Pricing / Sales Process / CSM / PS @ UpSlide

Question 1

How much is user licence price for UpSlide Full (also called Classic)?

And how much is the admin module?

Is it branded?

Can you buy on the portal?

Answer 1

€680/user/year

€2000/user/year

Yes

No

Question 2

How much is user licence price for UpSlide Essentials (also called Branding)?

And how much is the admin module?

Is it branded?

Can you buy on the portal?

Answer 2

€320

€2000

Yes

No

Question 3

How much is user licence price for UpSlide Power BI?

And how much is the admin module?

Is it branded?

Can you buy on the portal?

Minimum licences?

Answer 3

€230

€2000

No

Yes

25

Question 4

Which features are always on option?

Answer 4

Facing pages
OSM
Template selector + proposal wizard
Modeling features in Excel
Tombstones
Logo finder

Question 5

Where do you find the consulting inputs to map out and price a project scope?

Answer 5

Excel library

Question 6

What will help you build out a more healthily scoped deal?

Answer 6

Getting the things necessary from the client and being really clear on their requirements for tombstones/bios/branding.

The better you know this before signature, the better

Question 7

What are the agreements / checks that hold your deal up?

Answer 7

Legal / IT checks (aka the Paper Process)

The earlier you go through these, the less likely you are to stall at the end of the deal

Question 8

With the identified pain, what do you need to ask yourself to make sure you have uncovered a compelling pain?

Answer 8

Keep asking: ‘so what?’

They waste time not linking, so what? So they have less time to spend on high value work

They have less time to spend on high value work, so what? So the work they produce for their clients isn’t as good as it could be

Their work isn’t as good as it could be, so what? So they are losing some deals and not winning as many as they could.

Question 9

What is a commitment in the pipeline?

Answer 9

It means we have a high degree of confidence that it will close on a specific date

Question 10

When a prospect tells you they have discussed / will discuss this in a team meeting, what should you do?

Answer 10

Always probe and ask questions about the team meeting. Who’s in the team? How often do you meet? Why do you meet? Would it be fair for you to meet with them too?

Question 11

Should you put an account sync (25 mins/month) in with CSMs?

Answer 11

Yes - 100%

Question 12

What is the AE responsible for on CSM side for accounts?

Answer 12

contract renewal
growth
new modules
costings

anything commercial, kind of good cop bad cop setup

Question 13

Which accounts have the most growth potential from a CSM perspective?

Answer 13

The ones who don’t have much love or have very small users; spending time on CSM support / asking for their help will really help grow that opportunity

Question 14

How much difference does it make for the AE to engage with big CSM sessions? Like business reviews / in-persons?

Answer 14

A big difference. It keeps the AE a familiar face who doesn’t just pop up when commercials need to be discussed.

You will also get a lot of information needed for upsells

Question 15

Where do you find all the usage stats for accounts?

Answer 15

Power BI > Success > Account Management

Question 16

What can be a quick win ARR wise from the portal?

Answer 16

Looking into pending requests; all the people who don’t have a licence but want one. Could be easy to add some licences

Question 17

What’s the 2 most important things for the PS team to receive from AEs?

Answer 17

We need to get them materials; this is the key bottleneck for PS team

MEDDPICC fields, as detailed as possible, key for context about the partnership

Question 18

When does licence start date from close date?

Answer 18

60 days after close. PS team need to get them onboarded (everyone rolled out) and on-time for 60 days post close

Question 19

What are examples of materials the PS team need?

Answer 19

Examples of what they need to build out

PPT: TOC slides, cover slides, example of entire pitchbook/IC

Excel intake form (formatting sheet sent by us for them to fill out)

Question 20

How do you decide who will be the Consultant on your project?

Answer 20

There’s a template to send to Ella with key deal info + Ella will assign a consultant (often in their Monday Afternoon PS team meeting)

Question 21

How do you handover materials to PS team?

Answer 21

In Sharepoint go to:
Client data -> make a copy of client data with new name -> put materials in here

Question 22

What do you do to prepare for a KO call?

Answer 22

Find and fill in the KO deck:

Services and success Library -> kickoff and information gathering -> Kickoff EN -> Kick off EN deck

Don’t have to fill in entire deck, but project deliverables is most important

Question 23

What is the standard number of shapes/objects + slides in the Library?

Answer 23

25 shapes/objects + 25 slides

More shapes/slides = more cost

Question 24

What is a PIR?

Answer 24

Project impact review; consultants responsibility to sort it out. They just might ask you for some input / to join the call to discuss expansion talks

Question 25

What’s a very premium thing to do on call with a consultant?

Answer 25

Fill in the next step slide in the PIR so it’s on the slides when the consultant arrives to it and they don’t have to come off and do it manually

Question 26

How do you get pre-sales support from PS team?

