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"I don't know EDI from XYZ. How can I propose a MAS 90 system
with something as complicated as EDI involved in the sale? Do I really want to
get involved in all of that and risk bogging the sale down with who knows what?
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"I thought about this all weekend, and I just had an eye-opening
'Monday-morning' kind of thought. I realized that the prospect didn't say 'We're
thinking about EDI, we might want to add that'. They said:
"We need EDI because our customers are telling us they won't buy from
us unless we use it."
"And then it hit me. If I don't propose a system with EDI, I might as
well hand this lead to my competitor, because this prospect will have to go somewhere
else to get what they need. They don't have a choice.
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"So this morning I did some EDI research. I checked out
web sites, looked at the PSD and made some phone calls. I was starting to feel
like I was between a rock and a hard place.
"And then I called Kissinger. That's when things started
to turn around, and I realized I could make this happen, and make some money too.
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"Believe it or not, after that first phone call to Kissinger,
I started to feel better about the whole thing. I feel confident that I can supply
an EDI solution that will meet my prospect's needs.
"Finally! A third party developer that understands that I
don't want to learn all of the intimate details of their product—I don't
have time for that. I just want to know if I can sell it and if my customer will
be happy. Kissinger really gets that, and they have the sales, implementation,
and support services to do it.
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"And since that first call, Kissinger has taken the reins
for me, and guided the whole process. They keep me tied in, but I'm not tied up
with the details.
"They conducted a no-hassle remote demo for my prospect (which
I also attended), helped my prospect complete the Pre-Sale Questionnaire, and
used that to create the EDI Advantage sales proposal (formatted so that I can
pass it right on to my prospect without having to modify it, if I don't want to).
"Next, they'll create a detailed Implementation Plan so that
every step of the process is documented, no hidden issues, no unknowns. My prospect
is considering using the Guaranteed
Success Program, so we're asking questions about that right now, but it really
looks like the way to go for a worry-free implementation.
"And the best part is, I know that my prospect is impressed.
It makes me look good and it makes the prospect feel confident that they are making
the right choice.
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"I know, I already said that the best part is that my prospect
is impressed. And that is really important. But, to be honest, the best part for
me is actually the margin - I mean, even though I had Kissinger do practically
all of the sales work, I still earned the full margin!
"When I look back at how fearful I was about proposing an
EDI solution, I have to laugh. For a small investment of time spent communicating
with Kissinger and my prospect about finding a solution for their EDI needs, I
earned great margins on everything they ended up purchasing. (By the way, my prospect
is now my customer: they signed off on the deal in a matter of weeks and the implementation
just wrapped up. It went off without a hitch.)"
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I hope you have enjoyed this special "It's Good To Be an
EDI Advantage Reseller" issue of the scoop. Thanks for reading and
let me
know what you think! Until next time,
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What does a typical
EDI Advantage
prospect look like?
- Wholesale Distributor or Light Manufacturer
- Sells their products to larger retailers
- Sales volume and/or transaction volume makes integration attractive
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What's the bottom line? How much could I make on an EDI Advantage sale?
EDI Advantage system prices range from a few thousand dollars to tens of thousands.
As the reseller, your company earns the same margin channel partners have come
to expect, even though you may ask Kissinger to do practically all of the sales
work.
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What do I have to do for that margin?
After you contact us to initiate the sales process, it's really up to you how
little or how much you want to participate.
Regardless of how you choose to approach it, we will keep you informed every
step of the way and follow your lead for how you'd like us to interface with your
prospect.
We'll guide the sales process and present you with a detailed EDI Advantage sales
proposal. You can either present this to your prospect, or we can deliver it to
them electronically.
We will look to you for feedback on your prospect's decision-making process and
whether we have provided a solution that addresses all of their needs.
Finally, we'll count on you to get the sign-off on the proposal unless you prefer
that we handle that directly with your prospect.
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OK, but what about after the sale. That's when the real headache's start,
right?
Not with EDI Advantage.
Kissinger has a time-tested, proven strategy for making it easy to be an EDI
Advantage reseller.
And while lots of software companies might make these claims, Kissinger knows
what it takes to back them up and guarantees
that you and your client won't be let down.
From the on-site implementation
services to the management of the trading partner testing process and ongoing
customer
support services, Kissinger takes care of all the details so you don't have
to.
Most EDI Advantage end-users call
Kissinger directly for support when they need it (but you can contact us on
their behalf if you prefer that sort of arrangement).
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