The Best Business Operating System in Adriatic Region

Turning data into profit 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 www. datalab. eu

Turning data into profit Datalab Adriatic Footprint PANTHEON™ Team • Datalab develops; subidiaries resell, support partners and localize; partners sell, implement and support end users. Corporation Headquarters in Slovenia Subsidiaries in Croatia, Serbia, Montenegro, Bosnia and Herzegovina, Macedonia, Bulgaria • 75 SIS Partners (Sales, Implementation, Support) • 107 DEV Partners (Development) • 443 ACC (Accounting) partners providing accounting services in PANTHEON™ www. datalab. eu

Turning data into profit Selling vs Order Taking I Give Customers Exactly What They Ask For Is 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 www. datalab. eu

Turning data into profit Complex Consultative Selling Defined By • >3 k€, then >30 K€ • Need to Justify Decision Criteria/Process • Multiple Decision Makers Roles: • User Buyer • Will get value from solution • Technical Buyer • Will worry about details • Financial Buyer • Balances unrelated value/€ www. datalab. eu

Turning data into profit 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 www. datalab. eu

Turning data into profit 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. www. datalab. eu

Turning data into profit 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. www. datalab. eu

Turning data into profit Step 3. Imagine Perfect World Tip: Consequences if Skipped: Be prepared to ‘qualify • No basis for evaluating solutions, so out’ if your technology decisions stall. will not produce most of this perfect world– you Technique: will get them next time. • Conditionally test the business goals of problem elimination without predicting technology www. datalab. eu

Turning data into profit 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. www. datalab. eu

Turning data into profit 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…. ) www. datalab. eu

Turning data into profit Profiling Technology Adoption Leaders Followers Technology is adopted over time by different groups Industries, Companies, and Individuals can have unique Leader vs Follower characteristics www. datalab. eu

Turning data into profit 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 www. datalab. eu

Turning data into profit 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 www. datalab. eu

Turning data into profit www. datalab. eu

Turning data into profit 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. www. datalab. eu