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Cyvatar Sales Process for Resale

What Is the Cyvatar Sales Process for Resale Partners?

       

Stage 1: Prospecting 

Cyvatar Resale Partners are responsible for Identifying and Qualifying their potential customers. To help you identify potential partners we have provided summaries on ideal customer profiles, buyer personas and competitive information.

  • Cyvatar Ideal Customer Profile: The Cyvatar Solution is built to support customers of just about any size. However, like every product we have a sweet spot.  Summaries of two target profiles are below. For a detailed overview see Article: Ideal Customer & Buyer Profiles
    • Profile 1- Small Business: Companies with 25-500 employees and less than $42MM in annual revenue. Usually founder led, with no dedicated security staff or very limited staff. May have 1 IT professional that doubles as security. May have some security tools in place. 
    • Profile 2- Mid Market Business: Companies with 500-2000 employees. Often has security tools and staff on hand, but are not sufficiently protected. 
  • Buyer Profiles:  For more detail on potential buyer profiles please see our buyer profiles document 
  • Competitive Matrix: Available here

 

Stage 2: Engagement with Customer 

Once you have identified potential customers, engage them.

Recommended Engagement Process 


Stage 3: Sales Pitch & Demo 

Once qualified you’ll want to set up a longer meeting with your prospect to provide a sales pitch and short demo. Sometimes the pitch and demo are combined with your qualification call. 


Stage 4: Proposal 

Resale Pricing & Proposal Manual

When providing a proposal to a potential customer, you may propose a standard or exclusive package or a custom package. Below is the process for proposing and closing each type of solution.  

Standard or Exclusive packages 
  • Complete Proposal Proposal Template  (located in the proposal manual)
  • Select from standard packages or exclusive channel packages 
  • Apply applicable channel discounts using the pricing table in the Resale Pricing & Proposal Manual
  • Ensure all requirements are met (for example minimums) 
  • As long as all requirements are met, you may send proposal directly to customer. 
  • Also send a copy of proposal to channel@cyvatar.ai for deal registration. When sending proposal to Cyvatar please title your email as follows: DEAL REGISTRATION: [your company name] - [Customer Name] - [Package Name] - [Quarter/Year] 
Custom Package 
  • Using Custom Pack Creator in the Resale Pricing & Proposal Manual 
  • Apply applicable channel discounts using the Channel Pricing table 
  • Ensure all requirements are met (for example minimums). Requirements can be reviewed 
  • As long as all requirements are met, you may send proposal directly to customer. 
  • Also send a copy of proposal to channel@cyvatar.ai for deal registration. When sending proposal to Cyvatar please title your email as follows: DEAL REGISTRATION: [your company name] - [Customer Name] - [Package Name] - [Quarter/Year] 
  • As you negotiate with your customer and make changes to proposal, send periodic updates to channel@cyvatar.ai  
Non-Standard Custom Package 
  • Any proposed custom package that does not fit requirements in the Resale Pricing & Proposal Manual must be approved by Cyvatar BEFORE sending to customer. For approval please reach out directly to your channel manager contact.  
  • If Approved, Cyvatar will send an approval email. You may then forward proposal to end customer. 

Stage 5: Contract/Check Out 

Once customer approves proposal and wishes to move forward, reply to the Deal Registration email sent out in the previous step with a final updated copy of the proposal.  

Cyvatar will register any change from the original proposal and generate a proposal/check out link.  

Send this proposal/check out link to your customer for them to complete their transaction. 

Once transaction is completed,  

  • Cyvatar will send confirmation email to both you and the customer. 
  • You will receive an hand off email from Cyvatar.  
  • Deal will post in your Cyvatar referral rock instance along with estimated commissions. Commissions will be approved once customer is launched and live. 

Stage 6: Hand Off   

Resellers will be asked to complete a hand off template with relevant customer information for Cyvatar Member Experience team.  

Once received Cyvatar MX team will then proceed with our standard onboarding. If you wish to be included on the kick off call with customer, please indicate so on the hand off sheet.  

Stage 7: Launch 

For our standard onboarding procedures please see Article: Standard Onboarding Process