Frequently Asked Questions
by producers of innovative tech solutions
Our Partners often ask us...
What do you do? How can you help me?
In the markets which you know still have unused potential, we can bring you new revenue. This is what we can do for complex offerings. If you have innovative solutions, our existing consultant network is ideal for this.
What is PGN? I don’t understand what exactly you offer.
PGN is an innovative business model for outsourced sales. PGN Sellers are professionals in remote markets who know the local culture and how to do business there. The network wins you ideal international projects, quickly, with minimal risks in an innovative way.
INDUSTRIES - Which industries are you in?
PGN is focusing on innovative solutions that are difficult to sell, almost regardless of the industry. We have experience from FinTech and InsureTech to Industrial Automation and Medical Devices to name a few. Our sellers in the global markets are a growing community of industry experts which we recruit also to expand to new industries.
MARKETS - What markets does PGN operate in?
All, but in some we have more sellers and in others we recruit more as the project advances.
MARKETS - Which is the flagship market for PGN? – where are you the most effective and why?
Italy - the market has a big language barrier to consultative selling. This, combined with a highly innovative SME environment, makes it the perfect market for us. Plus, we have a lot of partners we can use.
VALUE - What does PGN really bring as the added value?
Are you another Lead Generation company that approach us constantly?
We don't do lead generation, never did. We are a sales organisation, with the top sales methodology for selling innovative tech solutions and sellers in the markets that bring the deals. Generating leads only is a troubled business, full of challenges, dubious practices and no control over results.
Why is PGN unique – what makes you different, better?
REFERENCES - do you have a customer base?
yes, we have completed more than 100 international projects. References are on our website and past projects also on www.atol-bs.com
PAYMENT - What are PGN conditions for the remuneration and success fee?
Even though the value of a successful project is at the level of 1M€ and more, we target to earn some 100-300k€ in 2-4 years. All this depends on the specifics of a project. The commission is calculated and negotiated jointly to ensure a win-win membership. There is a 30% project launch contribution (5-10k€) in the form of a down payment, depending on the size of the project.
DEPOSIT - Why and on what terms?
Does PGN search for sales opportunities or generate leads?
Even more - usually, we take over the whole sales process with closing - engaging clients’ experts only when agreed. We are experts in solution selling so we can rely on our organisation to deliver results.
What does Lead Generation mean for PGN?
A lead is a contact that is initially qualified and fits the marketing criteria. It becomes an opportunity when they already know and understand the value proposition, know exactly why they are having the meeting and want to proceed with the conversation.
Which way do you find prospects / customers:
We use solution selling methods, customised per project/solution, generating interest based on business challenges with carefully selected responsible persons. Using LI, events and other B2B marketing channels.
Do you do social media capture?
Yes, this has been increased heavily in 1Q19
Do you do cold calling?
Not cold calling. Now calling is done jointly with social and content so, more like warm calling.
Do you do LinkedIn campaigns?
Do we make events?
Not currently, but in the near future we will
What kind of companies do you target?
Well, whatever is needed and defined in the workshops. Usually, enterprises are more difficult to access but the reward is bigger.
What is our effectiveness / success rate
Usually much above the client's. With the best clients at their level, but definitely more scalable/cost-efficient.
Our offering is very specific and we can only sell it by ourselves!
What you're saying that the local representatives you have are solution sellers?
We can’t do contracts in English, can you translate it to our language?
How does the cooperation process look like?
PILOT PROJECT - Is it possible to have one? On which terms?
When do we discuss with the customer/When are we included? Should we ever think about visiting the customers with you?
How would cooperation look like on just 1 market and how on a few markets?
One benefit of PGN sales systems is its scalability and transferability. So, implementation in a few markets looks similar to an implementation on a single market.
RISK - What if the buyer doesn't pay. Who has to take care of that/whose risk is it? Do they still have to pay commission to us.
This is one of the risks we cannot take over at this point in time. It is up to you to prepare a contract with partial upfront payment to cover also the sales commission. We may offer the global credit information service very soon.
START - How long after signing the contract does it take to start the workshops?
Immediately. The workshops can be done basically in two consecutive days. Two afternoons and we are ready to start.