Summary
Principales variables:
Casos especiales:
Campos informativos básicos:
Campos que determinan la calificación del lead:
Decisión sobre campos adicionales:
Diferenciación por tipo de plan:
Flujo principal:
Notes
Transcript
Vicky, how are you? Hello, how are you? All quiet. Also, a little better. I was almost about to cancel you because I had a fever yesterday. No, what's wrong? You should have told me. I slept all day. No, but today I woke up better, so... Fortunately, I was able to recover a bit. Fortunately, shit. Yes, that's it. I got a rest day. A day off.
I've been to Buenos Aires, I had a bad night's sleep, so this is the end of Chill. Listen to me, we have to review the plans that you had sent me. What I've been working on is the pricing part. Now I'm going to show you everything the same, but like in the Customer Journey, which you told me about. First, I wanted to ask you...
Did you see on the pricing page that you had sent me? If those plans are the correct ones. That is, the limit of people. Yes. Good. Let's see if today it has info about... Yes, I think it says about so many people. Good. Yes, those are ok. What will happen in the near future is that a plan will be added.
It is much more basic than the ones there. It has no cost of implementation. It is simply for freelancers. It's all self-managed. We are still testing it, so we don't incorporate it as a real proposal, but... In the short term, it will be there. So I don't know if you prefer to incorporate it or not. I mean, yes, it's not a problem. Wait, I'm going to look for it here.
I mean, it would be a fourth shot. Yes, yes. I understand perfectly. But well, with the logic that you had proposed, that it was like a shot that occupied the whole page, and you were switching between the different ones, it wouldn't be such a problem, right?
It wouldn't be adding a column. Sure. Why am I putting this here? Because... I was thinking about this. First of all, you offer an implementation service, so the call to action is to schedule a consultation. There is no way for me to start for free without you, right?
No, except with this starter, where you do have a 15-day free trial, and then if you like it, you buy it. But otherwise, no. I mean, for all the other plans, no. So, what came to my mind is that you had told me that this is more than anything symbolic, because...
It doesn't vary, it doesn't determine the price. I only have to mark one. And you do... you had told me that what you are looking for is an integral implementation. This doesn't really work. It wouldn't be working because the idea is to assume that they don't know and that you are going to implement everything. Correct me if I'm wrong, ok? Yes.
Maybe this gives you information, but it generates a bit more friction than is necessary, right? Because, as you had put me in the ideal client, I assume that I don't know this, right? This doesn't tell me the price, if I choose 1, 2 or 10. I thought of something very similar.
Now I'm going to show it to you. I was designing it, then I went back and forth, but I would put a slider directly. From 2 to 5, Plan Starter. From 6 to so much, the same as we have here, but instead of doing this, because you see, it's a straw that I'm going up, and it just changed me there. It's much easier with a slider.
Let it be directly that, because what we want to show here is, tell me how many people are going to use it, or how many people need the implementation. And based on that, I calculate your estimated price or plan. And I tell you how much you would save if you did this separately. Sure. I mean, yes, on the one hand...
You're right. The factor that will determine the plan the most is the number of users. Perfect, so that's it. Now, there are companies that... They want to start with the basics, even if it's something integral. It can be with stock management, accounting, for example, and sales.
That's the most basic thing we usually implement for our clients. They start with the PIME plan, so to speak. So that they have more employees. There are some things that complicate the implementation, such as integrations with MercadoLibre, or import and export management, manufacturing, like carrying out the entire manufacturing process. Those are some points that also contribute to determining the plan.
It's true that the variable that impacts the most is the number of users Because, I don't know, a company that wants to carry Purchases, sales, inventory and accounting If there are 30 people They won't go for the most basic, the PIME. Totally. What I was going to say. And these integration issues, which are important.
They discover it once the client is their client, maybe in a later stage, or in a call. That's it. Once the lead enters, that's when the commercial relevance process starts. There are 6 SDRs that are writing on WhatsApp to understand if what we can offer the client is useful.
But yes, we tend to notice that information in the so-called relevance or in the conversation of relevance. That's why. For me, it is to make it more complex. The goal of the web is that people make a call, and that call is going to be guided. This is going to work as a starting point, so...
Maybe it would be good to make it visible, at least the four most frequent ones that you told me, which were sales, accounting, Yes, sales, purchases, inventory, or projects for service companies. But I don't know if I should click it, right? Because, as you said, it's not a determinant.
I would do that calculator that... Yes, maybe it's even more decisive to understand where they come from. Like, I've been using Excel, I've been doing everything manually, I've had several systems disconnected that didn't... I can't include it, but I don't know if it's too much to ask in this instance.
