The Best Business Operating Systemin Adriatic Region

Turning data into profit

www.datalab.eu

Where are we better?

Datalab Value Propositions

More than 20.500 users in region• Fully localized business operating system (in local

language and aligned with state laws)• ISACA Certified (Information Systems Audit and

Control Association)

Local Partner support• 102 partners, 374 certified consultants• Support for VPN tunnelling • Staff training program

Control expense• Licences model tailored to customer needs

Ease of use• Self-intuitive user interface with special help Wizards • Video and text How-To instructions

Turning data into profit

www.datalab.eu

Datalab Adriatic Footprint

PANTHEON™ Team• Datalab develops; subidiaries resell, support partners

and localize; partners sell, implement and support end users.

• 75 SIS Partners (Sales, Implementation, Support)

• 107 DEV Partners (Development)

• 443 ACC (Accounting) partners providing accounting services in PANTHEON™

Corporation Headquarters in Slovenia

Subsidiaries in Croatia, Serbia, Montenegro, Bosnia and Herzegovina, Macedonia, Bulgaria

Turning data into profit

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Selling vs Order TakingI Give Customers Exactly What They Ask ForIs it possible to discuss PRICE and TECHNICAL DETAILS even if you know nothining about the products?

RESULT: Customers and Salesmen conspire to waste eachother’s TIME and MONEY

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Complex Consultative Selling

Defined By

• >3k€, then >30K€ •Need to Justify Decision Criteria/Process

• Multiple Decision MakersRoles:•User Buyer

•Will get value from solution•Technical Buyer

•Will worry about details•Financial Buyer

•Balances unrelated value/€

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Decision Process

1.Do I have a problem?

2.Is my problem a need to be fixed soon?

3.What would the world look like after a perfect solution?

4.Review of solution proposals (Propose)

5.Decision (Close)

Complex, Consultative selling maps decision theory and listening theory

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Step 1. Agree on the Problem

Consequences if Skipped: • Customer will not buy even if free– you just

waste their time and demonstrate poor understanding.

Technique:• Ask questions about how their business works• Ask about yesterday so that ‘real’ vs ‘on-paper’

realities are identified

Tip:• Never ask what their problems are– let them

discover them during the conversation.

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Step 2. Agree on the Needs

Consequences if Skipped: • Note every problem should be solved• Customer not willing to ‘invest’ therefore

‘price’ becomes a problem later

Technique:• Ask about the consequences on not fixing

the problem.• Test social impacts (trust, disruption

cascade, etc)

Tip:• Never argue with their perception of the

impact.

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Step 3. Imagine Perfect World

Consequences if Skipped: • No basis for evaluating solutions, so

decisions stall.

Technique:• Conditionally test the business

goals of problem elimination without predicting technology

Tip:Be prepared to ‘qualify out’ if your technology will not produce most of this perfect world– you will get them next time.

Turning data into profit

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Step 4. Propose Your Solution

Consequences if Skipped: • People are not sure if your

promises are credible

Technique:• Compare your solution point by

point to the ‘perfect world’ (step 3)

Tip:• Proposals should resonate with all

decision makers.• Don’t require that they read all

details to understand.

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Step 5. Close the Deal

Consequences if Skipped: • If you are favored, each day is another

opportunity for a competitor to change their mind.

Technique:• Ask for the order and SHUT UP.

Tip:• Only one ‘close’ but lots of condition

closes (if…. then you would….)

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Profiling Technology Adoption

Technology is adopted over time by different groups

Industries, Companies, and Individuals can have unique Leader vs Follower characteristics

Leaders Followers

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Leader vs Follower (part 1)

Leaders want:• To change the rules of the game• To have an advantage over others• To grow, profit, and expand.• To take risks that have big rewards

Followers want• Simple, minimal change• Proven, modest value at very low cost• References, Reputation, Stability

Blue Ray

DVD

Turning data into profit

www.datalab.eu

Leader vs Follower (part 2)

Offering must mature with your market or you must find new markets. Not the same product for both groups.

Leaders are more rare. In a recession they are very rare, but definitely exist.

Trend of Maturity:• Technology -> Industry Insider• Feature and Flexibility -> Best Practices• Opportunity -> Avoid Expenses• Engineering -> Sales

Turning data into profit

www.datalab.eu

Turning data into profit

www.datalab.eu

Turning data into profit

www.datalab.eu

Pantheon ERP and Customer Relationship

ERP/Accounting:•Real Impact to their Business & information source of all ROI

•The highest trust relationship need: • data sensitivity & critical to

company ongoing operation

•Impossible to make rational decisions without great sales:

• Local support is a key need.