WORKetc Sales Overview

confidencetoughManagement

Nov 20, 2013 (3 years and 10 months ago)

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WORKetc Sales Overview

for account executives.

WORKetc
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WORKetc


the company.

WORKetc
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Established Australian company with an international customer
base.


Provider of productivity software to small businesses for over
eight years.


Lead product is an online software platform that helps small
business become more productive through automation and
best
-
practice systems.


Think of it as a “intranet
-
in
-
a
-
box” for small business, but with
enterprise
-
level functionality.




What actually is WORKetc?

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WORKetc is a collection of integrated software tools that provides
small business with a powerful web
-
based system ready to improve
workflow and management. It automates key tasks and processes to
help make a business more efficient


and an efficient business turns
better profits:


Manage sales leads from collection through to conversion and then
customer


Share documents between employees contractors and customers


Manage projects between participants including Gantt charts, project
milestones payments, shared documents, timesheet tracking and project
history


Organise meetings and plan events which companywide calendars


Better support your customers through online customer support


Create detailed invoices and keep track of payments


Quick product overview.

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Customer relationship
management (CRM)


Project management


Lead management


Sales pipeline


Billing and invoicing


Shared contacts


Web forms


Document sharing


Management reporting


Customer support
management




A total management software
suite for small businesses.


Available online through a secure
website login.


All software tools work together to
help small business become more
efficient.



For example, the contact manager
shares information with the timesheet
tool, which in turn shares billable hours
with project management, invoicing and
management reports.

Why the time is right for WORKetc.

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Small business is aware they should be better utilising the Internet,
but are unsure how best to do this.


Additionally, small business is historically bad at putting in place
systems and processes required to build a sustainable business;
ready to manage growth, generate profits and ultimately successfully
operate for the long term.


Increasingly, small business operates virtually with employees and
contractors working remotely, yet these businesses are too small to
afford dedicated infrastructure.


WORKetc addresses these issues with integrated software modules
that help a business to benefit from automation and collaboration, as
well as to conform to a set of simple business processes.

The perfect WORKetc customer...

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Is a small business with 1 to 15 employees or contractors.


Any business that sells a service or product and is looking to
benefit more from the Internet.


Businesses that have an immediate need for WORKetc and are
the easiest to sell to include:


Any business service providers such as marketing, legal
services, virtual secretaries/assistants, design firms, advertising
agencies, financial services, and IT support.


Any small businesses that employs contractors or run projects.


Any small business that operates virtually with remote staff.


What does WORKetc look like?

Nice curves, slick interface and a database to die for.

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“Intuitive & a pleasure to use.”

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Problems WORKetc Loves.

Common problems small business owners have and how WORKetc
fixes them.

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Problems and Solutions.

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WORKetc is designed to help a small business owner better
manage their business.


In doing this, WORKetc provides automated solutions for a
number of operational issues that drag small business down.


The following pages highlight a particular problem and how
WORKetc provides the solution.


When selling to a business, one or more of these issues will be
the key trigger point for the decision maker.




The E
-
mail Tsunami.

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Problem:
Small business is flustered by the volume of e
-
mail they
receive.



Identifiers:

I can never find the e
-
mail I’m looking for
or

I receive too much e
-
mail.

I am worried we are missing out on leads or that leads are going unanswered.

Projects are in disarray with hundreds of e
-
mails being sent between participants.

Our customers are complaining that we take too long to answer their questions.



Solution:

WORKetc provides the tools to collect, sort and assign different types of
inbound e
-
mail such as lead enquiries and requests for customer support.
It also allows teams to collaborate on projects, using an online workspace
where everyone can contribute comments, assign tasks and share
documents.

Don’t chain me to a desk.

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Problem:
Small business cannot access critical business information
remotely, without paying for dedicated infrastructure and
management.



Identifiers:

I want to be able to access key documents when I am away from the office.

My employees are requesting that they be allowed to work from home some days.

When I travel abroad, I still need to be able to keep an eye on how my business is going.

Our VPN is a constant headache. It is slow to use and forever crashing.



Solution:

WORKetc allows remote access to your critical documents, over
the Internet via a secure login. You can access projects, create
invoices, manage your calendar, run management reports and more.

Project (mis)management.

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Problem:
Small business has no process to manage projects; instead relying
on a dangerous mix of excel, e
-
mail and meetings.



Identifiers:

I can’t keep track of where we are up to with a project.

No one is accountable or takes responsibility for completing projects or tasks.

I don’t know if a project is profitable, or if we’re losing money on it.

When it comes to projects not everyone is on the same page.

We have too many meetings where it feels like not much is being achieved.

