Or when a user demos the benefits of your solution for you!
Origin of the project: We*ya is good but QDV7 is fast
What salesperson hasn’t already heard the famous maxim: “Okay, now it’s good but we’ll have to sell it internally!” ". Implied, people are convinced by the solution presented but the obstacles to the adoption of other services and in particular the IT department to name no one, will be such that it is not yet won!
In this case, none of that, since it was enough to make a QDV7 Enterprise license available for 2 weeks to allow us to land a deal.
Let's rewatch the scene in slow motion to see what really happened.
One informed user is worth five (future) ones!
The grass is always greener elsewhere, it is well known. Salespeople, traveling and volatile are often convinced of this and quickly change companies. This is a godsend for us, software publishers who are sometimes part of the journey.
Thus, one of our users: Yves (real name), moved to a company 50 kilometers from his previous employer in a very close sector of activity. Newly arrived, our ambassador is naturally required to use the company's encryption tool. This tool, although not providing full satisfaction to the pricing department, is difficult to question because it is also used for invoicing and accounting.
Pugnacious, Yves calls us in order to have a demonstration license to show the gains that as an experienced user he could achieve. Convinced, its management called us to obtain a commercial offer for 5 users.
Gradual integration, step by step
Initially, once our quote has been accepted, training takes place for new users and the tool is gradually implemented in the company.
The quotes won are re-entered individually into the invoicing tool, this is certainly not ideal but it remains a transitional situation while we get to grips with the capabilities of the new tool.
Gradually, the need arises to interface the two solutions in order to avoid re-entry. The company uses QUOTEX and therefore asks us to create this interface.
After having retrieved the very explicit exchange protocol on the expected format for importing a quote into the tables of the Onaya software, we develop a utility which extracts the data from QDV7 and produces a .csv file which is then integrated into the management software.
Thus the company has 2 efficient tools each in its field, which communicate with each other in a secure manner allowing users to concentrate on high added value tasks.
