A conversation with a customer can start with something very ordinary.
For example, a manager notes that a process relies too heavily on messages, spreadsheets, and people coordinating tasks; an executive explains that they often don’t find out about a problem until users start complaining; or an auditor describes how difficult it is to reconstruct what happened months ago.
For a Flex Partner Customer, situations like these can lead to an opportunity.
And recognizing them requires something that many professionals already have: experience, an understanding of how organizations work, and relationships with decision-makers.
Your experience is the starting point
A Flex Partner Customer may be a former executive, an independent consultant, an advisor, a professional starting an independent practice, or someone who, after years of experience, interacts with companies and the decision-makers within them.
His greatest asset isn't developing technology. It's understanding how an organization works, talking with its executives, and recognizing when a need arises that's worth exploring.
The current Flex Partner Customers experience at MasterBase® also confirms the presence of diverse profiles, including former executives from large companies and professionals with technology experience. This diversity demonstrates different ways of leveraging knowledge and professional relationships in business discussions.
Learn to Recognize an Opportunity
To do this, you don't need to memorize the technical specifications of each product either.
The key is to understand what MasterBase® does, familiarize yourself with its portfolio, and learn to connect business scenarios with the capabilities its products can enable.
Conversational guides help explain MasterBase® in simple terms and spark conversations based on familiar situations. The portfolio helps users understand what each product does, what problem it solves, and what operational capabilities it enables. Use cases help apply these concepts to specific situations.
This way, the conversation can start where the customer actually is: in its own operations.
One organization may need greater visibility into its systems. Another may have difficulty preserving evidence or controlling access. Yet another may rely too heavily on human coordination to execute a process that spans different departments.
Every situation offers an opportunity to ask questions and gain understanding before discussing a solution.
A conversation may be enough
The first conversation doesn't necessarily have to result in a sale. It can have a much more specific goal: Identify a need and determine whether there is an opportunity worth exploring further.
To that end, a few simple questions can change the conversation:
- How are you carrying out that process today?
- What happens when something goes wrong?
- Can you prove what happened?
- What happens when the volume increases?
The responses make it possible to begin identifying issues related to continuity, control, traceability, communication, or the ability to carry out an operation.
That is precisely where the Flex Partner Customer experience comes into its own: listening, understanding the context, and recognizing patterns that can lead to an opportunity.
You create the opportunity
The Flex Partner Customer also doesn't need to address every aspect of an opportunity on its own.
When a conversation requires a deeper technical or commercial discussion, MasterBase® specialists can participate in follow-up meetings to answer questions, analyze requirements, and help move the process forward. This support during meetings with end customers is already an integral part of how MasterBase® fosters the generation and development of sales opportunities.
This allows Flex Partner Customer to initially focus on what its track record brings the most value to: opening doors, talking to the right people, listening, and matching a need with a potential MasterBase® solution.
The technical knowledge needed to delve deeper can be acquired as the project progresses.
Put Your Professional Capital to Work
Years of professional experience leave behind assets that don’t always show up on a resume: knowledge of an industry, an understanding of how companies make decisions, the ability to identify problems, and relationships built with people who now lead organizations.
The Flex Partner Customer program offers a way to put that professional capital to work.
MasterBase® contributes its portfolio, products, sales resources, and specialized support when an opportunity needs to be explored in greater depth. Flex Partner Customer contributes its experience, judgment, relationships, and ability to initiate a meaningful conversation.
You don't need to start by selling a product. You can start by listening to a need.
Because behind a discussion about a process that isn't scaling, an operation that's difficult to control, or a situation that requires greater continuity, there may be an opportunity.
The first step is to learn how to recognize it.
