Call Staging Guide

Greeting Good Morning/Afternoon. This is <_______________> calling on behalf of Sage.

Peachtree Training Anytime Learning - online, recorded, available 24/7 - train at your own pace Realtime Learning - online - live - instructor-led - scheduled for a specific time/date Launch & Learn - shorter & not as comprehensive as Anytime & Realtime - more on a specific topic MindLeaders Training -short courses on Office applications like Excel, Access, Crystal reports, computer basics, etc. - more affordable I would like to speak with the persons in your company who make decisions about Training strategies and initiatives. You are currently using Peachtree accounting system. Would < contact name> be the appropriate person for me to speak with? I usually speak with < fill in appropriate roles>. If Yes: Can you put me through to him/her? If No: Who would be an appropriate person to get in touch with? (Get name, title and phone number) If asked why: The reason for my call to today is to let you know that Sage is interested in building a long term and on-going relationship with your company. As you are already a valued customer we would like to let <fill in appropriate name> know about some new Peachtree customer training offerings. Thank you. Callflow with Decision-maker: Hello, my name is _______ calling on behalf of Sage, your Peachtree accounting system manufacturer. I understand youre involved with decisions regarding the Training strategies and initiatives for your company. Is that correct? If speaking directly with listed contact: Hello, this is <RMKR REP> calling on behalf of Sage, your Peachtree accounting system manufacturer. I wanted to understand your role in Training decisions specific to Your Peachtree accounting system. If asked why: The purpose of my call to today is to let you know that Sage is interested in making sure that you have the necessary tools and resources to maximize the value of your Peachtree accounting system. As you are already a valued customer, we would like to let you know about some new Peachtree customer training offerings. Do you have a few minutes to discuss this with me? If No: When would be the best time for me to call you back to discuss our offerings? If Yes: Great thank you. We would like to let you know about Sages Anytime Learning Training for your Peachtree software. Before I do, Id like to get a good understanding of your present software training set up to properly link your needs with our offerings.

Explore the Need (At this point begin asking the qualify questions to manage the conversation to resolution)See list below for Contact Qualification Questions (Recap what you have learned. Ask for confirmation) From what youve told me about your business and your training needs, Id like to suggest that you consider the following alternative course offerings (again, link to business functions/usage/need) We can get you access to the Peachtree Anytime Learning course today and youll have immediate access to your course of choice. . If they are not involved: Can you please help me identify who is responsible for training decisions within your company? If possible can you provide me with their contact information? Note: If any of the listed contact information varies from actual contact information, please take a moment to edit and update the listed contact information (i.e. spelling of name, title, phone number, email address).

Contact Qualification Questions

Qtn # 1. 2, 3. 4. Text What is your level of interaction with Peachtree? How do you currently train your staff to use the software? To what degree do you feel you are maximizing the capabilities of your software at present? What are some of the challenges you face when it comes to learning the capabilities of Peachtree and ensuring that you and others are sufficiently trained? Answers Open text Open text Low Medium High

RSC

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Company Industry:

<pick list> Accounting - 6G4 Advertising - 3QD Aerospace - 4YP Apparel and Soft Lines - HX8 Apparel and Textile - HX9 Application/Hosting Svc Prov 1CX Architecture - KV7 Automotive - 3HK Automotive, Fam, Rec Vehicles - 1LE Banking: Unknown - 3QA Bar/Restaurants(Table Service) - HY3 Basic Science - 3WI Bio-Pharmaceutical - 3WQ Biotech Suppliers - 3WW Broadcast Radio & Television 4PJ Building Material&Garden/Farm - HY5 Captital Markets/Securities -

HY6 Casino Hotels - HY7 Central IT - 3X1 Chemical, Rubber and Plastics - HY8 Communication Service Provider - 9RN Construction - KP6 Consumer Packaged Goods 74B Convenience/Gas - HZ3 Corporate Banking - HZ4 Defense - 9W3 Department Stores - HZ5 Discounters/Mass Merchandisers - HZ6 EGovernment - 3Z1 Engineering - RG5 Entertainment - HZ7 Entertainment, Music & Film HZ8 Equipment Provider - HZ9 Exchanges/Payment Processors - J22 Furniture - J24 Further/Continuing Education J25 Grocery/Specialty Foods - J27 Hard Lines - J28 Health Care Insurance - J29 Healthcare: Other - 4YS High Tech: Hrdwre&Electronics - J3C High Tech: Software - GU8 Higher Education - 6ZH Hotel and Motel - J2A Household Appliances & Audio - J2B Industrial Equipmnt&Machinery - 3HH Intelligence - 1LR Internet Service Provider - 4ZE IT Services - G5D Justice - M84 Legal - 3HD Libraries - J2C Life & Accident Insurance J2D Management Consulting - F9N Manufacturing: Unknown - 4YT Media Service Provider - J2F Medical Capital Equipments 1LS Med-Surg Dist & Suppliers 1LX Metals and Core Resources J2J Museums - J2K Natural resources - RF6 Network Service Provider 4ZA Nonprofit - J2L Non-store Retailers - J2M Oil & Gas (natural resources) BS7 Patient Care Devices - 1M1 Pharma - 3QE Pharma R&D Contract Research - 1MC Pharmaceutical

