I agree with all your points,
@Wayne Schulz. No arguments, as there is a
reason that these people are on ancient software. We can't turn a "D" into "A" (unless it has all-new mgmt -- when they usually also go looking for non-Sage). But D into C or B (on an annual agreement, ~current software, etc) is possible.
Selling is hard. Even harder with these folks. Which begs the question, "why do I keep them around?" Will a consultant actually lose anything if they inflict themselves on another one? That's the question each of us must answer.
I've found that organizations only go looking for another solution, including a major upgrade like this, if there is a change in top management or a catastrophic, near-death experience with the system. Otherwise inertia rules.
To make this happen, we must have a decent plan outlined to discuss with them: a short presentation about how the new version would help them individually, an expensive assessment outline with 50-75% applicable to the next step's fees, annual agreement with a rock-bottom price option to anchor the 2 above it you think they should use, a 3-option upgrade plan, etc.
But we can't do "value pricing" if we don't have a sense of what could be valuable to them. This is the really hard part: engaging two people to discuss what they could benefit from; the first is the accounting supervisor and the second is somebody higher, probably 2 levels above.
So, as your response implies, this is essentially an intelligent-selling problem, when it's possible at all. Ain't easy.
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Jerry Norman
President, 90 Minds
Smartbridge Partners
512.419.1444 x112
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Original Message:
Sent: 08-25-2019 10:04
From: Wayne Schulz
Subject: V3.2 schema???
WRT @Jerry Norman, I see a fair number of these types of inquiries which are upgrades from very old version. I feel I lose to:- no decision / DIY- other partners who are slow/have consultants "on the beach" and "make an exception" and quote a lowball hourly rate/hours (I sense this happens more than we think but can't prove it)I agree it seems fairly rare that a D- customer upgrades themself. I also find those who are hanging on Sage 100 only because they are a small sub or going through an acquisition usually don't grow into A customers. It's very very tough to convince a D customer to pay for an assessment. As a matter of fact, it might be that lack of willingness to pay for a reasonably priced assessment is a great way to filter inquiries. Unless a random web inquiry has a big hidden secret and thinks my assessment is underpriced I find 95% of ransoms never reply back at the first mention of a fee (which I often use as a polite 'no')
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Wayne Schulz - Schulz Consulting - 860-516-8990
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Original Message:
Sent: 08-23-2019
From: Jerry Norman
Subject: RE: V3.2 schema???
Prospective customers are tough in this area. Happy to hear you're getting something for the value you create.
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Jerry Norman
President, 90 Minds
Smartbridge Partners
512.419.1444 x112
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Original Message:
Sent: 08-23-2019 10:08
From: Michelle Forsey
Subject: V3.2 schema???
Ha! @Jerry Norman I get it! We are absolutely billing for the evaluation time! Taking them to 2019 and (truly) they don't have a need for Point of Sale, so we are just using Invoice data entry. This guy isn't a client yet - He actually worked for Eide Bailly back in the day as a CPA, so I guess we have a little soft spot for each other. When he does sign on to do this deal you BETCHA we will have a service agreement!! Although, I doubt it will renew ;)
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Michelle Forsey
Eide Bailly, Inc.
801-456-5470
Original Message:
Sent: 08-23-2019 00:31
From: Jerry Norman
Subject: V3.2 schema???
I'm not offering a tech answer here. I offer a customer value answer. And ... I'm feeling cranky tonight.
Somebody needs to approach the CFO and explain that they have pushed the system ~20 yrs on borrowed time. Without new, improved incense to burn to the magical tech gods, it is time to move up or on. Sort of like the guy with bad teeth who managed to deal with fillings and other things until the tooth split or crown impacted and had to pull; resulting in bridge or implants. Yikes! But you knew this day was coming.
With respect, this customer is not worth the hassle unless you can get them to spend the money to get into the 21st century. Really. In Klessian terms, a D or F customer. No profit.
Offer some options to them:
- upgrade through 2018 at least, with a modern POS, such as Fusion
- an upgrade like this is a big deal. So an evaluation project (paid) to compare what else is out there.
- referral to another Sage partner who will put up with this nonsense.
I will bet you this customer is not on annual knowledge agreement? Probably paying hourly? Why do you return their calls? As I warned you, I am cranky now ...
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Jerry Norman
President, 90 Minds
Smartbridge Partners
512.419.1444 x112
Original Message:
Sent: 08-22-2019 16:15
From: Wayne Schulz
Subject: V3.2 schema???
I think you're right and I can't find any of the old POS online anywhere since SWK stopped supporting it.
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Wayne Schulz - Schulz Consulting - 860-516-8990
Original Message:
Sent: 08-22-2019 16:02
From: Michelle Forsey
Subject: V3.2 schema???
yes? But 3.71 doesn't have the Point of Sale module (unless I am remembering wrong?)
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Michelle Forsey
Eide Bailly, Inc.
801-456-5470
Original Message:
Sent: 08-22-2019 16:01
From: Wayne Schulz
Subject: V3.2 schema???
Can't you upgrade them to 3.71 first and go from there?
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Wayne Schulz - Schulz Consulting - 860-516-8990
Original Message:
Sent: 08-22-2019 15:51
From: Michelle Forsey
Subject: V3.2 schema???
Welll... there is the caveat. Their system crashed (Surprise!) - so now they are asking us to see what we can do about an upgrade with some ODBC data extraction. Very amenable client, realizes that it's not all going to come over - but I am starting from the ground up. My usage and knowledge only goes back to v3.71.
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Michelle Forsey
Eide Bailly, Inc.
801-456-5470
Original Message:
Sent: 08-22-2019 15:43
From: Eric Lunceford
Subject: V3.2 schema???
Do they have Report Master or Import Master? (assuming this is a customer running this version.)
Didn't those modules have a Data Dictionary Report?
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Eric Lunceford
First Mate Business Solutions
Oklahoma City, OK
877-880-8960
https://www.firstmatellc.com/