In the Shopware universe, your customer can have different “statuses”. If the customer is a potential Shopware project, we are talking about a deal. This means that a lead is a potential Shopware customer. A customer that is already in your customer list is an existing Shopware customer with an active Shopware shop. You can create your existing Shopware customer projects in the account as a Shopware reference. The reference will appear in your partner list and will also be advertised via Shopware marketing channels as needed.
If you register a potential Shopware project in your account, this information will also go to your contact person at our Sales Department. This ensures that we know about the project at an early stage to allow us to assist you with the acquisition and win the customer together.
You can register a lead under Partner > Leads. Here you simply fill out the form. Please enter all CHAMP criteria and as muss information as possible. The more valid and transparent the information is, the better our sales department can support you in the acquisition process.
There’s a modern lead qualification term, CHAMP: CHallenges, Authority, Money and Priority to ask to identify the buying process. These are the questions we use to better qualify deals and close sales.
Goal: Identify the pain
Prospect tends to buy things because they are experiencing challenges or pains within their organization. If we can offer a solution for the challenges that our prospects are currently facing, then we can say that this is the beginning of an opportunity and we can offer help and start talking about how the prospect will benefit with Shopware. When we say ‘challenges’, it means a need or a pain that the prospect is experiencing within their organization. And by getting in touch with them, we are offering them a solution to their challenges
Challenge | Functional Benefits and Features | Solution |
Complete Ownership (Self hosted) | Self hosted | |
Reduction of DevOps (PaaS) | Suitable for companies that are involved in the software development of e-commerce features themselves and need for having a fast release cycle and a toolset for an easy set up of multiple feature development environments. | PaaS |
Elemenation of DevOps (Saas) | SaaS | |
No Code Automation | Streamlined business through automated everday workflows. | Shopware Rise |
Omnichannel Commerce | Simplified business operations through centralized sales and communicaction channels. | Shopware Rise |
Grow Optimization | Methods that enable you to grow your business on your own. | Shopware Rise |
Combined Business Models (B2B/B2C) | Seamless business transition to include B2B offerings. | Shopware Evolve |
Brand Storytelling | Collaboration facilitation to optimize and streamline your content strategy. | Shopware Evolve |
Optimized for Business | Increased testing, staging and storefront management capabilities for growing business. | Shopware Evolve |
Dynamic Access | Reduced manual workloads via more complex, multi-step automations. | Shopware Evolve |
Full Flexibility Business Models | Advanced B2B Suite tools to shape advanced customer journeys across B2C, D2C, B2B and services selling models. | Shopware Beyond |
High-Level Automation | Complex automations that match the scale of your business. | Shopware Beyond |
Full Scalability | Test, stage, and manage as many storefronts as your business requires without sacrificing speed. | Shopware Beyond |
Distribution Management | Distribution at scale, with options for managing multiple inventories and delivery methods. | Shopware Beyond |
Enterprise-Level Support | Round-the-clock support to ensure your business keeps running smoothly. | Shopware Beyond |
By asking for their challenges, we are gaining information and understanding our prospect’s current set up better and find out if they are worth pursuing or not. The following questions will help you determine if our products or services best fit their needs.
What are the current challenges the company is facing?
What will happen or what are the consequences if this situation isn't solved?
What will be the biggest challenge changing the platform?
Why does the customer need a change right now?
Goal: Identify the Buying Center
Asking for the person's authority simply means we wouldn't want to waste time talking to the wrong person. We need to know the buying center. If the person cannot decide, or worse, is not involved, talking to him is no point. However, He might help when it comes to their company's organizational structure and point you to the right person. Here are some examples of what to ask to identify the authority of the person we are talking to:
How are decisions typically made in your company with a product/service we are offering?
Are you responsible for deciding at the end in general?
Who should be included in the decision-making process?
Goal: What is the allocated project Budget
Don’t start your qualifying questions with this as this topic is very crucial. Find out if they have challenges first. Once we do, find out their expectations on the investment that they need to make. You can use the following questions to ask when discussing money with your prospects.
Does your company have allocated budget for this project?
Is there a budget range within which the providers are allowed to operate?
Goal: Uncover the critical Event and Timeline
This is about their timeline when do they need to solve their issues and challenges for you to know if the project is at the top of their priority list. However, we have to be very specific when discussing about their timeline.
What is you deadline and what happened if we don't hit the deadline?
