Why this task?

What you do in front of the SPOC is show all the work you did when they were not there. This is the moment for you to show the added value of your work!  

How to handle presenting a feature to your customer?

Before the session (individually)

• Read the summary;
• Read and prepare the use cases found in your spreadsheet: Onboarding Exercises > How to present functionality tab.

During the session with your Onboarder

• Ask your questions and make sure it is all clear. 
• Share your ideas.
• Be ready to demonstrate a use case.

After the session

Train yourself and present your first module to a customer

What is this task about?

This task is about learning how to handle a call to show new aspects of the system that you just configured.

After spending time analyzing the company and its way of working, it is time to present the results to your customers. But what is the most efficient way to do it?

This task aims to explain what you should focus on to properly present a new module, functionality, or process to your customers: most importantly, a complete flow that will enable your customer to go live (MVP).

There is no template for a phone call with customers, but you can have a look at the  How-to's document to remind yourself of the best practices. Each call will be different. Do not forget that your goal is to go with your client in production as soon as possible. 

Business requirements

Before presenting something to your customers, you must know what they need to know and how they need to work. That is why the main prerequisite is the business analysis. Before starting the Odoo configuration, you should understand the real business requirements.

It might happen that while working on the configuration, new questions about the business arise. Either you try to get in touch with your SPOC to clarify those points (if they are crucial) or you simply investigate those aspects when you are in the next call with the SPOC. Do not hesitate to explain to the customer before your call that you are missing a few pieces of information and that you will ask them some questions while showing the flow. Or if you prefer, ask the questions at the beginning of the call.

Focus on the flow

When doing the demo to the SPOC, first focus on the operations that the users will have to perform daily. Illustrate the operations in Odoo by using relevant examples that speak to your SPOC so they can understand better and you can show you understood their business.

Instead of explaining all the fields, let your customer ask questions. They know what kind of information they need to be able to work, and you will be able to show what is important because they will have asked for it.

Once your customer is convinced that it is the right flow to implement, you can show them the important configuration that they will have to focus on.

This way you achieve several things at once, is to:

• Demonstrate your ability to translate the customer’s business requirements into a process that will benefit the users.
• Show efficiency: by focusing on the flow, the SPOC will be able to validate if you are on the right track or not. Only if it has been validated can you start showing the practical information to allow the SPOC to better understand what is behind the flow.
• The SPOC will have the feeling that they are in the right hands and trust will grow.

Adapt your presentation to the personality of your SPOC!

Every SPOC is different, and we should take into account what matters most to them during our presentation.

At Odoo, we use color to classify the personality of our clients. If you have not read the book Surrounded by Idiots by Thomas Erikson, you can check out this page , which summarizes the different personality traits.

Try to figure out which type is the closest to your client, then adapt your way of working to them. It will help you to establish a good connection with your clients, as they will feel you get them!

Customer's preparation

The consultant is not the only one who should be prepared. The customer should also read the documentation, watch videos, etc. The efficiency of the call and the project increases significantly when the customer prepares for the calls—when they are an actor and not only a spectator of the training—because they will focus on more advanced questions during the demo. You can send the relevant information to your SPOC in regard to the topics that will be covered in the next sessions so the screens, the configuration, and the information will speak to them.

Let the SPOC lead the demo. This is a way for them to take the first step in this part of the process, and it allows you to evaluate if the SPOC is getting more used to the system.

Use-case

Prepare the use case in the tab: "how to present functionality" in your onboarding exercise sheet. 

For each use case :

• Define what you are going to highlight during the call (e.g. simplicity, details, adaptability, getting to the point).
• Do you see a feature that your SPOC might particularly like?
  
• Prepare a demo (and be ready to demonstrate during a sharing group session).
  
• Prepare a to-do list for the client (as homework).
  
• For all that, take into account your client's color!

Output

After completing this task, you should know how to handle a call to show new aspects of Odoo to the customer.