Day 1 – 17 October 2024
Conference room: Grand (ground floor)
09:00 – 09:10
Event opening on Day 1
Presenter: Vanja Cigoj
09:10 – 10:10
DEV SESSION PART 1 – Changes in architecture and RLS
Presenter: Andrej Mertelj and Andrej Marinič
Presentation topics
- History
- Server and Database Analysis
- Optimizations
- Adaptation to Changes (ARES, reports, WF)
- Architecture
- Tools
- Security
- In the Future
10:10 – 10:40
Round table (Q&A) – DEV session part 1
Moderator: Andrej Mertelj and Andrej Marinič
10:40 – 11:10
Coffee break
11:10 – 11:40
Making Web Work
Presenter: Roman Josipovič
Presentation topics
- Pantheon WEB
- Order on Host
- Installation On-prem
- Clotho Upgrades (PAW,PAWS and PAAS)
11:40 – 12:15
New features in Common
Presenter: Roman Josipovič
Presentation topics
- Authorizations
- SMS and Viber
- Navigator
12:15 – 12:45
Round table (Q&A) – Making Web Work & New features in Common
Moderator: Roman Josipovič, Andrej Mertelj, Andrej Marinič
12:45 – 14:00
Lunch
14:00 – 14:30
DMS
Presenter: Žiga Ravšelj
Presentation topics
- Storage
- Classification scheme
- Importing documents
- Document management
- Document authorizations
- Document info
- Full text search
- Word Add-in
14:30 – 15:00
Mailroom
Presenter: Andrej Mertelj and Andrej Marinič
Presentation topics
- Mailboxes
- Mailbox types
- Mailroom autorun
15:00 – 15:30
Round table (Q&A) – DMS & Mailroom
Moderator: Andrej Mertelj and Andrej Marinič
15:30 – 15:50
Coffee break
15:50 – 16:20
DEV SESSION – PART 2 – eWorkflow (practical DEV cases)
Presenter: Mario Frankovič
Presentation topics
- Error Logging (MailRoom)
- Email Processing (Mail rooms for incoming / outgoing emails)
- Error handling in WF
- Invoice confirmation by positions
16:20 – 16:50
Round table (Q&A) – PART 2 – eWorkflow
Moderator: Mario Franković, Andrej Marinič
16:50 – 17:20
DEV SESSION – PART 2 – PAAS
Presenter: Dušan Majkić
Presentation topics
- Prepare for PAAS installation
- Check installation setup
- Install PAAS service
- Running PAAS service
- Best practices
17:20 – 17:40
Coffee break
17:40 – 18:25
DEV SESSION – PART 3 – PANTHEON Web Services
Presenter: Predrag Grujić
Presentation topics
- Effective use of PANTHEON APIs for integration
- New APIs in the PANTHEON Web Services group
18:25 – 18:55
Round table (Q&A) – DEV session – PAAS, PAWS
Moderator: Predrag Grujić, Dušan Majkić
19:30 –>
Dinner & Evening gathering in the Popi bar
Conference room: Premium (First floor)
09:10 – 10:40
Sales
Presenters: Ambrož Jarc
Presentation topics
- Introduction and agenda overview
- What’s new in processes
- Overview of new products and sales methods
- Identifying key customer segments and adapting sales approaches to new products
- Successful sales method
10:40 – 11:10
Coffee break
11:10 – 12:10
Sales and marketing focus FY’25
Presenters: Ambrož Jarc, Maja Fujan
Presentation topics
- Sales and marketing approaches through time
- Trends in generating leads: what works today?
- High-value content marketing
- Using AI and machine learning
- Results overview – Lead by channels – Sales approach (40% marketing – 60% sales)
- Campaign timeline by months (peaks) for individual products (campaigns across subsidiaries)
- Success by industry – Customer analysis (moving to a bigger segment)
- Opportunities and suggestions for implementing the sales process
12:10 – 12:45
Exchange of best sales practices – Part 1
Presenters: SUBs, partners
Presentation topics
Each SUB prepares best case and best practice cases (for different industries) that it has managed to implement in FY’24
Sales Best Case
- Project description (customer, project objectives)
- Challenges in the sales cycle
- Sales and implementation timeline
- Final benefits for the customer
Marketing Best Practice (2 cases)
- Campaign description
- Target group, targets
- Launch, messages
- Campaign monitoring, Remarking, A/B tests
- Results
12:45 – 14:00
Lunch
14:00 – 15:30
Exchange of best sales practices – Part 2
Presenters: SUBs, partners
Presentation topics
Each SUB prepares best case and best practice cases (for different industries) that it has managed to implement in FY’24
Sales Best Case
- Project description (customer, project objectives)
- Challenges in the sales cycle
- Sales and implementation timeline
- Final benefits for the customer
Marketing Best Practice (2 cases)
- Campaign description
- Target group, targets
- Launch, messages
- Campaign monitoring, Remarking, A/B tests
- Results
15:30 – 15:50
Coffee break
15:50 – 16:20
What can we improve?
