Sales script

From SpinetiX Support Wiki

Jump to: navigation, search

Introduction

This page intends to help internal and external salespeople to execute a sales meeting in no more than 30 minutes, reaching the highest possible efficiency.

30-min MEETING

Note  
Replace "XXX" by the reseller company name and "YYY" by the vertical.

Part 1: Who, Where, Why

  1. We are swiss company, active in Signage for 20 years. Having our office and experience center in the Millennium center that we equipped. www.millennium.ch - we invite you to visit
  2. Global Presence with an ecosystem of 140 distributor countries with 2 500 resellers. We make sure our resellers are trained and certified. we work with XXX reseller for many year already. Thanks to our channel, we won iconic end-customers: IBM world, NASA, NATO, US Army, FordKnox, etc.
  3. In YYY, we already have these iconic customers: A, B, C.

Part 2: What

  1. SpinetiX designs and manufacture external media players, so you can keep your screens. We are compatible with any brands, any models, any generations of screens. That player has 0.4% failure rate on a accumulated 10 years. Optional PoE+, WIFI, CEC. We have a portfolio of hardware players in order to adapt to your budget.
  2. We propose 2 software and here is the philosophy: END-CUSTOMERS have ARYA as end-user UI: Ergonomic, No need of training. We bring autonomy. INTEGRATORS have ELEMENTI Software: this is our designer. We bring autonomy as integrator can do sophisticated integration in an esay way.
  3. This is the demo: https://www.youtube.com/watch?v=KWbDt1CP-Ms
  4. According to our experience in YYY, ARYA ENTERPRISE covers 80% of your needs. Do you need more?
  5. Note Note:
    Please do a break.
  6. Don't show ELEMENTI to end-users but tell them about 250 widgets if they mention “automation needs”.
  7. if your demo is to an intgrator, do a 5 min demo of ELEMENTI

Part 3: Next Step

  1. Budget? Scope of work (quantities, locations, feature level (DSOS))? Timing (Phases)? Teams involved? Do you already have screens? Do you have PoE+?
  2. if Marketing team was not present: Do you need us to do a new 20-min demo to your marketing or communication team?
  3. PoC? demo account + loan units via the reseller. (Loan unit must be setup (FW update and enrollment) by the reseller in the account)
  4. Tell to the audience that you will send now a followup call/invite for a slot in 4 weeks.

SALES TIPS: why are we number 1 ?

  1. Number 1 in Security: Secure by Design. We implemented hardware TPM for 7 years while Windows 11 requires it since this year. 802.1X. SSO. Crypto-signed DSOS on the player. Uniqueness of DSOS on each players helping for a secure enrollment in the cloud. Monitoring tools and APIs. Disaster Recovery. CVE patching and CVE documentation. Detailed Release Notes.
  2. Number 1 in bringing autonomy to end-customers. World Awards for our Ergonomy, Online Chat, Firmware updates, Transcoding, Storage: no hidden costs and everything thought for making your life easy. The best click-to-result ratio. It becomes unnoticeable, "invisible" to users. free support, free chat. 1 firmware cross-platform. Content Watchdog. Remote content Preview.
  3. Number 1 in Optimization vs Energy (only 6 W for 4K multi-layer multi-zones. CEC. Auto-screen ON/OFF. Scalable Servers (CPU demand-based load). No need of local dedicated server. Optimised from 1 to 10 000 screens. for 100 players for 10 years + 7/7 + 12 hours/day = 1 return plane flight London to Alicante for 1 person), Keep your current screens. High Quality for durability. 0.4% failure rate on 10 years.
  4. Number 1 in Hardware Long Life Cycles (only 4 generations in 18 years. Inter-compatibility with n-1 generation, 10-year firmware upgrades, quaterly security updates, optional 5-year warranty. 1 firmware cross-generations. Open technologies. future-proofed. Read for today and tomorrow's content needs. Scale in terms of features with Licences and keep your same hardware. Intel Gold IoT member)
  5. Number 1 in Open APIs (SpinetiX, the swiss knife of the AV Signage Industry. Free APIs. Documented APIs. RPC API. Config API. Pull Mode API. Status API. Web Storage API. Shared Variable Network API. JSignage API. SVG Tiny API. JavaScript COM API. Cloud APIs: Audit Trail API, Automation API)
  6. Number 1 in DSA (digital signage academy) and sharing knowhow with DSA and wiki
  7. Number 1 for Smart-building technology integration (data integration autonomy for IT Stakeholders. near real-time IoT integration. AMX, CRESTRON, QSYS interoperability)
  8. Number 1 in Feature richness for digital signage (native synchronisation, java scripted content, transparency & blending, 250 widgets, LED custom ratio, streaming, unlimited storage, unlimited users, unlimited bandwidth)
  9. Number 1 for the business of AV resellers: More margin (Margin on HW, licences, services and recurrent margin on subscriptions), Less Risks (end-user ergonomy, SpinetiX ticks the boxes of all your project requirements, Online Support chat in the product). Quicker Results (Open as many free demo accounts as you need. PoC for free. A CMS for an indirect sales model. Sales efforts for you on project protection, presales, demos).