Our customers are complaining that we have you in their projects or that they aren’t kept up to date
with progress.



Solution:

WORKetc’s project management tools track progress, facilitates
collaboration, assigns responsibility to tasks, ensures everyone has the
latest information and can even allow your clients to contribute online.

Cash flow is king.

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Problem:
Small business only ever has a part
-
time accountant or
bookkeeper, however owners must manage cash flow every day.



Identifiers:

We are too slow to get invoices out and sometimes those invoices are inaccurate.

Day
-
to
-
day I don’t know how much money is due in and what we can invoice next month.

Some of our accounts are overdue and our bookkeeper only ever comes in one day a
fortnight.



Solution:

WORKetc’s billing and invoicing tool keeps track of unbilled charges,
generates automated reminder notices, allows you to create an
invoice remotely and builds detailed invoices from employee
timesheets without any double entry.

All eyes on the prize.

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Problem:
Small business is unlikely to approach sales systematically,
furthermore it is most likely the business owner who is also the
sales manager.



Identifiers:

We are slow to respond to lead opportunities or sometimes even lose leads entirely.

We can’t seem to close as much business as we would like to.

If my sales guy leaves tomorrow, my business would be in trouble.

I don’t know where we at with leads and how much future business is likely to close.



Solution:

WORKetc’s sales management tools collects new leads, assigns
them to employees, sets sales actions (i.e. follow
-
up phone call) and
manages progress through to a sale.

Keeping focus.

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Problem:
A small business owner is responsible for all aspects of
their business including managing staff and contractors.



Identifiers:

I don’t know what my staff are doing when I’m away from the office.

My contractors work remotely, I want to make sure that they don’t overcharge me.

I have trouble keeping my employees focused on priorities.

I have so much going on, that sometimes it is difficult to stay on top of what my employees
are working on



Solution:

WORKetc includes tools such as simple tasks, timesheets, activity
history and reporting to help you make sure that your employees
and contractors remain efficient, accountable and focused on the job
at hand.

Customer support is killing us.

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Problem:
Customer support costs can quickly eat into the profit
margin of a small business.



Identifiers:

Our customers are constantly phoning or e
-
mailing us for information.

We find we are answering the same questions, over and over again.

Everyone in our business should be able to handle customer support enquiries.

All of our critical customer information goes home in the heads of our employees each night



Solution:

WORKetc’s streamlines and automates customer support through
providing a self
-
serve facility online, as well as a ticketed support
system to manage enquiries, canned responses and collaborative
knowledgebase/company manual.

Work on your business, not in it

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Problem:
Accurate and timely management reporting is critical to
the success of any business venture



Identifiers:

Which customers are the most profitable, and which customers end up costing me money?

I want to know what projects are running on time, and what projects are behind schedule.

I want to know how profitable each of my employees are in terms of billable hours.

My customers complain we are slow to answer support requests, how long do we actually
take?

I need to know how much potential business we might close in the next six months.



Solution:

WORKetc’s management reporting tool automatically collect data
from areas such as project management, sales leads, timesheets and
invoicing to generate a range of critical, real
-
time reports.

Starting a conversation.

How to get small business owners talking

about their problems.

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Some ideas for starting conversations.

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Do you have a website? If yes, do you want to get more out of that
website, generate customer leads and better manage existing
customers?



Do you or your staff often work remotely, or from home?



Do you receive so much e
-
mail that you sometimes forget to follow
-
up on important customers and opportunities?



Do you have a clear, real
-
time idea of how your business is
performing? Or do you rely on a quarterly or even half yearly report
from your account to see how your business is tracking.

Some ideas for starting conversations.

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Are you worried that if your employees did not turn up for work tomorrow
your business would suffer because of the knowledge they would take
with them? Relationships with clients, know
-
how and project history need
not walk out the with your staff every night.



Are your customers requesting on
-
line access to their documents,
accounts and reports?



Has your business been affected by the downturn? Are you trying to
achieve more this year with less resources?



Is managing small business server and VPN becoming too expensive for
you?



What operational processes and systems have you put into your business?

Objection killers.

Objections small business owners come up with for not giving
WORKetc a fair go and how to neutralise these.

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Neutralising objections.

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Objection
:
I want to buy the software outright. I don’t like paying monthly
subscriptions.

Antidote
:
WORKetc is more than just software, it includes
infrastructure to make it available online as well as backup solutions
to ensure you never lose data. Additionally, the product is being
constantly improved, allowing us to pass all improvements along to
our subscribers.



Objection
:
I’m worried about putting my business data online.

Antidote
:
WORKetc uses a similar level of security that is available
when you do your banking online, including bank
-
strength secure
certificates and firewall protection. If you’re comfortable doing
Internet banking, you should be more the comfortable using
WORKetc.