Presenters: Ambrož Jarc
Presentation topics
- Suggestions for improving cooperation between departments
- Identifying areas where we can improve our offer, communication and/or sales approaches
19:30 –>
Dinner & Evening gathering in the Popi bar
Day 2 – 18 October 2024
Conference room: Grand (ground floor)
09:00 – 09:30
New features in ZEUS / APOLON
Presenter: Gašper Petelin
Presentation topics
1. Business analytics
- Ad-Hoc form on plan analysis
- Other planning features
- Ad-Hoc
- Dashboards
2. APOLON
- Create APOLON scenario
- Create task for APOLON scenario
- Use APOLON license
09:30 – 10:30
New features in HEFAIST and new Field Service Granule
Moderator: Jasna Rihter, Marko Tuk
Presentation topics
- Field Service Granule
- Service in PANTHEON
- Web Terminal (WT)
- Daily plan- improvements
- Scheduling
- Connections to machines
- Integrations
- The future is in AI
10:30 – 11:00
Round table (Q&A) – HEFAIST, Field Service Granule, ZEUS
Moderator: Jasna Rihter, Marko Tuk, Gašper Petelin
11:00 – 11:45
Accounting Dashboard
Presenter: Melisa Ališa, Klaudia Blašković, Špela Brlečič
Presentation topics
- What is Accounting Dashboard
- HERMES
- Financials
- HERA
11:45 – 12:15
Round table (Q&A) – Accounting Dashboard
Moderators: Leonida Kraševec, Irena Pincin, Tina Berden
12:15- 13:30
Lunch
13:30 – 14:15
PANTHEON Web Legal and Granules
Presenter: Jure Berginc
Presentation topics
PANTHEON Granule
- About
- Licencing examples
- Activation
- Allocation of granules to users
- Granule Permissions
- Improvements
- Granules overview
14:15- 14:45
New features in HERMES
Presenters: Leonida Kraševec, Klauda Blašković
Presentation topics
- Revamped VAT form
- VAT linked to DMS
- Revamped form for importing invoices
- Mailroom
- New features in PANTHEON Web
14:45- 15:15
Round table (Q&A) – Web Legal and Granules, HERMES
Moderators: PMs
15:15- 15:35
Coffee break
15:35 – 16:05
New features in FINANCIALS
Presenter: Melisa Ališa
Presentation topics
- Document preview in Journal entries
- Copy settings for bank statements import from DB to DB
- Search for accounts by name
- Search by amount on the Browse Posts form
- Multiselect by cost center in Transactions
- New variables in Reminders
- Reports in other languages (Account Card, General Ledger report, Browse Posts)
- Importing subjects from Register of subjects on the bank statement
16:05 – 16:35
New features in HERA
Presenters: Tina Berden, Ružica Filipović
Presentation topics
- New in PANTHEON Web
- Authorizations
- Substituting an employee upon leaving
- Work records
16:35 – 17:05
Round table (Q&A) – Financials, Hera
Moderators: Tina Berden, Ružica Filipović, Irena Pincin, Melisa Ališa
17:05
End of event
Conference room: Premium (First floor)
10:00 – 12:15
Sales closing techniques – Part 1
Presenter: Davor Fabčič, Mercuri International d.o.o.
Presentation topics
1. Factors of a successful deal
A successful deal is not only influenced by closing the deal in terms of the final part of the interaction with the customer, but by a set of interconnected factors that emerge before the deal is closed. Understanding these is also important for successfully completing the sales interaction with the customer, but is often overlooked by salespeople in practice.
2. Structure of the closing phase
The order of recommended steps to be taken by the salesperson in the closing phase.
3. Understanding customer resistance
In order to close successfully, the salesperson needs to understand and then overcome the buyer’s natural resistance when making a buying decision (“Am I making the right choice?”, “I’ll get more if I keep them waiting a bit”, etc.). Most often, this leads to delaying the decision.
