Questions they may ask on proposal Flashcards
Why 4 IP addresses?
IP addresses don’t cost a lot of money, we wanted to dedicate 4 so that for any reason you need one at a later date you have it. You wont get an 1,000 invoice
Annual Payments?
Payment schedule with Braze is Annual – major aspect of how we have been able to advance as an organization is having customers pay upfront annually. That benefit comes back to you as we can hire quickly, bring on engineering team to build the things you are looking for now rather than 6 months later when we have the money. Helped us stay ahead in the market
2 year contract?
based on 2 year commitment. You are going to spend time getting up and running, getting integrated, building everything out, so hopefully these are not things that you are changing every single year, people would pull their hair out if that was the case.
How long should IP warming take
A matter of weeks for your size, but I can run that buy our support team in you need more exact numbers.
Head to head w/iterable - talking smack
I have been in the space for a while, I know iterable pretty well and seen them in many other deals. So I’d like to reserve the right at some point in evaluations they like to talk about us quite a bit, so if and when the time comes, if they start to put that out there a little bit I’d like to at least have the chance to talk to you about it… haha
Whats the typical increase in price?
o In our terms of service you are protected by 7% - which is typical in the SASS space. Although I have been here for two years and we have not raised rates during this time
o And even if it does go up, you can use your current price point as leverage to negotiate your renewal – you are in a position of power.
Shelf life to onboarding?
For us there is no shelf life to what onboarding means to us, we have some customers, Skip the dishes integrated both of our SDKs within 48 hours and were up and moving with in 1.5 weeks – obvi not the norm
o Or onboarding could be 2-3 months for some people. Really depends how fast or how slow our partners move, and the amount of time and resources they can dedicate to it. There is no closure – of a 30 day end point
What does the hand off/transition look like from sales to client side?
So the level of the due dillegence that we are extracting all this info from you right now, will all be carried over to that next team seamlessly so they are prepared. We have an internal planning meeting that’s over 90 minutes long where we actually walk through all the info that we heard throughout the evaluation. Then meet with Onboarding account manager, customer success, and director of customer success all join that meeting as well. So the handoff is fluid, then the Account executive, and manager stay on that first call, meeting as well.
How are you different than iterable?
So from an email standpoint, I think they are a good option. I don’t doubt their ability to deliver on email for any customer, but where they fall over is on the mobile side. It can be anywhere from not updating IOS and Andriod right away, they often wait 8-9 months to update their software to work with it. All the way down to certain feature sets, issues that come up with a non SDK approach. Theres a long list of things we can provide there but for sanity sakes I think Ill just leave it there haha.
The main thing I think is unique to Braze, when you see a logo from us, when you see us across our customer base, over 90 percent of our customers are using us across 3 or more channels. That is extremely unique to anyone in this space. So when we talk about our proven scale, across al channels, and actually having most of our customer base actually utilize us for most of those distinct channels, that’s an experience that is really untapped in our space. We see some people who throw logos on their website that they work with a certain company, but guess what, they don’t use us for mobile, they actually use urban airship. They place the logo for email but they cant support them in a cross channel capacity. So those are things that people need to dig in on, they look service level but there are some real aha moments that come after research in this area.
A month ago I worked with weedmaps down in irvine. Long ago we went through an evaluation with them and were up against iterable/ Iterable painted a picture that they were going to be able to solve for their use cases (geolocation) and that iterable will take a non STD approach, we will just wire these things up with API’s and it will work the same way. So the installation essentially fell through, they made a lot of false promises on the mobile side and it ended up not being able to come to fruition. So the folks over at weedmaps were obviously livid, and they had to eat the last 14 months of their contract and they ended up moving over to Braze. So they made that move to save about 10,000 and then in the grand scheme of things, ended up losing ten fold that, having to eat 14 months of an iterable contract while paying for ours.
Is Braze GDPR complaint?
We are certified as both a processor of data and owner of the data which is unique to others in our space. This due diligence means Braze will also be CCPA compliant when the California law takes effect Jan 1, 2020.
For further context, Braze has a global customer base and manage GDPR compliance for global organizations like Microsoft, Samsung, Delivery Hero, and many others. (edited)
