Sales
      Back to home
      1. Sales Enablement
      2. Sales

      Technical Alignment Calls

      Technical Alignment is the discovery and confirmation process that Sales Engineers must conduct to deliver a high quality SOW.

      Some deals may require standalone technical alignment calls, but tech alignment happens on Discovery calls and Demo calls as well. To include a Sales Engineer on your call, visit the Solutions: Sales Engineering Knowledge Base.

       

       

       

      For any calls that do not yet have a link to book, follow the old booking process:

       

      Attendees: Finance Team & NetSuite Admins (or VARs)

       

      1. Look up Antonio Vargas's availability in Google Calendar to confirm a time with your prospect. 
        • Book the 1-hour meeting through Google Calendar and make sure Gong is included. 
        • DO NOT add Solutions to the meeting invitation.
      2. Send the tech notes (below) to Antonio Vargas and cc Morgan Spade, Scott Campbell, & Solutions. 
        • This must be done the day the invitation is sent. 
        • Can be updated with additional information should it arise. 
           
        • Email Subject should be " CallType Notes for Company Name on Date"
        • Any additions to the original notes must be sent in the same email thread for organization purposes. 
      3. Confirm request for SOW after call in tech notes email thread. 

       

      Email Subject: CallType Notes for Company Name on Date --> Disco Notes for Simplicity on 6/20

       

      For a Disco Call, there is much less we know about the Lead than the tech notes preceding a Demo call, but there is still much we do know.

       

      Please provide the following details to the SE for the Disco Call:
      Name of the Merchant, and Website:
      Names/Titles of Audience on the Call:
      ERP Software:
      Business Model - What Do They Do, What Do They Sell, Who Do They Sell To:
      Size of Company:

      Hubspot deal link: 

       

      NOTES, if you are adding Solutions to your Demo:

      Regular/Lighthouse/Enterprise?
      Company Name:
      Company Website URL(s):

      Hubspot deal link: 

      Contacts/Attendees:
      What do they do?
      What ERP do they use?
      What use-cases does the lead hope paystand can solve?
      What paystand features does the lead want?
      What features/products/values was the Lead pitched?
      Do they have a VAR or active consultant?
      How are you billing customers (invoicing, ecommerce, etc)?
      How are you receiving your payments?
      Are any funds non-USD?
         - Payment component (what currencies do your payers pay in?)
         - Settlement component (what currencies do your funds settle in?)

       

      SALES SUMMARY NOTES TEMPLATE (FOR 1-HOUR TECH CALLS *NOT DISCOS/DEMOS*)

      Hubspot deal link: 

      Website URL(s):

      Company Name:

      Company Summary: Ask lead for brief summary of what their company does/sell. Response from lead should go here. How long have they been in business? How large is the Finance Team?

      Location: 

      Restricted List Issues: List No or a description of the concern

      Customers: Who are they?

      International: List Yes & %, or No

      Currencies: If any international, please list the currencies they present in or USD Only.

      Int. Settlement: If any international, please list the location(s) in which the funds will settle.

      Sales/Billing Process: 

      • Contracts/Terms? Sales people in a showroom? E-commerce?
      • Process after the payment?
      • Is there other software integrated into their process? 
      • Are sales people accessing/performing accounting functions? 
      • How do they currently handle refunds and disputes? Refund policy? Manual process?

      Current Reconciliation: Manual? Partly or fully automated using another software?

      NetSuite Workflows: Do they currently have any workflows Paystand needs to embed into? Are they looking for Paystand to build any? What business process/logic is triggered when a payment is received/recorded?

      Bank for Operating Account: Bank where Paystand will deposit funds or pull for refunds. 

      Estimated Revenue:

      MRR:

      ERP: NetSuite

      VAR: 

      eCommerce: List No or identify whether Magento, WooCommerce, SuiteCommerce Advanced or Standard

      Needs/Pain Points/Why Now: 

      Paystand’s Features They Want: Moving away from CC (Fee Management), autopay & automation to handle future growth, etc. 

      Paystand Modules Included: List all that are included and indicate if any are still being evaluated as necessary to start with by their team. 

      What's Been Covered: SuiteApp, Portal, Credit Memos, Fee Management, Virtual Terminal, Autopay, Lockbox, etc. 

       

      STOP 

       

      Does your deal have any of the following? Then your deal requires an Advanced Tech Call.