Lead Qualification
We are using the following terminology:
- Lead: a lead is any person that potentially might be interested in our service, or that knows someone who might be.
- Qualified Lead: a qualified lead is a person that underwent our sales qualification process. It is a person that might be interested in our services, and
- is from an organization that is in our sales target, meaning
- ca. 50-200 seats
- growing
- family company or entrepreneur-led
- doesn't have a data team
- has decision power or would be a direct beneficiary of our services, namely
- CEO
- CFO
- To a lesser extent: COO and CIO
- whose organization is using one of our target systems, namely
- Dynamics 365 Business Central
- Abacus
- ProAlpha
- A3
- Odoo
- SAP B1 (the "big" SAP/4Hana is technically feasible, but typically our offering is not interesting to them)
- is from an organization that is in our sales target, meaning
- Prospect: once the services have been demoed to the qualified lead, and he expresses interest, he becomes a prospect.
- Customer: once the company signs, they become a customer.
