Example Demonstration Script

This demo script is based on the problems uncovered during the interview process. When the prospective customer does not have the problem, skip that portion of the demo. Only demo what is relevant. If the prospective customer tries to lead you all over the place (possibly trying to trip you up), it might be time to stop the demo and do more needs assessment.

Job Title: VP of Engineering

Industry: Engineering

Problem: Difficulty managing profitability for fixed price projects

Problem / Our Solution (Marketecture) / What to Demo /
1. Difficulty predicting product profitability during project / Profitability Predictor / Project Inquiry (show PO and labor commitment columns, drill down to different types of expenses flowing in from PR, AP, inventory; show graph of product profitability – red for loss, green for profit)
2. Profitability for some projects isn’t known until long after the project is closed, when it is too late to recover / Profitability Alert / Communicator Alerts (show alerts which inform project managers and above when there is risk to project profitability)
3. Project profitability is lower than the industry norm. / Project Analyzer / Project Analyzer (show how you can aggregate multiple projects with a variety of selection criteria to see overall profitability; show graph of project profitability; show extract to pivot table with more analysis capability).
Show drill down to specific projects to figure out what is going on.
4. Manually matching revenues and expenses / Project P&L / Project Analyzer – online P&L for project
Project P&L reports
5. Margins dip below target levels before the Project Manager is informed enough to take corrective action. / Profitability Alert / Communicator Alerts (show how they can be configured for different types of alerts – not just when project goes over budget; set levels to be alerts, including when project category is first charged.)
6. Labor data doesn’t hit project until payroll is processed. / Instant Labor Costs / Timecard Entry (before timecards are approved, the commitment can be posted to the project)
Timecard Approval (who hasn’t completed timecards)?
Project Inquiry (labor commitments before timecards are posted. This can also be used to catch errors before they are posted.)
7. PO Commitments do not get posted to the project automatically. / Purchase Commitments / Show PO Entry to charge to project. In Project Inquiry, show a project with a PO commitment and drill down to the details.
8. AP is not integrated with the project / Instant AP Expenses / Put an AP voucher in and go into Project Inquiry to show how it is reflected on the project.
9. Subcontractors are not reflected on the project until their invoice is entered in AP. / Subcontractor Management / Set up a subcontractor and show how commitments flow to project. Drill down in Project Inquiry to see details.
10. Inventory used for a project is not immediately accounted for. This is usually part of the month-end process, which causes a delay in the expense hitting the project. / Inventory for Projects / Enter an inventory transaction against a project and go to Project Inquiry to see how it is reflected. Drill down to see the details.
11. Adjustments are difficult to make. This causes admin to wait until month-end to enter them. / Easy Adjust / Show how adjustments can be entered and then go to Project Inquiry to see how it is reflected. Drill down to see the details.

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