Basic Information

Please enter basic information about your company.

• label : Company Name

  value : Xero

• label : Project Start Date

  value : 04-30-2018

• label : Service Purchased Date

  value : 04-22-2018

Business Model

Please explain your business model.

• label : Description

  value : Saas online accounting product- monthly subscription model

Unique Selling Proposition

What features or services differentiate you from your competitors?

• label : Description

  value : We are the only service to offer xyz, whereas other business models are set up this way, ours is set up that way.

Swot Analysis

Please briefly describe the following company attributes.

• label : Strengths

  value : Cloud-based product, which equates to easy accessibility anywhere, any device, as well as:
  – automatic upgrades/ incremental product enhancements without waiting
  -greater collaboration

• label : Weakness

  value : Low Brad Awareness
  Support limited to email, not phone
  Payroll only available in 30 states

• label : Opportunities

  value : -Xero can grow with SMBs- no cost per additional users
  -Strong open ecosystem and network of add on partners and integrations which gives Xero a food in the door for SMB’s who are using other systems.
  -Estimated that the US has around 28 million small businesses, but most use Excel for their accounts or nothing, simply shoving paperwork/receipts in their accountant’s direction at the end of the year.

• label : Threats

  value : -International company, not originated in the US
  -Default path is for someone to switch from Quickbooks Desktop to QBO because products are familiar/similar (even if it is inferior)
  -QBO aggressive media spend

Top Products Or Services

What features or services differentiate you from your competitors?

• label : Product OR Service

  value : Saas online accounting product with different pricing structures

• label : Average lob annual value

  value :

• label : Length of sales value

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• label : % of current revenue

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• label : Desired % of revenue

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• label : % focus

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• label : Product OR Service

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• label : Average lob annual value

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• label : Length of sales value

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• label : % of current revenue

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• label : Desired % of revenue

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• label : % focus

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• label : Product OR Service

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• label : Average lob annual value

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• label : Length of sales value

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• label : % of current revenue

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• label : Desired % of revenue

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• label : % focus

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New Product Introductions

Any new product introductions planned for the next twelve months? If so, what is the timeline for launch?

• label : Description

  value : Payroll offered in additional states

CRO & Go To Market

What is your GTM strategy? What has worked and what has not?

• label : Description

  value :

Competitors & Differentiators

Please list your top 3-5 competitors and your differentiators, and list them in rank order.

• label : COMPETITOR

  value : Intuit

• label : PRODUCT LINE

  value : QuickBooks Online

• label : Differentiator

  value :

• label : COMPETITOR

  value : Intuit

• label : PRODUCT LINE

  value : Quickbooks Desktop

• label : Differentiator

  value :

• label : COMPETITOR

  value : Microsoft

• label : PRODUCT LINE

  value : Excel

• label : Differentiator

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Points Of Contact

Contact information of key contributors

• label : Name

  value : Sejal Doshi

• label : Title

  value : Sr. Marketing Manager, Direct

• label : Email Address

  value : sejal.doshi@xero.com

• label : Phone Number

  value :

• label : Name

  value : Vinia Kleinert

• label : Title

  value : Digital Media APAc & NA

• label : Email Address

  value : vinia.kleinert@xero.com

• label : Phone Number

  value :

• label : Name

  value : Jack Flewett

• label : Title

  value : Director of online sales (global

• label : Email Address

  value : jack.flewett@xero.com

• label : Phone Number

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• label : Email Address

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Product Flows

What are the landing pages and product flows for each product?

• label : Description

  value : https://www.xero.com
  https://www.xero.com/us/signup/

Sales Process

Please walk us through the steps of your sales process, from after you receive an application from the website until the lead becomes a customer. What is the typical length of your sales cycle and what are the touch points as they go through that cycle?

• label : Description

  value : 1) Automated activation confirmation email
  2) Automated emails from Marketo (Onboarding) throughout 30 day free trial
  3) sales contact- phone + email

Seasonality

Does your product have any major sales cycle seasonality? For instance, for longer purchase cycles does your product have a yearly budget consideration?

• label : Description

  value : WINTER- EOFY (End of Financial Year) Switch season

• label : file

Target Audience, Channels, KPIs

What are the top 3-5 job roles that you need to target?

• label : Description

  value : Small Business owner
  Accountants

Access Account

What web analytics platform(s) are you using?

• label : Description

  value : GAP