If you're going to ask something, it's a question you need to know, and this is the best time to do it. Of course. These are questions you need to know, but maybe it's not the best time. Maybe you can ask that to someone. You can say, well, tell me how your processes are today. I mean, the pricing doesn't really change for you if the person comes from Excel or not.
Yes, yes, yes, no problem. So, what I would do is... I'm going to show you a little bit. This, let's call it Roy's calculator, or Plan's. I want to put it both in the home and below the pricing page. So it will be on the pricing page with the plans, the comparison of the plans, and below the calculator.
While I'm thinking about it, it does happen that there are times when it's a small company, maybe 1 to 5 users, But due to the complexity of the implementation, it's not a PIME plan. That happens a lot. Ok. I don't know in that case how. But well, also keep in mind that it's an estimated budget.
I don't know. The thing is, if we are going to give a very different journey to each... Yes, no. I mean, you are telling me that it is common for small companies to have complex integrations. How do you manage that? We just realized that during the call.
It also depends on the field. I don't know, if it's a field that we already have in mind, it can go for a more basic implementation. And it could be the PIME plan. There's something that... Because we're talking about two different things. This is more like a calculator. It's like...
But well, one of the things that also contributes to knowing well what the plan is, is this. What are the processes with which they want to start?
...to determine what we are going to offer. One, a good number of users. Two, what do they need to bring to Odoo? And this also influences where they come from. If they come from another system, or from several systems, we are no longer going to offer them the PYME plan, because it's like, well...
Do you want to improve your current operating system and go to a more complex, more robust system? Ok, you're not going to go to plan B, you're going to go to plan... I don't remember what it's called... for medium-sized companies or something like that.
What processes does it want, and what integrations does it want, more or less. That it checks. The thing is that you, or the sales team, when that call arrives, when that lead arrives. You already have basic information to say, look, I got this lead that comes from this company that wants these processes, that has this amount of users and that wants more or less these integrations.
What are these things that determine? I should go over it with one of the SDRs, if you want me to compile that info. We have name, last name, phone number, corporate email, company name, section. I would take this out. Users. No, pero rubro lo vamos a tener que dejar porque también es algo muy importante porque ya, dependiendo del rubro, nosotros tenemos automatizaciones que
It's like, well, if you're from that area, we already know it's going to be like PINI, so we're sending you this message, and another one from another... I was referring to... I don't know if we're going to continue with this same list or not. Ah, no. That, for me, would have to be reduced. I wouldn't reduce it to, I don't know, commercialization, services, manufacturing.
Education, because it's also there, and I don't know, other layers.
The phone number, why did they include it?
No, we put the prefix because sometimes people filled it in wrongly. I mean, it could have been 1, 5... Because it's a data that you ask for a lot. Ah, because we send you a lot of WhatsApp. Great, perfect. And... Ok, and the company name? Do they put the name or the link? No, they put the name.
Yes, I mean, it's fine. I would like to make a double click on this integration, whether it is yes or no. Or if we type in which integrations you would like to have, or I don't know, the same thing as this, right? Like payment market, cloud store, whatever.
I mean, I don't know if... It's like... I don't know if that's the only thing that will determine if the company will go for one plan or another. It's more like a set of things. And it's more like, well, what things do you want to bring to Odoo? One of them can be...
The sales of Mercado Libre, the sales of Tienda Nube, the imports and exports, all my manufacturing process, Or... I'm thinking here of what other things could be. I'll find out later. But it's one of the things that makes the implementation more complex. It's not the only thing that makes it more complex.
I want the sales team to have as much information as possible so that they can later qualify the lead and say What plan is convenient for each one of you? Yes. For me, a very good piece of information is how the company is managed today. Because if it's a company that manages with Excel or manually, like it never had a system before...
This is a very good indication that JROC is going for everyone's most basic plan. Ok. On the other hand, if you already have a system, even if it is local, or several systems, each area has a system, it usually happens a lot. But it doesn't have anything centralized. That gives you an indication that it's going to be a more complex plan. Because you have to input information.
They probably want to improve what they do nowadays, so they will want to bring in more things. Perfect. And which of the two is the most frequent? I mean, Excel or... Excel. Excel. Yes. More than anything, because the largest volume of elite income are very small companies that usually come from Excel Great Great, great
More than anything, Meta. Today, Meta is the channel we are pushing the most, because it is the one that attracts us the most. Generando. Ok, perfect.
