Status: DRAFT

Access Restrictions: CORE TEAM ONLY

Sales 101

This is the intro and overview of our sales activities at 9Y. More details are in the respective gameplans.

What we do

• We are selling digital product development and design services.

  • Our customers are from small startups to larger corporates and government agencies.

  • So we do not really focus on specific company size or specific industries per se. Nevertheless, we are pursuing some segments with more focus than others. These industries are:

    • Energy Service Providers

    • Banking and Fintech

    • Medical

• There are two fundamentally different service categories we are selling:

  • Product Development and Design Resources

    • Here we provide https://9y-media.atlassian.net/wiki/spaces/9RPBK/pages/1753317385 for other companies

    • We invoice invested time

    • No product responsibility by 9Y

    • Lower risk on our end

  • Development and Design of Digital Products

    • Product responsibility of 9Y.

    • We are in charge of defining the team set up and making sure we deliver the defined scope in the defined timeline for the defined costs

    • Costs can be Fixed Price, Time & Material or Capped Time & Material

    • Higher risk on our end

• We sell business to business (B2B) only.

• We develop (web) applications. Simple Landingpages or simple WordPress websites are not our core business. As a rule of thumb think about it this way: “Is this website offering some functionality to the user or is it just a representational site offering information”.

• We do usually not offer services that are not covered by our technical capabilities. See https://9y-media.atlassian.net/wiki/spaces/9RPBK/pages/760643663.

• We do not offer (digital) marketing services.

• We usually do not offer game development.

What tools does a sales rep use at 9Y

• Hubspot

• MS Office: Word and Powerpoint (no Excel)

• Google Workspace

• PBX with Phone Contracts and Virtual Phone Numbers

• Confluence/Jira

More details in Sales Tools.

Processes and best practices

• A good overview of the overall process provides this miro board: Customer Journey Map (Timeline)

• Sales related main phases are:

  • First Contact

  • Qualification

  • Intro Call

  • Ballpark Estimate

  • Price Indication

  • (Discovery) Workshop

  • Estimation

  • Offer/Quote/Proposal

  • Negotiation

  • Verbal Go

  • Close Deal

    • Won

      • Handover

    • Lost

      • Sales Retro

• We follow our defined https://9y-media.atlassian.net/wiki/spaces/9RPBK/pages/760643851.

• Our leads are categorized to come from these https://9y-media.atlassian.net/wiki/spaces/9RPBK/pages/760643731

• To provide an insight into 9Y to our leads we prepare and forward a company presentation aka https://9y-media.atlassian.net/wiki/spaces/9RPBK/pages/848396289.

• The default pricing should be indicated according to our https://9y-media.atlassian.net/wiki/spaces/9RPBK/pages/763527204.

• For internal communication, we focus on keeping a consistent https://9y-media.atlassian.net/wiki/spaces/9RPBK/pages/767950955.

• Also see Sales Processes and Best Practices.