Neutralising objections.

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Objection
:
I don’t want to have all my business data sitting outside my
office/outside of my control.

Antidote
:
WORKetc includes a feature that simply allows you to
export a download of your WORKetc data in a single file that can
be opened by a number of programs including Microsoft Excel. At
any time you are free to take your data and leave the service.



Objection
:
I want to host the software on our is this server.

Antidote
:
To make WORKetc as fast as possible, meaning that you
enjoy using the software more, we have customised our hosting
environment to ensure WORKetc is not only fast but does not fail.
We prefer to look after all the hosting requirements for you, so that
you just need to concentrate on building your business.


Neutralising objections.

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Objection
:
I’m worried that WORKetc will close down, or that <reseller>
will stop selling the product (leaving us stranded).

Antidote
:
Aside from giving you the opportunity to export your
data at any time, WORKetc is developing an escrow agreement that
will make the software available free in the public domain in the
event the business ever closes. Additionally, WORKetc is available
outside of <reseller>.



Objection
:
Is the WORKetc software ever not available online? How
much downtime does it experience? Obviously if we are running our
business from this tool, we need 100% availability.

Antidote
:
WORKetc has maintained a 99.8% uptime rate over the
last 12 months. In the next 12 months we are building out more
redundant infrastructure to reach the goal of being able to
guarantee 100% uptime.

Neutralising objections.

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Objection
:
$XX per month is currently just too expensive for our
business to afford.

Antidote
:
How much do you currently value your time at? $100?
$200? How much is a sales lead worth to your business? By
automating processes and making sure all opportunities are pursued,
WORKetc more than pays for itself month in, month out. Even if
you close just one more sales lead than WORKetc has more than
paid for itself for the entire year.



Objection
:
We are too busy to look at anything at the moment.

Antidote
:
This is the exact reason why you should be trialling
WORKetc. It will help automate your business and free up more
time for growth and for yourself. If you don’t spend the time on
WORKetc today, you’ll just have even less time tomorrow.

Neutralising objections.

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Objection
:

I don’t have the time to train staff on how to use WORKetc.

Antidote
:
WORKetc has been designed with intuitiveness at front of
mind. Your staff should be able to simply login and start using the
software right away. Every page includes a built
-
in quick reference
guide and you will have access to community support forums and
support from <reseller>.



Objection
:

I already use MYOB for my business. Why would I need
WORKetc?

Antidote
:
WORKetc does not replace accounting software, rather it
works with your accounting software to give you more, real
-
time
insight into how your business is functioning. Additionally it does a
lot more than accounting software such as customer management,
sales management, share documents and more.

Neutralising objections.

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Objection
:

I don’t what my employees seeing all the confidential details of my
business.

Antidote
:
WORKetc allows you to set different permissions that each
employee, contract or customer. What this means is that you can limit
certain employees to only viewing certain types of information. One
employee might be able to access billing, while another can only access
time sheets. You are in control of what everyone else sees.



Objection
:

We already have a custom business management platform that our
developers built for us.

Antidote
:
Have you ever worked out just how much that platform has
cost you to develop? Not just in terms of development fees, but also in
terms of your time briefing software programmers and the ongoing cost
of maintaining. Take a look at WORKetc, you’ll probably find that it does
everything you need it to but for a lot less money than you are paying
now.

And finally closing the sale...

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Below are some ideas on closing the sale:


Individually each of the software tools would cost thousands of dollars, but
in WORKetc you get all
-
you
-
can
-
eat for a low monthly fee.



Take advantage of our
free

30 day trial. Cancel anytime within 30 days
and pay nothing, guaranteed.



Are you ready to start taking a business seriously, really start working
on

your business rather than
in

it?



There is no contract with WORKetc. You can cancel anytime, and best of
all WORKetc grows with your business. Adding or removing employees is
only a few simple clicks.


Everything else.

Everything else you should know about WORKetc.

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Pricing.

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Pricing for WORKetc is based on a individual login for a
contract or employee.


The first log
-
in (or seat license) is $29.95 per month


For 2 logins the price is $44.95 per month


Each additional login is then only $10 per login per month.



For example, if your business has four employees and yourself the
license is $44.95 for the first two seats and then $10 for each of
the next three seats for a total of $74.95 per month.


What is the competition.

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There are four main areas of competition to WORKetc:


ACT!

Is a stand
-
alone CRM application only. Only the premier edition is Web enabled and
has a starting price of $495 Australian. WORKetc includes more functionality, no setup
costs, free upgrades for ever and includes customer support.