ELEVATOR 4-min Speech

ELEVATOR Speech: 4-min speech in front of a CEO or in front of a Journalist (ISE2024)

Welcome by SpinetiX where we help you amplify your business with Digital Signage. I will give you 2 reasons why we are number 1 in digital signage and will end with a bonus.

Digital Signage. We help you bring your story to life with a multi-layer and multi zone technology. We are well-known for our 250 data-driven widgets. Bringing your data on screens. You customize with your colors, fonts, logos, transparency. You display video, images, or streaming/IPTV layers. Real time notifications or alerts are possible.

Thanks to our ecosystem of 3 500 resellers, we are trusted by thousands of customers in every continent, every vertical, every size. Among our customers: Swatch, IBM, Prada, J&J, Galderma, CDC, etc.

We do everything but the screen.

First, we design our own media players or use 3rd party intel-based design such as SDM or NUC depending on your budget. Performance, long-term commitments, and security are key. Players are installed behind each screen. We are compatible with any screen your already have or future screens. Any screen brand. Any size. Any firmware running on the screen.

We have our own operating system named DSOS, a SpinetiX trade market. Light, secure, maintained for 10 years for each player.

Our authoring software gives you access to 250 widgets.

Last, SpinetiX SaaS Cloud, named ARYA. A multi-user, multi-tenant, multi-role CMS with online chat.

Let me give you 2 reasons why we are number 1.

First, security. Security is not an adds-on. We are secure by design. Our most demanding customers are NASA, NATO, US ARMY, Fort Knox, Central Bank of USA, WEF.

Second reason: We understood that Signage Software is in the hand of a HR manager or a receptionist. These people are not AV experts and don’t visit ISE. The end user must be autonomous. ARYA Cloud is ergonomic. We won 3 times in a row the award of the best cloud-based solution at ISE and InfoComm. No need of trainings, online chat included, visual template included.

Bonus, World premiere. Announcement of our “easy videowall” solution. A combination of a 4x 4K-HDMI output player and a wizard in our ARYA Cloud solution. The player is the iBX440, 4 HDMI output. You connect it to the LAN, you type it serial number, screen will show a PIN number and then you just need to follow the wizard. Budget Friendly, 1 player, 1 licence for 4 screens. Thanks to our 15-year experience in videowall, we made it easy.

Come and visit us to learn more. We are also announcing our QSYS plugin.

Number 1 for CORPORATE customers

Number 1 for GOVERNEMENTAL customers

  1. Enhanced Security Features: Develop and integrate advanced security protocols to ensure compliance with stringent governmental data protection regulations.​
  2. Localization and Multilingual Support: Expand language support to cater to Governemental multilingual population, including official languages like German, French, Italian, English. Local resellers in 140 countries. Online Chat with multilingual capabilities.
  3. Accessibility Improvements: Implement accessibility features to ensure compliance with accessibility standards, enabling equitable access to information for all citizens.​
  4. Integration with Government Systems: Prioritize seamless integration with existing governmental systems and databases for efficient data sharing and management.​ Compatibility with Job Announcement databases. Compatibility with Queuing Systems. Alert system compatibility (Typhoon, Earthquakes)
  5. Customization and Branding Options: Offer extensive customization capabilities to align with the branding guidelines of your governmental entities, ensuring a cohesive visual identity across all digital signage displays.
  6. Remote Management and Monitoring: Enhance remote management functionalities to facilitate centralized control and monitoring of digital signage networks deployed across diverse locations.
  7. Scalability and Flexibility: Design scalable solutions capable of accommodating future expansion and evolving requirements of governmental agencies, ensuring long-term viability and ROI.​
  8. Compliance with Standards and Regulations: Stay abreast of regulatory changes and standards relevant to the government sector, ensuring ongoing compliance and risk mitigation.
  9. Data Analytics and Reporting Tools: Integrate robust analytics and reporting tools to provide insights into audience engagement, content effectiveness, and compliance metrics, enabling informed decision-making and optimization.​
  10. Sustainability Initiatives: Incorporate energy-efficient features and sustainable practices into product design and manufacturing processes, aligning with Switzerland's commitment to environmental stewardship and sustainability goals.​ Switzerland has the highest sustainability standard.
This page was last modified on 14 November 2024, at 10:44.