Understanding the RSIGuard Sales Cycle

Every reseller and partner is different, so these examples may or may not completely apply to your situation. Hopefully they will give you insight into how we imagine the sales cycle will evolve for you with your customers.

Working with individual clients vs. site licenses within an organization

If you work with individual clients and anticipate selling RSIGuard, for example, 1 to 3 copies at a time, your sales cycle might look like this:

First RSIGuard gets installed on your client's computer. That may happen when you visit their computer during an ergonomic assessment and you install it. Alternately, you may leave your customized CD with the client or their IT department to install on their computer at a later date. You may pass out your custom CDs at an event, and have clients who subsequently install RSIGuard from the CD onto their computer. Alternately, they may download your customized RSIGuard installation from your website and install it on their computer.

In all of these cases, your client has your customized version of RSIGuard installed on their computer. Recall that the RSIGuard 45-day trial that they will have installed is actually the same thing as the purchased version. All they need is a registration code to convert the 45-day trial into a fully registered copy. Thus, if they subsequently contact you to purchase the copy, you collect payment and provide the client a registration code to register their software. There is nothing else that needs to be "delivered" to the client. Contact Leonard Campagna (lcampagna@remedyinteractive.com / (415)331-4231) when you complete your first sale and you will be assigned an authorized registration code.

Finally, if your client ends up purchasing their copy of RSIGuard over our website, they will be asked to enter their RSIGuard ID#. This ID# identifies them as your client to insure that you still receive your commission (35% for licenses of 1-19 copies). If during purchase they don't know their ID#, they are still allowed to complete the purchase. But the registration code they receive, when entered, will automatically contact our website with their ID# so that we will still know that the purchaser was initially your client.

If your focus is site licenses within an organization, then your sales cycle might look like this:

After you have found a potential client organization that would benefit from having many or all of its employees use RSIGuard, you will need to introduce the idea to them. Explain that RSIGuard is geared towards helping computer users change to healthier work habits, and that while making physical improvements to the workstation has historically been the solution of choice, healthy work habits are equally, if not more important. Your RSIGuard CD contains a PowerPoint presentation that may help you relate the concept of RSIGuard to clients. It gives a detailed overview of the concept of RSIGuard, explains the features, and gives examples of how it can be helpful to an organization. Users will inevitably have many questions, and while most can be answered by documents referred to on the main reseller page, please feel free to contact us. For sales support, contact Leonard Campagna (lcampagna@remedyint.com / (415)331-4231). For technical support, contact Ron Goodman (rgoodman@remedyint.com / (831)421-0139).

After you have gotten a Health & Safety, or Ergonomics, or Human Resources, or other department interested in RSIGuard, they will want to be confident that RSIGuard will help them and will be well received by their employees. Although some clients will see this right off and be ready to purchase their license, more often, clients will want supporting information that comes from having an RSIGuard pilot, in which a small group of employees try out RSIGuard for a period. See the information below about conducting an RSIGuard pilot.

After the client has decided to purchase RSIGuard, you will discuss pricing. Please use our Reseller pricing webpage to determine your pricing and your client's pricing for both the license and the optional Maintenance Agreement.

Guiding an RSIGuard sale towards a site license

An issue you will likely face if you present RSIGuard to organizations is their perspective of RSIGuard as either a preventative, proactive measure to be applied to many or all employees, or as a remediation to be used reactively with injured or very high risk employees. The former is what we recommed for several reasons.

• It takes a while to change work habit behavior and it makes sense to start changing before an injury develops
• Repetitive Strain Injuries (RSIs) are very difficult to fully resolve once symptoms begin, so prevention is very important both from the perspective of the employee, who faces a debilitating injury, and the employer who faces high workers compensation costs and costs associated with losing valued employees.
• RSIGuard's DataLogger collects information about how employees work. In order to develop a database that will allow an organization to understand what is causing their injuries, there needs to be data about employees who don't have injuries as well as about those who do. Furthermore, the DataLogger data can be very helpful to a doctor and ergonomist if a person develops an injury, because it can indicate what led to the injury and what kinds of changes can remediate the problem. But, this can only work if the data is collected before the injury exhibits itself (which will cause the data to change as discomfort, workstation changes, and ergonomic recommendations begin to impact their patterns).

Although a site license is also naturally better for a reseller for financial reasons, the real motivation should be that the companies and their employees will benefit substantially from preventing the injuries instead of waiting for them to occur. Remember, even if a company has few reportable injuries, most organizations with computer users have rates of at least 50% of employees reporting at least occasional discomfort from using the computer. That discomfort leads to reduced productivity, reduced morale, and in some cases, more significant injuries.

Conducting an RSIGuard pilot

A typical pilot gives 10-20 people a chance to try RSIGuard for 30-45 days. Although RSIGuard is well documented on our website, we are happy to talk with an IT, ergonomics, or other representative of your client to assist them in setting up their pilot. We provide this as a free service to them and to you, the reseller. Also, aside from the instructions below, we have technical instructions for setting up a pilot for users and their IT staff.

To conduct an RSIGuard pilot, the client should:

1. Identify a group of employees who will be the pilot participants (e.g. 10-20 people) and verify that they wish to participate. Ideally, users should be communicative. Some should have discomfort from computing or RSIs, and some should be people who are simply interested in preventing problems.
2. Determine how RSIGuard will get installed on the participants's computers (either an IT person will install it on each computer, or, if the users will be comfortable doing so, they can be directed to the website to download and install it themselves).
3. Users should be provided RSIGuard support contact information (support@rsiguard.com / (831)421-0139) so that if they have any questions during the pilot they can get answered.
4. You may wish to check in with your contact as the pilot is progressing to insure that there are no issues that need to be resolved.
5. At the end of the pilot, the organization may wish to survey its users. Some suggested questions are availble by clicking here.
6. Be sure to followup after the survey and help discuss the results. Some users will inevitably not want to change their work habits, but most people have a positive response and believe RSIGuard is helpful.

Again, please contact us if you need any assistance with the process.

Making payments to Remedy Interactive

If you are selling orders of 1 to 20 copies of RSIGuard, please make payment through our Small Order Payment Site..

For quantity sales that would normally involve a purchase order, the process is:

1. The client sends you a purchase order for the amount of the sale.
2. You send us a purchase order for the sale at your discounted price. Your P.O. should include your contact information, to which we will send an invoice. Your P.O. should also include the client's contact information to which we will send the product and a shipping slip (without any pricing information).
3. You should send payment to us under the terms of the invoice we send you (normally net 30).

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