1. A1
1.1. 1. Target customer - S, M1 business
1.2. 2. Operations ( Advanced Accounting)
1.2.1. Distribution, wholesale, retail
1.2.2. Sales Reps/ Field sales
1.3. 3. "Legit" inquiry
1.3.1. What exactly do they need?
1.3.2. Why do they need it?
1.3.3. The contact person is a decision maker/power sponsor
1.3.4. Are they looking for easy to use, quick to setup VAT-compatible software?
1.4. 4. Trust
1.4.1. Same language/nationality/ ethnicity of the Decision maker/ Power sponsor
2. A2
2.1. 1. Target customer - XS, S, M1 business
2.2. 2. Operations ( Advanced Accounting) & Have additional "module-driven" requirements:
2.2.1. Warehouse & Bar coding
2.2.2. HR/Payroll
2.2.3. PDC management
2.3. 3. "Legit" inquiry
2.3.1. What exactly do they need?
2.3.2. Why do they need it?
2.3.3. The contact person is a decision maker/Power sponsor
2.3.4. Are they looking for easy to use, quick to setup VAT-compatible software?
2.4. 4. Trust
2.4.1. Same language/nationality/ ethnicity of the Decision maker/ Power sponsor
3. B1
3.1. 1. Target customer - S, M1 business
3.2. 2. Just VAT Tax or Accounting automation because
3.2.1. do not have a software
3.2.2. have old/outdated software
3.2.3. do not have a lot of experience with the software or automation
4. B2
4.1. 1. Target customer - XS, S, M1 business
4.2. 2. Going for some particular brand (Sage, QB. Zoho, Tally)
4.3. 3. Just VAT Tax or Accounting automation because
4.3.1. do not have a software
4.3.2. have an old/outdated software
4.3.3. do not have a lot of experience with the software or automation
5. C
5.1. 1. Asking for a price\ quotation\invoice only, without giving away any details
5.2. 2. No deadlines
5.3. 3. Need fully customized solution
5.4. 4. Already have software, also have some minor challenges, not enough to change the software (blocked by management/ Requirements are not critical- eg I cant send e-mails from my software)
5.5. 5. Wants to keep cash accountng only/ Journal vouchers adept
5.6. 6. Contact person is not power sponsor and is not able to provide any support
5.7. 7. Management is constantly residing out of country
5.8. 8. Contact person is not providing any insight on their business
6. D
6.1. 1. Have an insufficient budget
6.2. 2. Company is not in UAE
6.3. 3. Want to develop a software for their business from 0
7. Customer classification
7.1. XS - 1-10employees
7.2. S - 10-25 employees
7.3. M1 25-100 employees
7.4. M2 100-200 employees
7.5. L 200-1000 employees
7.6. XL 1000 + employees
8. A3
8.1. 1. Target customer - S, M1 business
8.2. 2. Operations ( Advanced Accounting) & Have module-driven requirements
8.2.1. Contracting company for construction, MEP, LVI, fitouts, renovation, landscaping
8.2.1.1. Project Costing
8.2.1.2. Project completion tracking
8.2.2. Manufacturing
8.2.2.1. Order based manufacturing
8.2.2.2. Processing
8.3. 3. "Legit" inquiry
8.3.1. What exactly do they need?
8.3.2. Why do they need it?
8.3.3. The contact person is a decision maker/power sponsor
8.3.4. Are they looking for easy to use, quick to setup VAT-compatible software?
8.4. 4. Trust
8.4.1. Same language/nationality/ ethnicity of the Decision maker/ Power sponsor
9. B3
9.1. 1. Target customer - XS, S, M1 business
9.2. 2. Niche specific requirements
9.2.1. Cargo
9.2.2. Real Estate
9.2.3. Education
9.2.4. etc