4. Common errors when closing
When closing, it is only natural for salespeople to fear rejection, whether consciously or not, and this is reflected in their thinking and thus in their actions. Awareness of these factors reduces the number of closing mistakes made by salespeople (“I think I’ve convinced them”, “If I persist, they won’t take it well”…).
5. How to consider objections
Objections are (too) often seen by sellers as something negative, unwanted and deliberate obstacles that the buyer puts in their way of closing the deal. The right mindset and the so-called “salesperson’s belief circle” when faced with objections can help ease these more difficult situations and increase closing success.
6. Method for handling objections to form an alliance
How to use the right method to handle and positively leverage customer objections to successfully close the deal. This is about learning and practicing the 7-step method.
7. How to deal with resistance in an assertive sales situation
In most sales situations, the 7-step method will work to handle objections successfully, but not in a situation where the buyer does not prefer you (as a person, company or offer) and thinks that her/she knows everything about what he/she wants to buy. At this point, such situations need to be handled in a different way.
8. Buying signals
Verbal and non-verbal signals that tell you when the customer is ready to close the deal or when to go back down the line of sales conversation before you start closing the sale.
9. The right way to behave when closing
The salesperson himself/herself influences a positive closing process by behaving in the right way, which is a result of his/her own thinking and beliefs.
10. Different methods of closing
Six basic methods or ways that lead to successfully closing a deal in a productive way.
11. The last three objections
It often happens that even when you think you have everything agreed, the customer may raise one of the last three objections, which mean delaying the decision: “I need to think about …”, “I’m not the only one who decides …”, “You’re not the only one …”.
12. Action Plan
12:15- 13:30
Lunch
13:30 – 15:15
Sales closing techniques – Part 2
Presenter: Davor Fabčič, Mercuri International d.o.o.
Presentation topics
1. Factors of a successful deal
A successful deal is not only influenced by closing the deal in terms of the final part of the interaction with the customer, but by a set of interconnected factors that emerge before the deal is closed. Understanding these is also important for successfully completing the sales interaction with the customer, but is often overlooked by salespeople in practice.
2. Structure of the closing phase
The order of recommended steps to be taken by the salesperson in the closing phase.
3. Understanding customer resistance
In order to close successfully, the salesperson needs to understand and then overcome the buyer’s natural resistance when making a buying decision (“Am I making the right choice?”, “I’ll get more if I keep them waiting a bit”, etc.). Most often, this leads to delaying the decision.
4. Common errors when closing
When closing, it is only natural for salespeople to fear rejection, whether consciously or not, and this is reflected in their thinking and thus in their actions. Awareness of these factors reduces the number of closing mistakes made by salespeople (“I think I’ve convinced them”, “If I persist, they won’t take it well”…).
5. How to consider objections
Objections are (too) often seen by sellers as something negative, unwanted and deliberate obstacles that the buyer puts in their way of closing the deal. The right mindset and the so-called “salesperson’s belief circle” when faced with objections can help ease these more difficult situations and increase closing success.
6. Method for handling objections to form an alliance
How to use the right method to handle and positively leverage customer objections to successfully close the deal. This is about learning and practicing the 7-step method.
7. How to deal with resistance in an assertive sales situation
In most sales situations, the 7-step method will work to handle objections successfully, but not in a situation where the buyer does not prefer you (as a person, company or offer) and thinks that her/she knows everything about what he/she wants to buy. At this point, such situations need to be handled in a different way.
8. Buying signals
Verbal and non-verbal signals that tell you when the customer is ready to close the deal or when to go back down the line of sales conversation before you start closing the sale.
9. The right way to behave when closing
The salesperson himself/herself influences a positive closing process by behaving in the right way, which is a result of his/her own thinking and beliefs.
10. Different methods of closing
Six basic methods or ways that lead to successfully closing a deal in a productive way.
11. The last three objections
It often happens that even when you think you have everything agreed, the customer may raise one of the last three objections, which mean delaying the decision: “I need to think about …”, “I’m not the only one who decides …”, “You’re not the only one …”.
12. Action Plan
15:15 – 15:35
Coffee break
17:05
End of event
We reserve the right to change the schedule and content of lectures.
Due to the large scale of the event and the live performance, there may be interference with the sound recording. If the recordings are of poor quality, we apologize in advance.