1. Sales session Milan, January 08, 2015

2. Agenda Professional Services Sales Process Sales Documents
Global Authorization
Specific Authorization
End User Statement
End User Certificate

3. 1. Professional Services
IT Training & additional training modules
Local Support
Expanded support & follow up

4. Agreement negotiation
2. Sales Process
Pre Sales
Activity
Agreement negotiation
Contract signature
Delivery
Post sale
Follow up
Contact Management
Periodical follow up: internal reporting
Update Sugar with FAE’s and Sales Reports
Commercial terms but ALSO:
legal, logistic and timing clauses
Update Opportunity in Sugar with Offers
“Audit” the process: sales documentation
“Audit” the process: completion of the activities and final documentation
Update Sugar with Final documentation
“Audit” the process: invoicing and credit collection [license validity]
Follow up: periodical follow-up. How to? Client Satisfaction
Pre Sales Activity: how to implement a single EndUser and Contact list. How to trace the activity performed on all the contacts?
-> CRM SW?
Agreement Negotiation: check that what discuss with the customer is achievable. There are the necessary time to arrange the delivery? Which document are required? Which financials conditions are “not standard” and should be approved? Which special documentation is required? Is our standard documentation set accepted by the clients or we should involve our legal dept?
Contract Signature: Audit the process. Do we have all the required documentation according to our procedure? Can we proceed with the invoicing process? Can we ask to Op. Manager to schedule the delivery?
Delivery: Prepare the field for the FAEs activity. Verify that everything is running smoothly, constant check that all the activities are perfomed on time as per the contract. Verify that the documentation is prepared and issued accordingly.
Post Sales: Audit the process. Ist the whole documentation set complete? Can we issue a final license file? When I will follow up on that client?

5. RCS Delivery/Ac ceptance Certificate General Terms and Conditions
3. Sales Documents
NDA
HT Offer / Confirmed PO 
EULA
EUS / EUC
EUS
Brokerag e Letter
Dealer Agreement
RCS Delivery/Ac ceptance Certificate
General Terms and Conditions
3.1 Direct Sale  -
3.2 Direct Sale + agent/broker
3.3 Channel Partner (dealer/reseller)
3.4 “single-deal” Partner (occasional dealer/reseller)

6. 4. Global Authorization
Obtaining a Global Authorization we can freely export RCS in the 42 countries that subsribed Wassenaar Arrangement

7. 5. Specific Authorization
REQUIREMENTS
AUTHORIZATION
EXPORTATION
Confirmed PO/Contract
EULA
EUS
The committee that authorizes the exportation is convoked once a month to decide which exportation of dual use goods can be approved
Allowed immediately after the authorization, approximately within 45/60 days from the request
It implies that in any Sales Offer must specify “Subjected to Export Authorization”

8. 6. End User Statement
Mandatory for any sale subjected to both Global or Specific Authorization
Headed paper, signed and stamped

9. 7. End User Certificate Only if required by the Committee
Headed paper, signed and stamped by a Governmental Authority of the country of the End User
In our case, since our End Users are Governmental Agencies, the two format are equivalents