Business Development

1.0 Youtap Lead Generation Process

1.1 Summary

Youtap aims to be the market leader in the financial services and merchant services platforms and products market; its products include digital e-wallets, digital banking, ePayment processing, loyalty and campaign management, and merchant & consumer products.  This should define the process involved in each of the activities we propose using to create Lead Generation, including, but not limited to, inbound, outbound, and digital tools.

This document should provide a linear sequence to the journey and step-by-step scenarios of the next actions and owners.

The key in this document is the separation between Inbound and Outbound marketing,

• Inbound being the process:

  • when the lead types in www.youtap.com

  • when the lead clicks an advert and goes to a page - a blog post, product page, or news article relating to Youtap

  • when the lead uses an internet search engine and, through search engine optimization (SEO), is directed to the Youtap website;

    • e.g., when the lead searches the internet for digital banking or digital wallet, Youtap should be the first company they see in the search list; upon clicking on the Youtap link, they are directed to the Youtap digital banking page

• Outbound being the process:

  • Of everything we do in terms of lead generation, e.g.

    • cold calling or emailing

    • referrals and follow-up

    • database marketing and emailing

    • LinkedIn searches and contacts

1.2 The Definition of a Youtap Lead

A lead can be defined as a contact or sales prospect. The lead can be someone who works within the Banking industry, retail conglomerate, or Youtap product-specific sales target and has the knowledge and requirement to purchase a Youtap banking, ePayment processing, and merchant & consumer product.

A qualified lead or prospect:

• A qualified lead or prospect is an individual or organization assessed and determined to be a good fit for a company's product or service offering based on specific criteria. The qualification process ensures that sales teams focus on leads that are more likely to convert into paying customers.

• The process of qualifying leads involves evaluating them based on various factors, which can include:

  • Need or Interest: Does the lead have a need for your product or service?

  • Budget: Can the lead afford your product or service?

  • Authority: Does the lead have the decision-making authority or influence to buy your product or service?

  • Timing: Is the lead looking to buy now or in the near future?

  • Fit: Does the lead's requirements align with the features and benefits of your offering?

  • Size: For B2B companies, the size of the lead's organization or potential deal might be a factor.

A non-qualified lead or suspect:

A non-qualified lead, often referred to as a "suspect," is an individual or organization that has not yet met the criteria established by a company to be considered a potential customer. In other words, they haven't shown enough interest or fit to be deemed likely to purchase the product or service. While they might have interacted with the company or its marketing efforts, they haven't intended to buy or align with its target audience characteristics.

1.3 Tips for Qualifying a Prospect

If the opportunity looks viable, ask more questions to gather information. Here are a few additional questions to consider when using BANT for lead qualification:

Budget

1. Do you have a dedicated budget for new technology purchases? What is that budget?

2. Are you sharing your budget with any other departments?

3. If you had zero budgetary limitations, what would you do?

Authority

1. Do we need to include anyone else in our discussion?

2. Do you currently use any products similar to ours? Do you anticipate any overlap or redundancies?

3. How have past products been received? Is your team receptive to change?

Need

1. Explain your need and the problem or opportunity it solves.

2. What are your plans to address the problem or opportunity?

3. What, if any, roadblocks do you anticipate?

Timeline

1.     What other issues are you facing? What’s your priority in resolving the issues?

2.     What is your timeline for implementation?

3.     Are you considering any other solutions or services?

Depending on the lead (and their business), your contact might be more than one person. Very few businesses operate from a single person’s sign-off— rather, different managers or department heads collaborate to share resources (sometimes budget). Use this to your advantage by tailoring your exchanges to fit the situation best.

2.0 Youtap Sales Process

2.1 Youtap Sales Cycle

A 'Sales Cycle' is a set of specific actions people follow to close a new customer. Sales cycles are often confused with sales methodologies — frameworks for implementing sales cycles. The sales cycle is more tactical and often includes stages such as 'prospect,' 'connect,' 'research/qualify,' 'present,' and 'close.'

2.2 Youtap Sales Tools

2.2.1 Youtap Website - www.youtap.com

2.2.2 Youtap Insights - Blogs and News

2.2.3 Google Ads PPC

Using Google Ads, visitors searching for keywords, e.g., agency or digital banking, will be directed to Youtap based on the number of clicks and spending on advertising. 

2.2.4 Cookies on the page

Cookies on the Youtap website capture details about the visitor.  They can include the website’s name and a unique ID that enables the company to tailor offerings to you.  E.g., if my interest is in Banking, or Agency banking , Youtap can tailor my visits or searches around this for my next visit, or through my signing up for their newsletter, they can send me information related to Agency banking. 

Youtap tracks activity on its website using Dealfront:

2.2.5 Contact forms

Youtap also invites visitors to fill out contact forms and forms to download resources. Once on the landing page, the visitor fills out a form in exchange for the offer. (Forms are typically hosted on landing pages and are embedded on specific product sites. 

2.2.6 Youtap Sales CRM

Once the lead has visited the website or completed the form on the landing page they will be tracked in Pipedrive.

2.3 Youtap Sales Cycle to Closure

 Pipedrive will track the deal through the sales process to closure. The stages are:

• Qualification - The deal has become a prospect

• Stalled - The deal is temporarily stalled

• Needs Analysis - Requirments gathering for a proposal to be generated

• Qualified Proposal - The Deal has been officially quoted

• Proposal Presentation - The Deal and the Product have been presented to the customer

• Negotiating - The Deal is being negotiated

• Won - The Deal has been won

• Lost - The Deal is lost