Sales Process

At Frappe, you'll find teams and individual contributors accross different functions.

Most often the Sales team works closely with Delivery, Partners, Legal & Marketing teams and at times help from other teams like Product, DevOps & Frappe Cloud is also required.

This is how the sales process looks like from a bird's eye view

Note: This just for reference.

Lead Sources

1. Contact us page
2. Trial sign-up from erpnext.com
3. Frappe Cloud site (With partner consent checked)
4. Incoming calls via Exotel
5. Reference/Outbound

Once the lead is created, it automatically gets assigned to a sales person based on the assignment rule. We follow a series of steps to ensure that the lead is properly qualified and the whole journey is tracked in our CRM.

1 Qualification call (QFC)

QFC ensures the leads are qualified before passing to AE.

• As soon as the lead is assigned, sales person schedules the qualification call with the prospect.
• All the activities (Phone Call, Email, QFC, DC, Telecon, WhatsApp) should be tracked in the Follow up table.
• During the QFC, sales person has to capture following details of lead and Lead’s company:
• Budget , Authority, Need and Timeline
• The current process and operations, key decision making factors, pain points & its impact, and decision process.
• Once the QFC is complete, sales person has to update the status as “Qualified”, “Inprocess” or “Unqualified”.
• If the lead is “Qualified”, DC is scheduled with the AE and calendar invite is shared for the same.
• If the lead is “Unqualified", lead is either closed or passed to a partner.
• “In process” lead qualification needs follow up from to ensure all open points are closed and eventually marked as qualified or unqualified.

2 Discovery Call(DC)

During the discovery call, AE dives deeper into their use-cases and captures below details:

• SDR has to ensure that a proper download is given to the AE before joining the DC to avoid repetition of the questions.
• AE has to validate the information filled by SDR in the QFC document.
• Based on the discussion during DC, AE will accept, reject or pass for re-qualification.
• If the DC is “Accepted”, AE will schedule a demo and share the calendar invite for the same.
• If the DC is “Rejected”, AE will close the lead with the reason for rejection.

If a sales person is handeling the account end-to-end, discovery call step can be skipped.

3 Demonstration

• AE/Technical Sales Counsultant will prepare a demo instance based on the priorities identified during the DC.
• Demo record has to be created for all the demos in Demo DocType. Also, demo activity should be added to the lead document in the Follow-up table.
• Post demonstration, webform link is shared with the prospect to get feedback on the demonstration which will be saved as a Post Demo feedback document.
• If the opportunity is marked as "Closed - Lost" demonstration account (if created) has to be deleted or the data should be earased.

4 Project Requirement/Pricing and Negotiation

• Sales person creates a Project Requirements sheet as per the modules required by the prospect.
• Since we are only doing vanilla onboarding, Project Requirements will mostly contain standard scope of work.
• Project requirement document will be used to get a ballpark figure on the hours required to do the onboarding and accordingly the Onboarding cost will be identified.

5 Opportunity

After the demonstration, sales person has to convert the lead into an Opportunity.

• Details like deal value, expected closing date, expected go-live date, stage has to be updated
• Once the opportunity moves to the Proposal stage, Quotation has to be created and shared with the prospect.
• Quotation has to be created against the Opportunity, following details has to be filled in the quotation:
• Once the prospect agrees on the pricing and payment terms, sales person needs to connect with the legal team to prepare the Master Service Agreement.
• Once the agreement is signed and payment is received, the stage of the opportunity should be changed to Converted and Closed-won.
• If the Opportunity is lost, the satus should be updated to Lost and Closed-lost with the reason.

6 Contract

Signed contract from both the parties (Frappe and Potential Prospect) will be shared with the legal team and captured under the Contract doctype.

7 Creation of Customer and Sales Order

• Once a Signed Contract is received, sales person has to create a Customer with all the required details.
• Sales Order will be created against that Customer with the details of the payment terms.

8 Handover to implementation team

• Once the signed Contract is received from the customer, sales person has to handover the project and update all the details in the Handover Checklist.
• After Project Requirement handover, Sales Person schedules a kickoff meeting between the customer and Frappe AM.
• AE introduces both the parties, gives a brief overview of the customer business and ensures all the customer information has been passed to the assigned AM.