Objections
Role Play
MEDDPICC
Random Verkada Facts
Do you know your managers?
100

Why is Verkada so expensive?

  1. CLARIFY: Who are you comparing us to?

  2. I’m glad you brought this up because this is the #1 reason why people choose Verkada over our competitors. At the end of the day it always comes down to money. We have the most innovative pricing model on the market.

  3. Comparing us to (XXXX) is like comparing apples to oranges... GO TO TCO 1

100

How would you transition to TCO from the "wow" or "aha" moment in the demo?

:)

100

What is the most important letter of MEDDPICC?

Implicate the pain
100

Who is the CEO of Verkada?

Filip Kaliszan

100

What were Christina and Catherine's Territories and Divisions? 

CC - Kansas/Dakotas/Nebraska - West SLED

Catherine - NorCal - West SLED

200

We already have a system in place!

  1. I completely understand that you already have a system in place, and it's great that you're prioritizing security! What products are you currently using?

  2. Many customers who start with one of our products quickly see how Verkada’s entire ecosystem adds even more value, especially in terms of ease of use and long-term savings. Whether it's expanding into cameras, access control, or sensors, our platform is designed to work seamlessly together.

  3. I'd love to show you how our integrated solutions compare to what you're using right now. How about a quick demo, and you can decide if it's worth exploring further?

200
How would you respond if you got a bad reaction from a customer on a pricing call?

:)

200

What are the first 3 letters of MEDDPICC you will uncover in the discovery call?

Metrics, Pain, Decision Criteria

200

What is Verkada valued at currently?

5.8 Billion

200

Where does your manager live?

CC - Danville 

Catherine - Pac Heights

300

We are already under contract.

  1. I am glad to hear you all are taken care of regarding security. Out of curiosity, what devices do you have under contract? 

  2. Exploring what Verkada has to offer could give you a better understanding of the latest innovations in security technology, helping you make informed decisions when your current contract is up for renewal.

  3. It’s always good to stay informed about the best options available, and I’d be happy to show you how Verkada could complement or enhance your existing security measures aside from products you have under contract. Do you have time on [x date at x time] to chat?

300

What are 3 questions you would ask on your first introduction call with a partner? Role play it!

:)

300

What drives urgency?

Pain + Value

300

What was the first indoor and outdoor camera model in 2017?

D30 and D50

300

Where did your manager go to college?

CC - CU Boulder

Catherine - UCSB

400

We don't have budget right now.

  1. I get where you are coming from. When does your team start planning for upcoming budget approvals?

  2. Great! I actually think now would be the perfect time to meet and see if Verkada could be beneficial at [your organization].

  3. We understand that these projects take time to budget for and are not asking for any purchases to be made immediately. 

  4. If you think Verkada is a good fit, we typically will send a free trial out for 60-90 days after we show the platform then help you get an idea for budgeting based on your needs. Does [date/time] work to connect?

400

Pitch the free trial

:)
400
What are the 3 criteria for a good champion?

Power and influence (required)

Selling internally for you

Vested in your success

400

Name all 17 Verkada offices

  • San Mateo, CA
  • LA
  • Austin, TX
  • Salt Lake City, UT
  • Tampa, FL
  • Phoenix, AZ
  • New York, NY
  • Chicago, IL
  • Philadelphia, PA
  • London, UK
  • Sydney, AU
  • Taipei City, Taiwan
  • Krakow, Poland
  • Tokyo, Japan
  • Mexico City, Mexico
  • Seoul, South Korea
  • Singapore
400

What month and year did your manager start? 

Catherine - August 2023

CC - August 2019

500

We don’t like paying recurring fees.

  1. I totally understand, everyone dislikes fees and unexpected costs, which is one of the reasons why customers choose to go with Verkada over our competitors.

  2. We are the only manufacturer offering a truly predictable cost of ownership. 

  3. Unlike traditional systems, where most costs occur after purchase, our solution covers hardware failures for the first 10 years at no extra cost, providing a transparent pricing model. How does your calendar look on [x date at x time] for a quick intro?

500

I’m evaluating Verkada against Meraki. What actually sets Verkada apart, and why should I choose it over Meraki? Give me the pitch!

:)

500

What are the 2 parts to the Decision Process? Explain each.

Technical validation, Business Approval

500

What account has the most lifetime bookings at Verkada?

Burlington Stores Inc. ($27,114,185.03)

500
How many siblings does your manager have?

Catherine - 1 sister, 1 brother

Bonus: oldest

CC - 1 sister, 1 brother

Bonus: youngest

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