RF-SMART 101
How many Oracle Cloud Customers does RF-SMART have?
~150
Where can you go to access all things content?
OneNote/Marketing Collateral
Give 3 ways you can use ZoomInfo.
Contact & organization information, WebSights, Intent, etc.
What is RF-SMART's Mission?
"We exist to Transform our Customers and Change Lives."
What is the NetSuite and Oracle Cloud lead goal each month?
116 NetSuite & 27 Oracle Cloud
Name the top competitor for commercial & healthcare for RF-SMART's Oracle Cloud product.
Intellinum & Syft
I need an OC case study that discusses cycle counting. Where are 2 places I can go?
Marketing OneNote and RF-SMART website
Name 3 areas you must confirm in a qualification call (at minimum)?
Timeline, ERP status, pain points, and decision maker buy-in, etc.
What is the core responsibility of the Partner Manager team?
Uncover lead opportunities by building and fostering relationships with 3rd party implementation partners. We want them to immediately consider RF-SMART when a client has a need for mobile barcoding.
Where would the best place be to ask a competitive question or share competitive intel you heard from a Prospect?
The ns-competes/oc-competes Slack channels, or reaching out directly to Rachel via Slack.
True or false: RF-SMART for OC is a full WMS capable of handling the most complex distribution operations.
False. RFS for OC is building out a roadmap to eventually become a full WMS but we're not there yet. Recommend OC WMS/RFS co-exist for now.
Where in HubSpot can you track the activity on content sent to a prospect/a prospect has interacted with?
The dashboards, prospect's contact profile, organization/company's profile.
What is the omni-channel approach?
Leveraging multiple platforms to engage your prospects: email, phone, social, text, videos, etc.
When was RF-SMART founded and by who?
1982 by Founder, Jorge Morales - father to CEO, Michael Morales.
Describe the perfect account to bring up in an alignment call.
A prospect that had previously engaged with us but has gone dark for one reason or another (pricing, timing, competitor, etc.). They have a partner listed in the account who we can ping to either retrieve more info or help educate the prospect directly. They have enough background to allow all 3 teams to establish a communication strategy.
Regardless of the competitor involved, what are 2 ways RF-SMART differentiates itself from our competition?
Built exclusively for OC (integration), hardware services (not just devices), more experience implementing for OC customers (150+)
A prospect just mentioned that they are evaluating other mobile vendors. Where can you go for extra intel on competitors?
Crayon - Competitive Battlecards
A materials management specialist says they're not the decision maker and you'll have to email corporate to discuss bringing on a new solution. What's your rebuttal?
I understand you won't be the one signing the contract, but if RF-SMART is adopted, you will be the one using it every day. Consider this an education session that simply informs you of the latest tech to help streamline your daily operations. If it impresses you enough to take up the ladder, great! If not, we can both walk away a little more knowledgeable than we were before.
Name at least 3 RF-SMART values.
1. CRAZY FOR OUR CUSTOMERS
2. EASY TO DO BUSINESS WITH
3. WE HAVE YOUR BACK
4. WE FIRE BULLETS BEFORE CANNONBALLS
5. EVER-EXPANDING IMPACT
A hospital is implementing Oracle SCM so they're too busy to consider mobile barcoding. They want to pick up these conversations when they're live. What's your rebuttal?
In short, put in the electrical before the drywall. If you bring in RF-SMART after you implement SCM, you'll have to spend more time and money re-configuring settings and re-training employees (see Phase 0 document).
Name 2 of OC's biggest ERP competitors?
Infor/Lawson, Workday, SAP
You have a focus account in the healthcare space. Would what be a good resource to share with them?
CentraCare case study and/or video; previous HC webinar recordings.
You're on a qualification call and they're asking incredibly complex, technical questions you're positive even the sales executive won't know the answer to. Which team members might you reach out to after/during the call?
Solutions consultants (Dathan, Nick, Jaap) demo the product and can identify our technical capabilities/shortfalls. Product managers (Brian and Chris) create the roadmap and can break down what is expected to come in the near future.
Name 3 OC partners and the assignment PM.
Answers will vary
How do you differentiate a HW-Only lead from a traditional software lead? Please elaborate on the key differences and how you would update them differently in CRM.
Already have an existing barcoding and not immediately interested in meeting with our software sales team. They may also be on an entirely different ERP.
Hardware SmartSheet notes, status would be Closed Lost/Chose Another, Hardware is selected as the ERP and Product Interest, intro to HW Rep to book call.