7 Areas of Value Talk Track

1st … we need the “ Magic Phrase” …

Sounds like you are interested in taking a closer look at NetSuite…

Is this something you wanted to take a look at this year; or next year?

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Then we probe for the committee……………………..

Let’s take a few minutes to clarify your areas of interest

and then we can lay out an efficient evaluation plan, ok?

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NetSuite offers value in 7 specific areas of your business

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1. Of course, NetSuite is a full accounting system – should we include that in your evaluation?
   1. And what is your current accounting system?
      1. And are you responsible for accounting.
2. NetSuite can encompass your complete marketing function including eCommerce – shall this be included?
   1. And what is your current marketing system?
      1. And are you responsible for the marketing function?
3. NetSuite is a complete operations system, such a inventory management
   1. shall we include that aspect in your project?
      1. And what is your current inventory system?
      2. And are you responsible for the inventory and warehouse function?
4. NetSuite includes a full sales force automation capability – do you want to include that in your evaluation.?
   1. What does your sales team currently use?
      1. And are you responsible for the sales function?
5. In addition to sales, NetSuite also can cover your complete customer service function – Shall we include that in our evaluation?
   1. What do you currently use for customer service?
      1. And does customer service roll up to you?
6. Of Course, NetSuite will add value to your IT function?
   1. Are you responsible for the IT function?
7. And finally, NetSuite will involve the company ownership regarding the strategic decisions on leveraging cloud computing
   1. Are you by chance one of the owners?

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Ecxellent! Now that we understand “what” you’re interested in looking at

Did you want us to follow your evaluation process?

Or did you want to take a look at our?

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And finally, why are you looking to make a change?(If they havn’t said already) or

– So to confirm, you are making this change because X, Y, and Z, right?

or – Help me understand; what would happen if you stayed as is?