structured approach



Throughout our service descriptions as well as in our service maps we make references

to the milestonesthat will bring you from idea top revenue, from prospection to account management.


The duration of these cycles depends greatly on the size of the companies you are targeting

as well as on the specific ways business deals are closed.


We adopt ZoHo as our CRM and reporting tool and follow the funnel methodology

to establish a frameworkfor our deliverables.


At any point in the sales cycle you will always be in touch with LEADS,PROSPECTS or CUSTOMERS.


Our base step definition for the opportunity funnel is: Prospecting | Qualification | Need Analysis | Value proposition | Identified Decision makers | Perception analysis Proposal/Price quote | Negotiation/Review | Closed Won | Closed Lost


We adopt five key metrics to measure the health of your funnel:


  1. Number of opportunities in the funnel
  2. The rate at which you are acquiring these opportunities – or arrival rate
  3. The total weighted funnel value ($) Average amount of time prospects are in the funnel until acquired -
  4. Flow rate (days).
  5. Average percentage of closes - or win rate



Expect deviations from your regular approach to an opportunity funnel when dealing with Brazilian customers.

Rejection tends to come quite late in the process, the intent and evaluation phases tend to be rather quick.

A purchase decision and a contract signature can be significantly apart in time if the process is not managed correctly





Stages



leads





Someone who becomes aware of your company or someone whom you decide to pursue for a sale, even if they don’t know about your company yet.


Typically, this includes everyone in one big group, but we like to break this down further to only look at qualified leads, which are leads that meet certain qualifications to becoming customers.


For example, if you’re selling hospitality based interactive TV applications, a qualified lead is someone who manages a hotel, or a hotel chain or an operator serving hotels, versus someone who simply browses around



prospects





A term that’s used differently based on the company.


In many cases, it is used interchangeably with qualified lead, but usually, a prospect is someone who has had some kind of contact with your company and they are still interested.


All prospects are leads, not all leads become prospects




customers





People who have made a purchase from you are customer.


Repeat customers are those who made several purchases.


Each customer is an account to manage and can become your best sales amplifier through good references if you execute well.



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What your brazilian prospects want





technology





Your prospects in Brazil will be looking for

technical solutions that comply to local regulations


These solutions must be straightforward to deploy, minimizing reliance on hardware and imported components.

Your prospects will be looking for solutions that are tried and tested and in most cases they will require a solid plan of competence transfer.

If your solution is cloud based , your prospects will want to have a correct measure of control and security.



business





Any commercial proposition should fit in the current procurement network and minimize the disruption of existing relationships with non competing suppliers.


Flexibility in the offered payment terms, possibility of being invoiced in the local currency are strong differentiating points.


Most prospects will be focused on an OPEX based strategy , being generally more concerned with cash flow consideration than with total costs.


The granularity of the offer( for example, the batch size of SW licenses) and the availability of a proof of concept, or try before you buy, complete the picture



cultural





Your prospects will be looking for a technology supplier with whom they can have a direct relationship( no middleman invited).


Respect for existing relationships with other vendors, partners, trusted advisors is a crucial cultural aspect.

Local references or use cases for your product

give peace of mind to the decision makers.


Training, documentation and support, especially

when dealing with small companies,

is essentially offered in Portuguese.


Maximization of involvement of existing personnel is more valuable than extreme gains in efficiency and flexibility across the board score more points than

strict adherence to processes



How Poikilon can help
TECHNOLOGY





Poikilon will evaluate your solution and benchmark it against the local technical requirements.


We will be your first filter and whichever form of engagement you will take we will openly share

with you thr compliance concerns as well as thr technology best practices.


It is not in our interest to promulgate a solution

that has no technical fit , it is not in your interest

to touch a market you might not be able to address



how poikilon can help
BUSINESS





Poikilon will negotiate on your behalf the best contractual terms and present your offer in a way that is aligned with your prospects´ expectations.


We can provide your customer with the facility of being invoiced in local currency and extend

favorable payment terms , in agreement with you

and within a proper risk sharing frame.



how poikilon can help
cultural





Cultural mediation is the core part of our business and the segment where we bring you

the highest value.


As a player in the Brazilian market for many years

we are familiar with the local ways and show you the proper modus operandi to engage

with your prospects and customers.


We strongly prefer to serve you as

your direct representative vis a vis your customer , rather than a simple middleman .


Nobody is a better evangelist of your solution than yourselves and giving your prospects a

direct access channel to you is

a strong differentiating point to win contracts in Brazil.



Poikilon


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