Cold Calling System for Sales Success LIVE Cold Calling Sales Training®
EXAMPLE OF A TECHNOLOGY CUSTOMER RECORDS UPDATE FORM
Customer Records Update Reference ID ________________________ Renewal Date: ______________________________
STATUS: _______________________________________________________________________________________________________________
Customer: ______________________________________________________________________________________________________________
Subsidiary of: ___________________________________________________________________________________________________________
Merged? ________________________________________ Acquired? _____________________________________________________________
Street Address: __________________________________________________________________________________________________________
City: ____________________________________________________________ State: _____ Zip: ________-______________________________
Mailing Address: ________________________________________________________________________________________________________
City: ____________________________________________________________ State: _____ Zip: ________-______________________________
Ship to Contact & Address: Same Changed (circle)
________________________________________________________________________________________________________________________
CPU Contact & Address: Same Changed (circle)
________________________________________________________________________________________________________________________
Bill to Contact & Address: Same Changed (circle)
________________________________________________________________________________________________________________________
Spoke With: ____________________________________________________________________________________________________________
Dates Called: __________________________ Contact: _________________________________________________________________________
______________________________________ Fax: _____________________________________________________________________________
______________________________________ County: __________________________________________________________________________
____________________________________ Tax Exempt: Yes No _____________________________________________________________
Web Page: _______________________ INTRAnet: Yes No Email Address: ____________________________________________________
Receive updates over net? Yes No Accept Gifts? Yes No Amt. _______ Type _________________________________________
Your Organization's Solution License Information
Server/CPU Solution Operating Number of Number of Number of Serial Numbers
Location(s): Code System Runtimes Development Servers
City, ST Copies Copies
For more details on how to customize and use the CRU, please call Ron LaVine at 1-818-991-6487. 1
1996-2008 AST, Inc.’s – Cold Calling System for Sales Success LIVE Cold Calling Sales Training®. Free Sales Tips at www.ast-incorp.com 1108.
Cold Calling System for Sales Success LIVE Cold Calling Sales Training®
Customer Records Update Reference ID ________________________ Renewal Date: ______________________________
Types of Technology in Use
Op/Sy(s)? MVS; OS/400, AIX, HP/UX, UNIX, Linux, RedHat Linux, SuSE Linux, Solaris, UnixWare, TRU64, Linux Z, Linux Intel, Linux I,
DEC/VAX, 95; 98, 2000, XP, NT, Win Server 2003, VM; VSE; VMS, Other: _________________________________________________________
Other CPU(s) or Server(s)? s/370, s/390, z Series, i Series, AS/400, RS/6000, ICL VMS, Siemens, Sun Sparc, ULTRA, Unisys, Wang Other:
________________________________________________________________________________________________________________________
Other CPU/Server Locations: ______________________________________________________________________________________________
How is Your Organization's Solution used throughout your organization? ____________________________________________________________
________________________________________________________________________________________________________________________
________________________________________________________________________________________________________________________
What are you application plans? ___________________________________________________________________________________________
________________________________________________________________________________________________________________________
Who are the primary users of Your Organization's Solution? ___________________________________________________________________
Are you a member of our user group? Yes No Would you like to become a member?
Would you be willing to receive an occasional phone call or email from someone who wants to speak with someone who uses our software?
Yes No Email address __________________________________________ Phone # __________________________________________________
Line of Business Questions for Users of Your Organization's Solution
What system Your Organization's Solution being is used for and how is it being used in this LOB?
________________________________________________________________________________________________________________________
What are the primary reasons business drivers and value it provides for this LOB?
________________________________________________________________________________________________________________________
Is this system mission critical to this LOB? Why or Why Not?
________________________________________________________________________________________________________________________
What constraints does the system have today to meet the current and or future needs of this LOB?
________________________________________________________________________________________________________________________
What other systems could be integrated into the ______________________________________________________ system to add incremental value?
________________________________________________________________________________________________________________________
What form of input does your Line of Business have into the system?
________________________________________________________________________________________________________________________
Whose budget supports the system?
________________________________________________________________________________________________________________________
What changes are being proposed for the system in the future?
________________________________________________________________________________________________________________________
What plans are being made to enhance the system i.e. web, XML, html
________________________________________________________________________________________________________________________
Number of Your Organization's Solution Developers? _____________ Number of Your Organization's Solution End Users? ______________
Number of TOTAL Developers? ____________________________ Number of TOTAL End Users? ___________________________________
Over the next year, roughly how many DEVELOPERS do you estimate you will be adding? _________________________________________
Over the next year, roughly how many END USERS do you estimate you will be adding? ___________________________________________
For more details on how to customize and use the CRU, please call Ron LaVine at 1-818-991-6487. 2
1996-2008 AST, Inc.’s – Cold Calling System for Sales Success LIVE Cold Calling Sales Training®. Free Sales Tips at www.ast-incorp.com 1108.
Cold Calling System for Sales Success LIVE Cold Calling Sales Training®
Customer Records Update Reference ID ________________________ Renewal Date: ________________
Technical Questions - What are you using for?