Salesforce.com

has a sales and CRM focus with a base price of $64 US per user/month.
WORKetc has attracted customers who have found Salesforce too complex or too
expensive for their small business.


MYOB

shares some Web functionality with WORKetc such as invoicing and timesheets, but
does not cover the other areas WORKetc does. What’s more, WORKetc integrates with
MYOB rather than competing with it.


ZohoCRM

is CRM
-
only focused and USA centric. The interface is clunky although it does
allow businesses to create spreadsheets and documents online. Our experience is that it is
difficult to migrate customers away from using Microsoft products. WORKetc is also fully
regionalised for Australia (especially so being an Australian company).


Microsoft CRM Dynamics
shares some functionality with WORKetc, but is better suited to
organisations with 20+ employees working in sales related areas. WORKetc sits below
Dynamics in terms of CRM, but offers additional small business tools like billing, timesheets
and project management.

Real testimonials from real customers.

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An excellent product that can easily be tailored to replicate the multiple processes within
your business, allowing you to control your whole workflow from a single online
application. Add to this a friendly and responsive support team and you have a solution
you can trust.

S.Moss


Mobile Computer Support



WORKetc is the single most important piece of software that we have purchased for our
business since day 1. We have been searching for a combined yet functional CRM, project
manager, billing system, and support center for years. WORKetc has fulfilled our need for
a powerful but useable all
-
in
-
one online system.

S.Pieracy


Creative Director


CubeIT



I have been working with five different systems in my business. I have looked for several
months for a system that would combine many of the features I needed and a friend
told me about WorkETC. The service has allowed me to consolidate 4 of the separate
services I was using and tech support is phenomenal. It is evident that WORKetc wants
to make this an excellent system for their customers. I am extremely pleased with
WorkETC.

Peggy Murrah,
www.peggymurrah.com

Real testimonials from real customers.

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I wanted to let you know that we have decided to go with
WorkEtc

We
have been looking for months to find an affordable solution that would
really work with our video production business workflow and we think
WorkEtc

is going to be a great solution for our company needs.


We have been evaluating
ZohoCRM
, SalesForce.com and
SalesBoom.com but decided to use your system Here are some of the
reasons why we picked
WorkEtc
.


FAIR PRICING to be honest you probably could get away charging more
per user... Some of the solutions we looked at charged over $140/user
per month, but you guys have a great rate for a smaller company like
ours with 4 people. Being able to add additional people at a lower rate
gives us confidence that we can grow with the system without destroying
our
cashflow
.


AWESOME INTERFACE Web 2.0 style features
-

Tagging and a clean
interface mean a lot
--

the solutions above I mentioned are pretty Web
1.0 looking. The system is really easy to use.


EASY TO CUSTOMIZE INVOICES AND QUOTES I was able to start
making modifications to the Invoices using standard HTML within the
first two hours of using the system
--

AWESOME! Creating Quotes and
Invoices is really well designed!


COMPLETE FUNCTIONALITY So many solutions on the market have just
"parts"
--

For example
Freshbooks

great invoice system
--

timetracking

+
invoicing but no sales or project management Pipeline Deals
--

Great
CRM system
--

but no projects or invoices Sales Boom /
ZohoCRM

/
Salseforce

(Do it all)
-

but the interface isn't as nice or flexible


FLEXIBILITY In my opinion, it blew me away that I could mix projects of different
billing types and have the system manage that just fine
--

Some of my projects are
fixed billing, some are timesheet, I clicked in view unbilled charges and was able to
generate an invoice that mixed different types of projects in a
meaninful

way (way to
go on sort items by project
-

beautiful). On top of that you added subscription billing
which is perfect for customers who I host videos for... bottom Line
--

This thing
ROCKS!


FILE MANAGEMENT & KNOWLEDGE BASE Having the File Management features
are really great, but the knowledge base solves another problem for us to store a lot
of checklists and settings that we use for storing technical information.


CUSTOMER PORTAL These are just fantastic features to have
--

I haven't had a
chance to try out the customer portal yet, but I'm looking forward to that. I need a
"transfer area" for customers to be able to download preview videos.


You have really done a great job with version 2.5 since the last time I sat down with
the product and you and your team should be really proud of what you have created
here. There are optimizations that can be made, but you have really created a
foundation that I think (and hope) will be the backbone of my company moving
forward.


Keep up the great work!


Chris Meidell

http://modevation.squarespace.com/



Media Reviews

WORKetc
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Left:
WORKetc (formerly
Veetro
) is named as a top 25 App for Entrepreneurs to
their business


above eBay.


Above:
WORKetc (formerly
Veetro
) gets a top review from
C|net


For more information...

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... see
www.WORKetc.com