Product Features
A visual guide walking through the entire set of retailer requirements, making the challenge of knowing the unique requirements of data flow a thing of the past.
What is WORKFLOW?
I am new to EDI and need to get compliant with Target, shipping to DC, and unknown on what my order volume is.
What Customer Segment?
What is SEGMENT 1?
BONUS POINT: what product features would you recommend and why?
Personalized user accounts with specific user permissions by trading partner and document.
What are USER SEATS?
BONUS POINT: what is the value of multiple user seats?
More than 15 years of experience and expertise across the fulfillment supply chain resulting in a product with a service arm that meets all ongoing network and compliance requirements and can work within any system configuration.
On an ongoing basis EDI will be ensuring that across the supply chain they are staying on top of any changing requirements. This is done through ongoing relationships with Trading Partners and 3PLs.
What is TRADING PARTNER EXPERTISE?
BONUS POINT: what is a proof point for this feature?
Create a bridging statement.
Scenario:
Frank - CEO, Pet Products (Segment 1)
Current customer on Fulfillment with Target stores. You see their product on 10 other retailer sites and recently read an article that their new pet food dishes are one of the top 10 products for the summer.
MULTIPLE ANSWERS ACCEPTED
A bridging statement can help to open a conversation with a potential prospect.
Actionable insights to prioritize what work needs to be done first which creates structure and efficiency.
What is DASHBOARD?
I am working with Target.com DVS, Hayneedle.com, and Wayfair drop shipping to the end customer. I also work with CTC in Canada. Fulfillment Works (3PL) handles my shipping for the US and DSV (3PL) handles my shipment for Canada. I do about 75 PO per trading partner on a monthly basis.
What customer segment?
What is SEGMENT 3?
BONUS POINT: what features would you recommend and why?
Create and send inventory files via spreadsheet upload versus data entry.
What is INVENTORY AUTOMATION?
BONUS POINT: when would someone use inventory automation (use case)?
Ensure live data flow with retail trading partner is successful to ensure system is working as anticipated and transitioning customer into production. Proactive business model review and recommendations for enhanced features. End to End transaction visibility with your trading partner network
What is PROACTIVE MONITORING AND ANALYSIS?
BONUS POINT: what is a proof point for this feature?
Prepare your Game Plan (assign segment, prescribe solution & features, and select proof points)
Scenario: Prospect called SPS & spoke with lead gen, saw 'Full Service EDI Solution Slides & Demo'
Account: Dawn Dandy (owner) - Dandy Leashes
Key Attributes:
1 TP (Target) - 50 PO/mo
Own Warehouse - No Dropship - No FedEx/UPS
Timing: "don't know, need to put an EDI provider on vendor agreement so I can turn it back to Target ASAP!"
Segment: 1
Prescribed Solution & Features: Fulfillment showing workflow, dashboard, and network data sourcing.
Proof Points: Demo, Best Solution for Business Needs, & Contract Review
Sourcing information from orders to outbound documents reduces time spent on data entry and leaves less room for errors.
What is NETWORK DATA SOURCING?
I have 10 trading partners and my top 3 trading partners are over 100 PO per month. We do both ship to DC and dropship. We ship DC orders through our own warehouse and use a 3PL for shipping the drop ship orders?
What customer segment?
What is SEGMENT 4?
BONUS POINT: what features would you recommend and why?
ASN completion automatically schedules shipments with UPS or FedEx, creates labels and populates ASN with tracking info.
What is CARRIER SERVICE?
BONUS POINT: what is the value of carrier service?
Designing and configuring the customers’ solution to meet their business requirements and the requirements of their retail trading partners.
BONUS POINT: what is a proof point for this feature?
Prepare your Game Plan (assign segment, prescribe solution & features, and select proof points)
Scenario: website lead, spoke with lead gen, saw fulfillment demo, currently using managed service EDI provider
Account: Frank (IT Mgr) - Anchor Paperweights
Key Attributes:
5 trading partners - 70-80 PO/mo
2 3PL - dropship, ship to DC/store, cross dock
uses FedEx & UPS
timing: exploring options for EDI
Segment: 3
Prescribed solution & features: fulfillment with specialized features (automated forwarding and/or dynamic forwarding)
Proof points: managed service v full service slide, best solution for you slide, SPS network slide, focus on technology + people & process
Customer defined rules that store repeatable information and auto-populate into document based on the entry of other key information.
What is AUTO-SOURCING RULES?
I need to get setup with BBB and will have products in 200 stores. We have our own warehouse and ship via FedEx.
What customer segment?
What is SEGMENT 2?
BONUS POINT: what features would you recommend and why?
Per document standard designed to meet the needs of customer's network and system requirements. Prepackaged, end-to-end solution.
What is SYSTEM AUTOMATION?
BONUS POINT: internally what is the difference between system automation and document automation?
Unlimited access to trading partner network experts.
What is ONGOING RESOURCE ACCESS?
BONUS POINT: what is a proof point for this feature?
Give a Bridging Statement.
Scenario:
Katie - Sales Director, Cleaning Product Vendor (Segment 4)
you google their product and realize that you own one - it's a special kind of sponge for cleaning. You see on their website they are in all major retailers (Target, BBB, etc). They have tested with us for Costco & Steinmart. Katie has worked there since shortly after the company started 3 years ago (per LinkedIn).
MULTIPLE ANSWERS
A bridging statement can help to open a conversation with a potential prospect.
Utilizes the benefits of Network Data Sourcing and Automation Rules to allow the user to only focus on the remaining required fields per document.
What is QUICK ENTRY?
I need compliance with Hy-Vee, expecting 10 PO per month. I have 1 person that will process the order, 1 person that will process the shipment, and 1 person that will invoice.
What customer segment?
What is SEGMENT 1?
BONUS POINT: what features would you recommend and why?
Automatically share and or receive documents with any third party such as a warehouse, broker, etc.
What is AUTOMATED FORWARDING?
BONUS POINT: give an example of when you would sell automated forwarding.
Manage connectivity, setup, requirements, updates and support efforts direct with trading partners on your behalf.
What is TRADING PARTNER COMMUNICATION?
BONUS POINT: what is a proof point of this feature?
Give a bridging statement.
Scenario:
Paulina - Owner, Clothing Vendor (segment 2)
prospect in SalesForce without notes. You see their product listed on Amazon and Walmart. They advertise heavily for back to school which is approaching.
MULTIPLE ANSWERS
A bridging statement can help to open a conversation with a potential prospect.
Act on and process multiple documents simultaneously.
What is BATCH PROCESSING?
Netsuite customer with 5 trading partners, average order volume per trading partner is 50 orders a month. Has their own warehouse and using FedEx and UPS for shipping.
What customer segment?
What is SEGMENT 3?
BONUS POINT: what features would you recommend and why?
Dynamically share order data with any third party such as a warehouse, broker, etc. Control over the data that is shared with a third party:
• Ship to multiple locations
• Strip out pricing
• Pick orders to share
What is DYNAMIC FORWARDING?
BONUS POINT: what is a use case for dynamic forwarding?
Managing testing of end-to-end data exchange with trading partners to ensure successful execution of retailer requirements.
What is EDI TESTING AND LAUNCH?
BONUS POINT: what is a proof point of this feature?
List at least 5 prospecting tools you have.
Bridging Statements
Customer Reference Stories
Experience from your peers
3:3 template
New Velocity training
SalesForce Dashboards
LinkedIn Navigator
Easy Map Maker
GTM deck
Fulfillment Demo
Customer Referrals