PartnerSURGE Sales & Pre-Sales Certification

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1 FACT SHEET PartnerSURGE Sales Certification KYRIBA FACT SHEET PartnerSURGE Sales & Pre-Sales Certification Backed by strong incentives and market-leading technology, Kyriba delivers one of the strongest and most comprehensive partner programs in the industry. Called PartnerSURGE, the program is designed to let Kyriba s strategic partners share in the rapidly expanding market for world-class treasury and finance technology. The first step in that process is enrolling in Kyriba s Partner Sales Enablement program, which offers sales certification and in-depth training to help partner teams quickly build pipeline, close their first deals and sustain long-term success. Kyriba s Partner Sales Enablement program helps sales professionals understand: The unique needs and challenges of liquidity and risk 1 management professionals 2 The business value offered by Kyriba s market-leading solution How to present Kyriba s value proposition to separate Kyriba from 3 the competition and win new business ROLE- BASED SALES CERTIFICATIONS Gold Sales For sales and marketing professionals who need to understand a prospect s core business challenges and Kyriba s associated value in order to generate leads. Platinum Plus Sales For sales professionals who need to manage the entire sales cycle, including prospecting, maturing deals and winning new business. Gold Pre-Sales functionality of the core liquidity modules of Kyriba s solution. Platinum Pre-Sales functionality of the advanced liquidity modules of Kyriba s solution. Platinum Plus Pre-Sales functionality of the capital market modules of Kyriba s solution.

2 Sales Certification Gold Sales On-boarding and Certification This certification is designed for sales and marketing professionals who need to learn to identify sales opportunities and generate interest through core value messaging. Certification Content: 1.5-hour orientation (live or via ): Business pains and needs of the liquidity and risk management industry Kyriba s overall value proposition 1-hour demonstration of Kyriba (live or via ) Prerequisite: None Following the Gold Certification, sales professionals will be able to identify prospects with the requisite business needs, provide a brief elevator pitch of Kyriba s value, and successfully introduce a solution specialist to continue the sales process. As part of this certification process, sales professionals will receive access to Kyriba s: Kyriba knowledge and content Sales Academy Knowledge base of anytime, anywhere training Gold Lead Generators 100% Sales Certifications Platinum Plus Self-Sufficient Sales + On-Site Platinum Plus Sales On-boarding and Certification This 13-week certification program is designed for sales professionals who need to manage the entire sales cycle, including prospecting, maturing deals and winning new business. Certification Content: 5 day on-site training, including: An introduction to the liquidity and risk management industry A review of each Kyriba product module, with a focus on how Kyriba meets modern day challenges in these areas In-depth training on how to create new sales opportunities and demonstrate Kyriba s unique business values to win deals The opportunity to create and practice a scenariospecific sales presentation on the value Kyriba offers An introduction on finding the right for the right situation at the right time A review of the end-to-end sales methodology, processes and corresponding tools Prerequisite: Preparatory Courses Following the Platinum Plus Sales Certification and mentoring by Kyriba s channel sales managers, sales professionals will be able to help a prospect progress all the way to contract signature. As part of the Platinum Plus Sales Certification, sales professionals will receive access to Kyriba s: knowledge and content Sales Academy Knowledge base of anytime, anywhere training Partner Portal To manage the progress of sales opportunities Sales Mentor To give guidance during sales cycles

3 Pre-Sales Certification The 26-week Pre-Sales Certification program is divided into three levels, Gold, Platinum and Platinum Plus, each having a two levels of competencies for demonstrating Kyriba s solution (Introductory and Custom Demos). Following the portion of each Certification, Kyriba s partner pre-sales team will be able to give overview demonstrates of the value of Kyriba s solution for the. Adding the Customization competency, will allow pre-sales professionals to customize the system to meet prospect-specific needs of each demonstration. knowledge and content Sales Academy Knowledge base of anytime, anyway training Demo Database To practice and give sales demonstrations Pre-Sales Mentor - To give guidance during sales cycles and demonstrations Demo Script - Proven demonstration scripts to guide the perfect demo for each module Partner Portal To manage the progress of sales opportunities

4 Gold Pre-Sales Certification Gold Pre-Sales Certification Cash & Forecasting Working Captial Payment & Fraud Cash Accounting Certification On-Site Prerequisites via Kyriba Sales Academy 5-day on-site training, focusing on industry needs, selling value through core system capabilities, access to full demonstration scripts, and demo practices, practice, practice Debt & Investments Prerequisite: Preparatory Courses Certification Certification prerequisite Platinum Pre-Sales Certification Platinum Pre-Sales Certification Bank Account Management GL Reconciliation Bank Fee Analysis Netting Certification On-line courses via Kyriba Sales Academy Access to full demonstration scripts Demonstration practice Prerequisite: Pre-Sales Gold Certification Certification In-house Banking Certification prerequisite Final customized demonstration exam

5 Platinum Plus Pre-Sales Certification Platinum Plus Pre-Sales Certification FX Hedging Hedge Accounting Certification On-line courses via Kyriba Sales Academy Access to full demonstration scripts Demonstration practice Debt & Investments (Advanced) Financial Accounting Prerequisite: Pre-Sales Platinum Certification Certification Certification prerequisite Final customized demonstration exam About Kyriba Kyriba empowers financial leaders and their teams with award-winning solutions for cash and risk management, payments and supply chain finance. Kyriba delivers a highly secure, 100 percent SaaS enterprise platform, superior bank connectivity and a seamlessly integrated solution set for tackling today s most complex financial challenges. Thousands of companies, including many of the world s largest organizations, rely on Kyriba to streamline key processes, protect against loss from fraud and cybercrime, and accelerate growth opportunities through improved decision support. Technology analyst firm IDC recognized Kyriba as a global leader in its MarketScape for SaaS and cloud-enabled treasury and risk management applications for Kyriba is headquartered in New York, with offices in San Diego, Paris, London, Tokyo, Dubai and other major locations. For more information, visit Copyright 2018 Kyriba Corp. All rights reserved. KY

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