Sales Pitch Starter Kit

These are some notes I put together to help pitch a jPOS-based application solution vs. an incumbent Tandem-based solution.  These might be helpful to you if you're in a position to do a similar pitch.  This is really a "starter kit."  Feel free to take these and expand and modify as you see fit.

Business Benefits

• Reduce total cost of ownership (‘TCO’) of payment systems solutions:

  1. Take advantage of pricing which doesn’t reflect the ‘baggage’ of needing to support proprietary operating platforms.
  2. Operate on inexpensive Intel-based PCs
  3. Choose from a wider (and more cost-effective) labor pool (vs. specialty architectures).

• Assure yourself of a reduced maintenance and support cost base, as well as a cost-effective, viable upgrade path.

• Receive a rapid ‘mean-time to payback’ on your investment.

• Capitalize on profit opportunities by conceiving, developing and implementing new marketing initiatives more rapidly.

• Share development and marketing ideas with a worldwide community of fellow users.

Technical Benefits

• Align payment systems direction with overall corporate IT direction.

• Allow payment systems to be integrated into corporate IT support services (at many installations, proprietary OLTP architectures are walled-off from corporate IT and treated as an island; sometimes, this engenders bad feelings towards the payment systems group).

• Leverage the contributions of the ‘open source’ community.

• Allow customers to operate payment systems solution as less of a ‘black box.’  Increased knowledge and control means that everyone can focus more on activities directly related to the business vs. concern over intricacies of the ‘black art’ of maintaining a traditional OLTP operation.

• Achieve ‘fault-tolerant’-like up-time goals at ‘standard enterprise computing’ prices.

• Minimize the frequency and duration of scheduled downtime windows.

Trend and Opportunities

• Tap into the ‘dual revolutions’ of Linux-based computing and ‘open source’ development communities.

• There’s an inexorable drive towards standardization of enterprise-class IT on low-cost Intel-based servers.  Using jPOS as your payment framework will put you right in the middle of this movement and by using it, you’re not sacrificing your commitment to fault-tolerant operations.

• Respond to the fact that more and more technology decisions are being made by the CFO, not the CIO.  That means there needs to an ROI-type justification for everything.  We believe there is a very short payback for a jPOS-based implementation. 

• Capitalize on any future consolidation in the market.  Mergers and acquisitions (M&A) are a fact of life.  When they happen, “system rationalization” (i.e., choosing a survivor from the two payment systems) occurs.  Having a 'new generation' solution in place will give your customers the upper hand in any of these discussions.