate.
Sponsors provide High Level support and sign off- while Champions are actively involved.
Before launch, you need to ensure configurations are complete to set up for success. What are examples of these?
What are Approval Structure(s), Tax Certs, SIMs (Rebates, BP), Account Authority etc.
This is where I track User Acceptance and Spending Users
What is the Active User vs. Spending User SF Report
The place I go to see open rate for my scaled initiatives and what GMS impact these have had within your territory.
HVS Dashboard
Do your Homework: Salesforce data is limited, these external sources can provide valuable account intel and background information (name at least 4)
What is: Customer website, Customer financial reports, Company press releases, Google alerts/Google news, ZoomInfo, or LinkedIn
Bottom line is you need to go outside of SF!!
When discussing an existing vendor relationship, what are 3 critical contract details that must be understood to determine timing and GMS impact for a potential transition.
(3 of 4 work)
What's current incumbent spend?
What's contract term?
What category?
What's satisfaction level w current vendor?
This type of User is categorized by Frequent ordering, Placing orders on behalf of others, and Influencing purchasing decisions -
What is a Power Buyer
A power buyer influences purchasing decisions, ranging from those who make direct buying choices to those who influence purchasing strategy, process orders, or use their influence to connect decision-makers.
These two crucial service standards for power buyer relationships ensure engagement success and maintain professional credibility.
What is respond within 24 hours and never send to customer service for help with orders.
A User who is on the AB Business Account (joined at any time) AND spent on the Business Account in this month.
What is a Monthly Spending User
This executive, is crucial for decision-making in procurement due to their financial oversight and strategic influence
Head of Finance/CFO.
They are most concerned with Financial oversight for the entire City/County. They oversee all financial operations and activities, ensuring sound fiscal management and compliance with laws and regulations.
To overcome resistance to change, positioning your company in this role emphasizes long-term value and collaboration beyond typical vendor relationships.
What is a strategic partner
This stage of the customer journey is where a Greenfield, HQ with High B2C Users, High B2C Spend, No Prime, No Rebate, No Assets, Low Spending Users (under 10) would live
What is Non-contract spend, Tailspend
(first stage, bottom left)
These two system components require dedicated Accounts Payable training to ensure efficient payment processing and spend tracking.
What are reconciliation and reporting tools.
The call type used when discussing spend roadmap with customers, and the impact of activating dormant users could have
What is "Rebate Calculator" call type.
This organizational insight reveals purchasing dynamics and decision-making flow, essential for understanding the purchasing landscape. This needs to be uncovered in initial discovery.
What is centralized or decentralized.
Goal is to focus on organizational structure and purchasing process here in early disco. It will also impact how you go about training the account post user launch.
When addressing a failed prior implementation with one of your accounts, understanding these key aspects helps develop a more successful strategy and demonstrates commitment to avoiding past mistakes. (name at least 3)
What are
1) when previous adoption was attempted
2) what was the launch/what'd it look like?
3) who was it with?
4) what obstacles they faced
5) how organizational goals may have changed
These 3 separate training types, tailored to different user roles, are essential components of a successful implementation strategy.
What are Buyer training (largest population), Admin training, and AP Training
These three checkpoints post-launch are mandatory to realize GMS and help track buyer adoption/usage.
What are 30, 60, and 90 day reviews. These calendar holds are set at launch.
The call type used to log buyer training
What is "Spending User Training" call type