Code and Version Management? ___________________________________________________________________________________________
Editing? ________________________________________________________________________________________________________
Compiling? ________________________________________________________________________________________________
Testing? ________________________________________________________________________________________________________
Developing GUIs? ________________________________________________________________________________________________
B2B? ________________________________________________________________________________________________
B2C? ________________________________________________________________________________________________
Object oriented programming? ____________________________________________________________________________________________
Business rules extensions? ________________________________________________________________________________________________
Web based system admin? ________________________________________________________________________________________________
Delivery Technologies: HTML, XML, SHTML, J2EE, J2ME, .NET, COM, MS Active Svr Pages, Cascade Style Sheets, ______________________
Components? COBOL COM, COBOL DCOM, Other ___________________________________________________________________________
Browser(s)/Application Server(s)? Websphere, Web Logic, IE, Netscape, Netscape Fast Track, Netscape Enterprise server, iPlanet Enterprise
Server, MS Internet Information Server, Other __________________________________________________________________________________
Deployment? COM, DCOM, .NET, COM+, Javabeans, Other _____________________________________________________________________
DBMS? DB2; DL/1; IMS/DB; IMS/ESA, Informix; Oracle; OpenESQL, SQL/DS; Sybase; QSAM, VSAM, Other ___________________________
Emulator(s)/Environment(s)? 3270; 5250, CICS; IMS/DC; IMS/TM, TSO; VTAM; MVS TCP/IP, CA-Solve, Other_________________________
Remote File access? SAMBA, Other _________________________________________________________________________________________
4GLs/Data Access? Easytrieve Plus, MetaCOBOL, CA-Ideal, CA-Telon, Delta, APS Other: _____________________________________________
Middleware? BEA Tuxedo Other ___________________________________________________________________________________________
GUIs? Business Objects; ClearAccess; Crystal Reports; Flashpoint; Focus Reporter; Impromptu; Micro Focus; Motif;
Power Builder; Visual Express; Other_________________________________________________________________________________________
Library Management System? Panvalet; Endeavor; ____________________________________________________________________________
Security? ACF2, RACF, Top Secret, LDAP, SSL, Certificates, PDC Other___________________________________________________________
Programming Languages? Assembler, COBOL 390, COBOL II, Micro Focus COBOL, VS COBOL II, OO COBOL, PL/1, C, C++, REXX; Visual
Basic, Java, Active X, VB.NET, .NET, ASP, JES2, JES3, C#, ANSI COBOL 74, ANSI COBOL 85
Other
________________________________________________________________________________________________________________________
Consumer Devices? Motorola, Nokia, NTT DoCoMo, Palm, RIM, Siemens Other_____________________________________________________
Primary Business: _______________________________________________________________________________________________________
___________________________________________________________________________________ Fiscal Year End? _____________________
For more details on how to customize and use the CRU, please call Ron LaVine at 1-818-991-6487. 3
1996-2008 AST, Inc.’s – Cold Calling System for Sales Success LIVE Cold Calling Sales Training®. Free Sales Tips at www.ast-incorp.com 1108.
Cold Calling System for Sales Success LIVE Cold Calling Sales Training®
Customer Records Update Reference ID ________________________ Renewal Date: ________________
Department Contacts
CEO ________________________________________________________________________________________________
CIO/VP IS/MIS ________________________________________________________________________________________________
CFO ________________________________________________________________________________________________
IT Director ________________________________________________________________________________________________
IT Manager ________________________________________________________________________________________________
Technology Eval ________________________________________________________________________________________________________
Applc. Dvlpmnt ________________________________________________________________________________________________
End User Computing ________________________________________________________________________________________________
QA Director ________________________________________________________________________________________________
DBA ________________________________________________________________________________________________
Network Admin ________________________________________________________________________________________________
Systems ________________________________________________________________________________________________
Tech Services ________________________________________________________________________________________________
Computer Ops ________________________________________________________________________________________________
Customer Service ________________________________________________________________________________________________________
Help Desk Support ________________________________________________________________________________________________
Purchasing/Contracts ________________________________________________________________________________________________
Legal ________________________________________________________________________________________________
Education ________________________________________________________________________________________________
HR ________________________________________________________________________________________________
Marketing ________________________________________________________________________________________________
Sales ________________________________________________________________________________________________
End User(s) ________________________________________________________________________________________________
Completed By: _________________________________________________ Date: _________________________________________
Major Problems or Challenges
________________________________________________________________________________________________________________________
________________________________________________________________________________________________________________________
Timeframe
________________________________________________________________________________________________________________________
________________________________________________________________________________________________________________________
Budget
________________________________________________________________________________________________________________________
________________________________________________________________________________________________________________________
Decision maker(s)
________________________________________________________________________________________________________________________
________________________________________________________________________________________________________________________
Influencers
________________________________________________________________________________________________________________________
For more details on how to customize and use the CRU, please call Ron LaVine at 1-818-991-6487. 4
1996-2008 AST, Inc.’s – Cold Calling System for Sales Success LIVE Cold Calling Sales Training®. Free Sales Tips at www.ast-incorp.com 1108.
Cold Calling System for Sales Success LIVE Cold Calling Sales Training®
________________________________________________________________________________________________________________________
For more details on how to customize and use the CRU, please call Ron LaVine at 1-818-991-6487. 5
1996-2008 AST, Inc.’s – Cold Calling System for Sales Success LIVE Cold Calling Sales Training®. Free Sales Tips at www.ast-incorp.com 1108.