Ideal Customer Profile (2023 Q3) WE SELL TO MID-SIZED + B2B COMPANIES
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Industry (B2B) |
Any industry not on the Prohibited Industries List |
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ERP |
Netsuite, Sage Intacct, Microsoft Dynamics BC, Accumatica |
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Geography |
HQ in USA |
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Revenue |
$5M - $750M in annual revenue Our sweet spot is $20M-$250M in annual revenue |
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Employees |
Greater than 25 employees |
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Stage |
New ERP in <2 years, High Growth, Acquisition, Cost Savings |
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Target Personas |
CEO, CFO, VP or Director Finance, Controller (Or equivalent) Sometimes COOs / CTO / CIO (depending on the size of the business) |
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System Users |
Controllers, A/R, Credit, Systems Admin, ERP Admin, Sales |
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Nice to have / listen for |
High credit card volume (above 10% of total revenue) Sells to small businesses High invoice volume (over 1K / month) Finance / AR headcount growth (1+ employee in the last 12 months) New leadership in place that dislikes current process |
Sales Qualified Lead:
At the basic level, this is a meeting set for an AE by a BDR or self-sourced by an AE. Theoretically, this is self-explanatory, but there’s some nuance to it.
When set, there has to be an agreed-upon time between the BDR/AE and the Lead as to when the meeting will happen. Either this is set via an agreed upon time, via Email or Phone, or this is set by an accepted calendar invite. (Ideally both!) For an SQL to be posted and a deal created, the meeting date should be within 3 weeks maximum of the date it was created.
For it to count toward SQL credit for quota purposes, the lead must have shown up to the meeting at the agreed-upon time, or a time rescheduled and agreed upon by the lead.
Criteria of an SQL:
- The lead must have agreed on a set meeting date and time. This can come through email, phone call, or linkedin message, or an accepted calendar invite. It should be documented somewhere that can be traced so it can be verified.
- The SQL should not be posted and the deal should not be created until at minimum 3 weeks from the meeting date.
- If the meeting was set for further out than that, the BDR/AE needs to re-confirm the meeting date/time inside of 3 Weeks, and then can create the deal as normal.
- To get credit for the SQL against quota, the meeting has to actually occur at the agreed upon time, or a rescheduled time, with the AE and the Lead on the call.
SAL Definition is as follows:
A SAL is defined as a prospect that has completed a Discovery call, fits Paystands ICP definition, and meets the below SAL Qualifications.
SAL Qualifications:
- The prospect shows up to the discovery call
- There is a pain point that Paystand can solve and/or added value Paystand can generate for their business.
- Next step is scheduled within 60 days -> Exceptions to SAL beyond 60 days under the discretion of a Sales Director or above
NOT Required for SAL:
- A decision maker to be on the initial discovery call.