Competitors
You are on the phone with a prospect and they tell you:
"We've been using Flowpath for years now."
What discovery questions could you ask?
- Tell me about your user experience and adoption with flow path
- I've read reviews on flow path and seems to be a wide variety of consensus. How has the navigation been?
- Tell me about the customization.
- If I were to waive a magic wand, are there any changes you want to see with Flowpath?
1. Eliminate Downtime
2. Reduce maintenance costs
3. Streamline Processes and improve data for decision making
What are the three types of Higher Education schools to know about? How are they funded
Types of Higher Ed
Private Universities
Normally one campus with multiple buildings
Funding is all through tuition & donations
Public Universities
Can include multiple sites and campuses
Public funding from tax money/grants
Community or Junior Colleges
Most of these are public and receive public funding
Public funding from tax money/grants
“As much as I would love to take your call, we have no budget at all for 2025.”
Answer: First and foremost, thank you for sharing that with me. Definitely appreciate it.
Do you mind me asking, are you set up on a fiscal calendar of july 1 to june 30?
Normally, if you were to evaluate a new software, what has been the timeline to start that discussion?
Knowing you don’t have budget for 2025, I want to be respectful and I also want to do my diligence. Would you be open to at least seeing how MaintainX could benefit grove school district’s maintenance costs and improve downtime?”
What is the difference between MaintainX and something like Zendesk?
Zendesk is ideal for companies prioritizing customer support and experience. It excels in creating seamless customer interactions and providing tools for support agents.
Zendesk is often used for customer service and IT
Overall Zendesk is a Saas platform that is set up to support ticketing systems and customer engagement tools
Pros:
Customizable ticketing system
Focuses on customer interactions across email, social, chat, phone
Offers automation and AI support
Offers detailed reporting for customer insights
MaintainX focuses on improving maintenance operations, targeting frontline workers who manage equipment, facilities, and assets.
What would be an example of a secondary title to prospect into at a K-12 school?
School Business Admin
Assistant Superintendent for Operations
Director of Admin Services
Explain the RFP process and why its used
A Request for Proposal (RFP) is a process that universities use to obtain goods or services from a vendor. The RFP process involves creating a document that outlines the university's needs, soliciting proposals from vendors, and evaluating the proposals
“I’m dealing with a lot of issues with managing our room rentals. We support anything from PTA meetings to community events. I’d like to set up a booking system for our internal staff and community. Do you have a booking system?”
Answer: Curious- can you tell me more about the booking system you are looking for?
“Normally, we see maintenance managers come to Maintainx because we can assist with asset management and overall operations to help you eliminate downtime. We don’t formally have a booking system built out in maintainx. However, as I mentioned, most school districts do find an alternative solution for that because their biggest headache is downtime of their assets.”
Explain why MaintainX provides more value than FMX?
FMX was built as an IT and ticketing management software so its not a simple CMMS. Right now its also not built on a mobile device, making it harder to track and log information.
Plus the interface for work orders, inventory and requests are wonky making MaintainX a solution that is simple, easy for facilities teams to use.
What are some examples of primary personas to go after at k-12 schools?
Director of Facilities
Facilities Manager/ Coordinator
Maintenance Supervisor
Head Custodian
Operations Manager
Energy Manager
Safety and Compliance Manager
What is a value prop that could be used with a public University?
Asking about their preventative maintenance plan
How are you currently handling maintenance at the university?
What is the percentage of reactive vs. preventive maintenance on a monthly basis?
Leverage a scenario
“Let's say the HVAC system fails in one of your older buildings,” what costs are associated with that?
You might hear costs regarding:
Transportation
Installation
Testing
Equipment rentals
Overtime costs
Parts, inventory, shipping
Prioritization & Underlying causes
Maintenance teams take the bandaid approach vs. stitches
Paint the picture:
What if we were able to help you save money and time with all of your reactive maintenance and get ahead of those situations by using Maintain X?
“Thanks for the call, I appreciate it. We’ve been on Brightly for 2 years now. Its been good to use so far.”
"That is fantastic to hear you already have something in place. Tell me more about the overall usage of schooldude in the past three years. What's your biggest takeaway?
Is there anything brightly doesn’t do well in your experience?
How has the adoption been?"
If I were to waive my magic ruler, what would you want to see changed or on the roadmap for brightly?
What is a value prop to use with MaintainX over a prospect using AIM?
MaintainX is the #1 CMMS system and integrates well to making it easy to adopt across your organization. We have high rates of adoption and can get your team up and running within 3 weeks. Our customer experience is truly unmatched where you are finding a partner, not just a vendor to work with.
Explain the Fiscal Year cycle at a public school.
Universities + K-12 Schools
July 1st to June 30th fiscal year for many public universities and public school districts, budgets are usually spent by July
Each school district spends about $12,000 per student annually
November - February: Gathering Information
Committees made up of administrators, staff, parents and community members analyze data gathered and decide what will drive the school district success next year
February - April: Research
Once information is gathered, research beings on vendors + their strengths and weaknesses
May - July: Purchasing
Purchasing usually takes place in the summer after all other steps are completed
Can you name a University customer of ours?
"Right now we are doing everything manually, pen and paper. It works for us right now because our district is only about 10 schools, and everyone is trained on it"
"When you are doing your current process, how much time is that taking for you and your team to log everything and track it?"
"I'm using Schooldude and I'm pretty happy about it- why should I look at maintainX?"
- Thats great you are using schooldude, how has your experience been with them so far?
- Has there been anything that you've seen overall that has maybe reduced downtime or cut costs for you
- How does your team like using it so far?
- If there's an issue, how has the support structure been with schooldude?
What are 5 discovery questions you could ask the Director of Facilities at Bergen County Schools?
What does your current maintenance process look like for handling routine vs. emergency requests?
How are you managing all of the schools’ maintenance within your district?
Have there been specific assets that have been a headache for your district?
Can you run me through the process of doing monthly safety checks on your assets? (ie. fire extinguishers, smoke detectors)
What types of assets are driving up the maintenance costs at your school districts?
What percentage of your budget is allocated to maintenance? How do you prioritize spending?
How do you manage vendor relationships and ensure cost effective services?
A lot of school districts are stretched too thin with their teams, how are you tackling those issues?
Can you tell a success story about a University using MaintainX?
hint hint: use salesforce to find one https://maintainx.lightning.force.com/lightning/r/Report/00OUa00000AXQysMAH/view
"Overall, I do love MaintainX, and have talked to you all in the past. Its just getting my team on board is the issue."
"First, I'm glad you like the product- tell me if we could remove your team from the situation, what is it that you liked most about the product?"
"Second, I want to make your life easy, and sometimes its letting our team help- what if I were to set up a lunch and learn for your team to just understand what we do. Its informal setting, we can get the meeting of the minds together and show them where you see value. Would you be open to that?"