Maybe this could be... I'm thinking if it's convenient to leave it as an open comment. All of these, from name to category, or not to category, but from name to company name, all of these, They are more than anything informative. They are not descriptive. You don't get information from the lead. These are the ones that give you information from the lead. So these are the ones that you get.
But it has a rather archaic solution. The ones that I think will go more to the right. Today, but just recently, in Meta we are trying a new campaign where in the instant form we ask more questions. Because they were entering the release with very little info, in an instant way, so we said, well, let's try adding a couple of questions, and one of those is, well, how do you manage a company, and we had put that. Excel, or manually, or Excel, I think it was Excel, then it was a local system.
A proper system. Many have these systems developed by a cousin, a nephew, and they stayed there, very old, they don't have them in the cloud. Then, another option was several systems disconnected from each other. Or others, for the doubts. That really interests me. If you want to show it to me or tell me.
If you remember the questions that were asked... Because that's super important.
What department does your company belong to?
Here you have the four categories, services, merchandising, manufacturing, and lack of education. Lack of education, because for everything related to education, we have campaigns, the meta part. They are 100% focused on education. All these ads, with the videos and the content we have here, are for these three areas.
Yes, that's the one.
Also, instead of going to, well, how many users, maybe users was a more technical term, or that people don't understand, well, what is the difference between a user and an employee, or whatever, then we put directly How many employees. Yes. Yes, yes. How many people are going to be using the system? Specifically. Of course. If you put another heading, it will tell you, OK, tell us which one.
So, all the plans would go to that form? Yes. We'll have to see later if... I don't know, for a certain plan, we want you to schedule the appointment. I don't know how to do it. I had put it like that. We have the free plan, like Start for Free, Freelance.
And that's why it's gone. What we always do is, the plans at the bottom, complete the form, otherwise the calendar will be filled up. So, the freelance, the freelance that starts alone, and the IME, that's the one that completes the form. And the higher plans, like enterprise, that's where we schedule a direct voice memo, because it's generally something much more personalized, there's a lot more money involved, so it's like, well, let's go straight to it, I'll put you on the phone with someone.
That's what we always do, right? Because today we have a calendar of appointments for each plan. I mean, I don't know, the PYME plan, we have an appointment schedule that is 30 minutes long, with a specific selective. It is a voice memo that is taken by all these companies, and the agendas are 30 minutes long. Then, for the intermediate plan, we have another meeting agenda, which is one hour long.
Now, what remains to be seen is... To finish closing, it's like... Any going to action before... In it, it doesn't say that all the users go there. But they are going to see the pricing. And based on that, they are going to print what they want. If you want, the call to action is to schedule a demo.
Yes. That generate a demo has to take you to the form. If later you are in doubt and from the home you go to pricing, that you will also be able to generate a demo, you will be able to do it. But the call to action entry cannot take you to the pricing, right?
Because if I am already decided that I want to generate a demo... I want to generate a demo, I don't want to see the pricing. So, yes, obviously, then how to motivate the person to go to the pricing, because it is an important page. But no, if you want to start, let's start. Ok, good. So, on the rubros page, for example, at the end there will be this calculator.
¿O va a haber un formulario? En la página de cada uno de rubros no va a haber un formulario. O sea, la que probamos. Ah, OK. The calculator is actually another component that appears in the scroll. I would also include it in the heading page. But actually the calculator is not...
It's more than anything that it's useful for the person to see what's useful to them, right? So that they can calculate it. Yes. The calculator doesn't replace the form. Ok, ok. And then you can say, OK, you've seen everything that we can offer you for your field. And then it's, OK, tell me, what size company are you? Or what profile are you? And based on that, I already offer you a call to action.
I'll explain. And depending on whether it's medium or large, the punctuation that you need to follow and the route that you need to follow will appear.
Here, you have to take it to a call, unless we're thinking of another SaaS model, where the person pays directly from here and starts. That's another topic. Ok, so it's more on the side of, I don't know, the people who classify the leads, our internal or our SDRs later with the info that arrives in the form
To offer him one thing or another. Exactly. Yes, because what you had told me is like... Due to the number of employees, you would have a PYME plan, but due to the integration issue, you don't have a PYME plan. So, the path you are offering me is not entirely correct.
I have to go to another meeting. If you don't mind, on Monday I want to start doing the landing for the rubros. Good. Go ahead. Super clear. Obviously, in terms of design, there is still a lack of precision. This is more like a high-level wireframe. But if you stop by on Monday, or if you want, Tuesday, start gathering all this information from the four branches to put together the landings, and think about the structure and the landings of each branch.