Catalyst Week 2 Notes: THE CUSTOMER QUESTIONS

# Catalyst Week 2 Notes **THE CUSTOMER QUESTIONS** |Product|Who are early adopters?| What is their pain? | How do they solve it today? | What brands do they buy? | What causes them to choose us? | |---|---|---|---|---|---| | CPA Engagement |ARGI(Growth)/Jitasa(No-Pofit) |- ARGI: creating custom reports off of standardized COA. - Jitasa: dashboard showing the quality of each bookkeeper for all 350+ non-profits from one dashboard and the ability to drill down into the details to ensure quality.|- ARGI: They spend 16 hrs per report every month/quarter to manually copy the data from QBO and regroup in EXCEL. - Jitasa: They had no way to ensure quality for all the QBO accounts without manually logging into each one to validate that the client work was completed on time.|- ARGI: Replacing [ProSystems fx Engagement - Website](https://www.wolterskluwer.com/en/solutions/cch-prosystem-fx/engagement), Expensive per user, product is used for Tax Audit. - Jitasa: I am not aware of an alternative for this in the space.|- Jitasa/ARGI: we gave them a white glove solution that solved for their exact business need.| |BH Acct/Payroll | Lucas/Planet Group/Dewinter/Atlas: |Having to manually copy Payroll and accounting data between Bullhorn and: - Workday - Paylocity - Netsuite - ADP|Creating manual extracts from BH and loading the data in for the upload features in the destination apps and manually entering the data, which takes a full time position to support (most likely).|- Workato - Gravoc |- Newbury our partner and Bullhorn recommended us.| | AMT for QBO |Snow/JamesR/Arcwear/ Jim QSP file|Upload a file into QBO to create - Invoices - Sales Receipts|Manually creating entries|- SaaSant - BiImporter - Zappier|SEO is how they found us: AMT Beta client wants white glove help for loading the file| | AMT for Files for Large Onboarding Partner Services Teams |HSA|- It takes 3 months to onboard new clients, to create custom processes to load other file formats then HSA's standard format.|- Custom Development project with Informatica|- Informatica|- Found out about us at a CIO Tradeshow and we build a white glove solution that meet their unique biz requirements| | Jimmy Johns (**Franchise**) |Stormi 10 store owner, UPS, NCR |Have to manually copy data from POS to the QBO|Manually create transactions taking 40 hours per month of Bookkeeper time.|???|White glove solution solving their unique business model and access to the Autymate platform.| **THE DISTRIBUTION QUESTIONS:** |Product | Who? |How do customers hear about us?| How do they buy our product/service? | Do we make it easy to buy? | At what price will they buy? | |---|---|---|---|---|---| | CPA Engagement |ARGI(Growth)/Jitasa(No-Pofit) |Connection from Ron Richardson|Several meetings and then SOW.|No, it was a long process.|70K upfront 2,300 monthly| |BH Acct/Payroll | Lucas/Planet Group/Dewinter/Atlas: |Jim Wells QSP Partner trade shows -> Newbury Partner|Auty-map, SOW, Kickstarter|No, it was a long process|15-50 k upfront 500-1,000 MRR| | AMT for QBO |Snow/JamesR/Arcwear|Website SEO|Beta conversation, sent invoice, kickstarter|No, this process is being automated|50-99 MRR| | AMT for Files for Large Onboarding Partner Services Teams |HSA|Mid Market Conference|Long sales cycle, SOW, 1.5 year project|No, long process|120k upfront 2,500 MRR| | (**Franchise**) |Jimmy Johns 10 stores, UPS NCR |QBO QSP Partner, trade show|Auty-map, SOW, Kickstarter|No, long process|20-50k upfront 5-20k MRR| **CUSTOMER INTIMACY** |Product | Who? |Why do early adapters like us?| How are we engaging them? | Will they become ambassadors | |---|---|---|---|---| | CPA Engagement |ARGI(Growth)/Jitasa(Non-Pofit) |Because we do a white glove experience and provide customizations for them that they need to deliver results for their customers.|Weekly stakeholder meetings, Zendesk tickets|ARGI: Maybe Jitasa: YES| |BH Acct/Payroll | Lucas/Planet Group/Dewinter/Atlas: |White glove, deliver custom integration with experienced specialization in Accounting & Payroll|Weekly stakeholder meetings, Zendesk tickets|- Bullhorn: Maybe - Newbury: Need to see| | AMT for QBO |Snow/JamesR/Arcwear|Website SEO and in the meeting sold them on white glove approach|Kickstarter meeting Zendesk tickets|Clients NO Intuit YES| | AMT for Files for Large Onboarding Partner Services Teams |HSA|Mid Market Conference, white glove approach to give them what they want.|Weekly stakeholder meetings Zendesk tickets|No too much red tape| | **Franchise** |UPS, NCR |Reommended by Intuit (QBO QSP Partner program), white glove approach and platform to meet their exact needs.|Weekly stakeholder meetings,|Intuit, YES|