Wholesale/Dist - 1MD Pharmacies and Drug Stores J2N Postal 9XV Primary/Secondary Schools -J2P Private Physicians Practices J2R Property & Casualty Insurance - J2S Public administration - BW7 Public Health - J2T Public Research Centers - J2U Public Safety - 82Y Public Works - RF7 Publishing and Print - J2V Pulp and Paper - J2W Quick Service Restaurants(QSR) - J2X Real Estate - LU5 Regulatory - 1ME Re-Insurance and Commercial Ins - 1GM Retail Banking - J32 Shipping and Railroad Vehicles - J33 Social Services - M8B Sports - J34 Tax, revenue & finance - R28 Time-based Services - J36 Transportation - 4YV Travel & Reservation Services - J37 University Hosp Med Schools J2H Utilities - 9MU Warehouse Clubs & Superstores - J3D Wholesale Trade: Durable Goods - 8U7 Wholesale TradeNondurable Goods - 8U8 Wireless Service Provider S1S 14 Number of Employees at Site: <picklist> 1-99 employees-F7E 100-499 employees-6C3 500-999 employees-6C4 More than 1,000 employees-6C5 <picklist> 1-99 employees-89G 100-499 employees-F7D 500-999 employees-1K1 1000-2499 employees-9QN 2500-4999 employees-C4E 5000-9999 employees-4FZ More than 10,000 employees-AK2 <picklist> Yes - STT No - NO CODE <picklist> Yes - STU No - NO CODE <picklist> Less than 50 - STW 50 to 99 - 3RJ

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Number of Employees Overall:

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Is this location the headquarters for the account?

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(If not the headquarters) Is this location a regional or other centric site? Number of Users at Site:

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100 to 249 - STX 250 to 499 - STY 500 to 999 - 1J9 More than 1,000 - STZ

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What are the decision criteria for this project? (Select top 3.)

<checkbox> Price - JTR Performance- JTT Standardization - AVQ Availability - AVR Features - MEU Compatibility -- AVS Efficiency - AVT Scalability- AVU Quality - AVX Services - AVY Customer Support - AVZ Configuration - AWA Reliability - AWB Warranty - AWC <picklist> High- V6M Medium - V6N Low - V6P <checkbox> Lower Costs-AWY Adding Staff- AWZ Standardization - AXB Compatibility-AXC Expansion - AXD Resource Allocation-AXF Upgrade / Refresh - AXG Replacing Old / Bad Equipment-AXH Compliance-AXJ Consolidation-AXK Data Management - AXL Disaster Recovery-AXM Recycling Phase-AXN Efficiency-AXP Scalability-AXQ <picklist> Early Discovery - U4K Project Forming - U4L Forming Specifications - U4M Project Approved - U4N Vendor Selection - U4P Outsource - WB9 In House - WC2 Purchased Services - WC3 <open text>

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What is the priority for this project in your budget plan?

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What are the key factors driving the purchase? (Select top 3.)

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Where are you in the decision process?

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How do you presently manage your training service needs? Are there other individuals within your organization to talk with regarding this project? (If so, list them.) Are there other vendors you are considering besides Sage? (If so, list them.)

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<open text>

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Opportunity Budget Specified:

<picklist> Yes - 7WM No - 94Q <picklist> Less than 1 month - AM3 1-3 months - 9YH 4-6 months - L7L 7-12 months - VH2 More than 12 months - L7P

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Opportunity Timeframe:

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What I would like to do is have an Sage sales representative give you a call within the next few weeks to discuss in more detail what weve spoken about. Would that be okay?

<picklist> Yes - 742 No - 960

Close Scripts Hot Close: Based on our conversation it sounds like Sages Anytime Learning Training solution is of interest to you. Ill just take go over your information with you once again and then process the order immediately. You will receive an email with the ATL confirmation and instructions on how to access the training. Is there anything else I can do for you today? Thank you very much for taking the time to speak with me and have a great day. Cold Close: I appreciate you taking the time to talk with me today. It sounds like youre all set at this time. We would like to keep in touch, however, to see if that changes. Would it be appropriate to give you a call back in another six months? Please keep us in mind for any future Training initiatives that your organization may have. Thanks for your time and have a great day.

Other Discussion Items

If no Sale but there is additional question about Sage products owned: I would recommend that you contact ( the direct number. (See list of Escalation numbers below) ). They can help you with that issue. Here is

Peachtree Escalation
Peachtree Support - Pay per call Peachtree Support - Business Care Peachtree Support - Chat Peachtree Sales Peachtree Customer Service Peachtree Training 1-800-834-0314 1-877-481-0341 1-800-626-0941 www.sageu.com/peachtree 770-492-6311 1-866-351-2294 http://www.peachtree.com/pro ductsServices/businessCare/ http://www.peachtree.com/sup portTraining/findAnswers/liveC hat/ http://www.peachtree.com/pro ductsServices/ Are running into a support issue and would like assistance with this one issue If they customer is not currently on a Support Plan and wants to purchase. For those Customers that would like support via Chat Looking to Upgrade to a higher edition our newer version. General Questions / Account Updates / Billing Questions Training Related Questions that the Team