CRM
The "C" in BANTC
What is competition?
This is a reason to call your customer; technology projects, expanding school campus, growing population size, etc.
What is a compelling event?
Friend or foe? While dialing, you may connect with this person first and frequently, so be sure to build a relationship with them!
Who is the gatekeeper?
The 2 most common Licensing Programs for public sector customers
What are Marketplace and LGA?
This data-focused tool allows you to see phone stats, track KPIs, measure solution practice growth, and view your percent to GM goal
What is PowerBI?
The account type that quotes, appointments, and opportunities should all be tied to
What is the customer account?
This must be done prior to calling an account to ensure you have accurate contact information, a reason to call, and knowledge of previous quotes and orders.
What is scrubbing?
The pricing program where the manufacturer rewards SHI with exclusive discounting and protected margin for spearheading an opportunity; do this quickly to lock out your competition!
What is deal registration?
This vendor is where we source all LGA licensing from
What is Carahsoft?
This government-funded program allows schools and local libraries to purchase networking equipment at steep discounts
What is e-rate?
If you want an appointment to count towards your KPI goal, you must take this final step in CRM
This action should be taken in CRM when you attempt to reach a customer via phone
What is logging a call?
While conversing with customers, this is the process of seamlessly changing course when the dialogue is not delivering the desired result
What is pivoting?
This Adobe product is a bundle of individual apps such as Acrobat, Photoshop, Illustrator, Premier Pro, and more
What is Creative Cloud?
Nearby customers can visit this interactive hub to evaluate different products, receive expert advice, and design their own environment
What is the CIC (Customer Innovation Center)?
Certain manufacturers have these setup in CRM. They provide extra detail on software contracts, renewal dates, and pricing structure
What are entitlements?
This is where scrubbing notes, call logs, and email activity should be store in CRM
What is the Account Group's timeline?
The pricing program where the SHI partner team awards funding off per unit; we apply for this to lower the cost of a product and help win a deal
What is war chest?
The Marketplace pricelist can be found here
What is the Adobe partner page?
This helpful alias is who you should turn to for hard-to-source items and high-revenue orders you're looking to make more margin on
What is moneymakers@shi.com?
The opportunity phase where we have a 50/50 chance of winning the deal. Pricing has been shown to the customer, and revenue/GM is accurate
What is Upside?
Everyone should memorize their own version of this; a quick and compelling response to, "What's SHI?"
What is a 30-Second Pitch/Value Prop?
This hour-long meeting with your customer, manager, and Solutions Engineer allows you to share the value of SHI and learn more about an account's technology environment
What is a Customer Business Review?
Aside from the Marketplace number, we need these 3 things to pull part numbers from and Adobe price list
What are the product, level, and number of months remaining?
The SHI Capital team works to provide flexible payment options to customers though these two models
What are financing and leasing?