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the objective of this webinar today is to provide a structured way for all our partner Community to qualify leads so that whether I'm in India or whether I'm in Middle East or Dubai or Saudi Arabia we all use a standard way to qualify and uh qualify leads another objective is make sure that we use the qualification criteria and mechanism more effectively so that we could spend quality time on the leads does matter rather than going on with opportunities that are half cooked or are not fully qualified and lastly the objective of this webinar is to make lead qualification or man act a habit across the company so we all speak the same language um when we qualify leads let's look at the current scenario and what it holds for us today we see in a tough situation in re sary Trends and all our partners rather most of our partners have very few leads and they work with very few leads at hands and this is perhaps one of the reasons why we work on every lead that comes away without really emphasizing on the quality and the you know uh criterias for working on this leads yeah other sad thing is everybody within the same organization have their own own criteria or the Judgment of whether they will win this deal or no the view of the salesman is always positive where the sales manager might be bit conservative and you know and top management may have a completely different view of what's going to happen and because of different views you're wrong and we believe this criteria man act will be a tool that you could use it effectively as a companywide polic and criteria ever since we had this seminar a couple of years back today more and more of our partners are using man act and they're using it extensively in the reporting Etc which I will cover up in the next um you know later part of this presentation now before going into man man act let's look at the typical sales process that we have today and I'm sure most of you will associate or identify this within your organizations moment you get a lead you go and meet a customer identify the requirements come back see if you can give a solution speak to your consultant and then you rush with a demo yeah I know we we have the best features in town and we give the proposal we negotiate and then you win or lose or when that coms on hold so this is a normal criteria uh but I just want to draw your attention to something more that sales process should be covering up which really is not covered it up so I would call this as a product sales product approach and the sales approach is first of all we need to identify target market is the world my market or do I choose my market and we look at lead generation and Lead nurturing of what we can nurture how we can nurture the leads and here I would like to bring into the concept of hunting and farming in your organization we need to have a blend of hunters and Farmers when you identify lead opportunity go you gra the opportunity let's go when attacking getting the lead and making it happen but the success ratio and hunting is very low it prob to be one person two person or maybe 10 person at Max yeah but you need to have that because you need to sniff current opportunities and go a good way to improve ratio is by implying the law of farming you identify your target market and then you go about a plan strategy of watering the plants or the target market providing the manual the food so that becomes an opportunity at the at the end of the particular period let we talk about lead qualification as the process is that a criteria today we are going to spend some time on lead qualification and I hope after this we will all use manic as a way of Tri classifying or qualifying our leads as we become as the solution becomes more and more complicated it's very essential that we need to map different people in the prospects organization to help us identify their needs and behaviors and you know their areas of Interest I strongly recommend an opportunity uh a genuine opportunity should have at least should I have at least three people that you have met and contacted with with an organization that will give you a test to show that this opportunity is genuine it's valid and it's really a companywide issue rather than just one guy seeking for information we need to do need analysis and value creation this is another major topic that we will cover up in the future there's a big difference here between lead generation requirement Gathering I just like to highlight a few points here for you requirement Gathering is um just fact finding customer says I need multi currency I need one Warehouse I need you know and you write it down and you know you map it with the feature you and and that's how you sure need analysis goes the next step once you have identified the fact gather the requirements you need to go and explore it further by asking something what I call impactful question how is this impacting the benefit by having multic currency or not having multic currency or by you know having a particular feature in the product or the pain how is it impacted in the organization and this is where we most of us fail because we are so eager to sell a solution that you know once we identify the five things which can be mapped with the product we go and show them without really knowing the pain areas and this is a is a comprehensive webinar that I will be conducting later later part of our of our sales strategy then we go up map demos and reinstating path it's again based on the value that you have created we need to demo should we have value reinstallation then we talk about opportunity assessment at any point of time and a deal takes 3 to 6 months time uh to close and during this time it's very essential that we assist the opportunity on a weekly or fortnightly or a monthly basis depending upon the value of the particular product and here we need to identify and assess the key different things we need to use manic to classify to qualify I to an ask and there's a few strategy in this which will be come which will be addressed in the future look at account strategy as a whole you know are we meeting the right people do we need to align Sage do we need to get two people from sage and you know how do you uh look at the strategy control proposals and negotiations you know this is a very important we just proposals like handing the brochures out proposal is is actually should be a summation of what we did and other things come uh we will cover this in the nail process and how we can make it easier pipeline management uh you know we all have opportunities we all have a criteria of classifying but really managing the pipeline looking at what your world will be 6 months from now is is an important challenge here and documenting mapping and win and loss solution so you see there's a lot of things that we need to do in the sales oportunity and just do six or seven things that it standard and I believe if we do this all effectively we would differentiate ourselves from our competitors so in the coming weeks and months we will address this issue to you in great length and we take it forward from there thank you very much for your time and I look forward to speaking to you in the near future thank you and have a great day