Answer 26

Send a request to Ella with very specific requests and a concrete ask for what you need before the deal has closed. Give a guess of time spent too

Question 27

What is normal + to be expected for a project rollout?

Answer 27

Things always go wrong on a project, that’s fine and par for the course, but PS team are structured and so the more structured you can try to make it, the better.

Question 28

What is the point of a scoping call?

Answer 28

To find out exactly what the prospect needs for their rollout; licences, modules, templates, training sessions + admins

Will cover everything and make sure that off the back of it we can build a proposal / quote.

Question 29

Where can you find materials for the scoping call? And what materials do you need?

Answer 29

You will need the scoping deck from the PPT library

+ scenarios pricing sheet in excel (saved in AE folder)

Question 30

Is VAT included in our quotes?

Answer 30

No

Question 31

Do we offer the Link only?

Answer 31

No, only in rare occasions with HoS approval

Question 32

What’s the minimum licences for neutral / branded?

Answer 32

Neutral is 5 minimum + €4k ARR

Branding is 10 minimum

Question 33

Do small upsells need a signature?

Answer 33

No, they can send email confirmation and just buy through the portal

Question 34

Who creates the client data folder in Sharepoint after a deal is closed?

Answer 34

You do. You need to create a duplicate of the template and pack it out with relevant info: customer information form, invoicing etc.

Question 35

Can we mix offerings? Give examples

Answer 35

Yes we can. Can do a mix of UpSlide Classic and Essentials. However we can’t be flexible on headcounts for these.

e.g., Rothschild + ADL

Question 36

What is the process after you have buy-in and up to proposals?

Answer 36

Scoping call -> get materials -> send materials to Ella to get validated -> send proposals

Question 37

What should you discount from the PS offering first?

Answer 37

The project management cost goes first. This is trimming the fat, don’t cut out a big chunk of meat by discounting a load of PS services

Question 38

What is a statement of work?

Answer 38

It will automatically be populated in the Quote from SF, but it just outlines the core functionality of the PS team and the work they will carry out for the client.

It essentially defines what the days the prospect has bought will be spent doing

Question 39

If someone asks why the pricing for the implementation is what it is, what do you say?

Answer 39

Re-iterate the value that’s being provided. We make sure they are setup to success, in order to be successful a certain amount of work needs to go into setting them up. This is what they’re paying for.

Question 40

How should you posit the PS pricing?

Answer 40

Anchor the licence fee high and make sure you put all PS training in initially. Then you can slightly bring it down

Question 41

Is the admin a user? Or an option?

Answer 41

It’s an option on top of the user. So if they want 30 licences + 1 admin, they need 31 licences.

Question 42

Why is the admin so key (and expensive)?

Answer 42

They support the success of all the other licences and the success of the spend

Question 43

Benchmark for number of admin licences?

Answer 43

Up to 35, 1 admin is fine
Up to 200, 1-3 admins
Discounts come in after 3 admins

AM have specific admin pricing as they often need far more admin licences

Question 44

Best thing to do with someone who is asking for a discount?

Answer 44

Ask them why in a nice way. Dig deep. Discover on the proposal. Work out what’s going on their side

e.g., ‘I’ve presented an annual fee, I’ve presented a setup fee. Is there anything here that doesn’t fit into your budget?’

If they say yes, it’s setup, then take things off the setup and test them on whether they truly need it or not.

Question 45

How should you explain our pricing and the way it is structured?

Answer 45

There are two core componenets to our pricing model.

One is a licence subscription

Two is a setup

Our licencing starts from a minimum if 5 licences and the catalogue fee is €680/year/licence

Setup is priced in consultancies days and costs €1400 per day and carried out by our expert in house team.

We can run through this in a scoping exercise and calculate specific pricing at some point in time.

e.g., Volume discounts of course do apply at certain thresholds. For example, boutique (industry firm) round the corner will be paying list price as they only have a handful of licences but Rothschild who have this rolled out to everyone of their client facing teams will have a significant discount.

Question 46

How does our marginal pricing work?

Answer 46

Licences 5-50 are always €680 no matter what. But the 51st licence will be reduced to €470.

Question 47

What is an example of a power BI only licence?

Answer 47

Expand BCG

Question 48

Why would someone buy through the portal?

Answer 48

Save €390 on paying for the licence management platform

Question 49

What’s the standard training most partners will receive?

Answer 49

90-minute end user training, 60-minute admin training

Question 50

What is the standard setup price?

Answer 50

£10-12k

Question 51

How to tell if several Templates sent across by the Prospect are REALLY several or if they’re just one?

Answer 51

Look for:

• how many differing TOC slides there are
• how different the colours are in the toolbars across the Templates
• if there are structural differences to the slides or if there are just slides with different appearances