TopBloc Run Book
TopBloc is a technology consulting firm that provides fixed-time, fixed-price Workday deployment services, and on-demand Workday support. We deliver our customers tailored solutions by combining our unique technology-backed approach with the expertise of Workday services provider that has led over 150 launch deployments in the past 5 years
TopBloc leverages proprietary automation technology to quickly and pragmatically deploy Workday’s Human Capital Management, Payroll, and Financials business services. Our implementation solutions reduce timelines and eliminate inefficiencies, enabling clients to focus on their business while they gain immediate value from their new Workday platform. With SmartLoader, TopBloc’s one-of-a-kind acceleration technology, our consultants can expedite implementation and pass meaningful savings back to our clients.
Once live, TopBloc has multiple flexible expertise offerings that augment and operate a customer’s Workday solutions. Post-implementation, TopBloc’s Help Desk offers clients ongoing support to optimize their Workday solution, assisting with everything from the creation of new reports to answering how-to questions to resolving urgent issues. TopBloc’s Payroll Managed Services provides in-tenant payroll processing support to guide clients throughout the pay period or to fully outsource payroll processing.
As a preferred Workday partner, TopBloc works across industries with both Large and Medium Enterprise firms. We are proud to be recognized as one of the leading Workday Services Providers, acting as an implementation partner for over 30% of all new Workday projects in the Medium Enterprise segment.
Make Workday work for you with custom solutions designed by TopBloc.
Project Stakeholders – (get name, and email)
- Primary: Chief Revenue Officer,
- Primary: Director of Marketing
- Director of Business Development
- Business Development
Mission:
- ·Our consultants are on a mission, empowered to help you transform your company into what you aspire it to be. They are a team of experts dedicated to the cause of making Workday consulting work for you.
Services:
- We manage Workday implementations for Large & Medium Enterprise businesses and also provide ongoing Help Desk & Managed Services support. TopBloc can help your company transform its business operations to become everything you want it to be. Some of the programs used are, HCM Implementation, Financial Implementation, Future Phases, Technical and Functional Support
What CRM do you use?
TopBloc has chosen to use Salesforce CRM, we will send it over to Director of Marketing who will keep track.
What email system do you use?
Google Apps
Calendar
Use google calendar to sync with AE’s availability
AE Territory map
(Update)
What seniority level do you typically reach out to?
Titles: Help Desk, Payroll director, Financial Business Systems and Managers, Phase X, People is Total Rewards. Operations, Talent AQ Leaders, FPNA Leaders, Financial Reporting, and a more specific search
What size companies?
Size: Enterprise.: 10k. +
SDR Script TopBloc Call Script (below)
Messaging –
TopBloc is a certified Workday Partner that can enhance your Workday experience by taking on your needs for Technical Support, Functional Support, Payroll Managed Services as well as larger projects like Implementations, Upgrades and Future Phases. Our clients tell us that our flexible month-to-month contracts with fixed-fee pricing helps them get the most value out of Workday.
Intro:
Hi, this is [Your Name] with TopBloc. Do you manage [Company Name]’s Workday applications?
Who:
Ask who does and call that person.
If yes:
TopBloc is a certified Workday Partner focusing on implementations, upgrades, 7 Managed Services and supplemental support.
1st Question: What do you have on your Workday roadmap coming up in the next year, or no?
If yes:
Great. I’d like to give you a background on our strength and expertise around that. Could we talk more (Time and Date)?
If no:
NO.
2nd Question: Do you manage Workday exclusively in-house or does your team nave external support?
IF THEY SAY IN-HOUSE:
2A. Would you be interested in learning how TopBloc’s Workday support services can amplify your team’s ability to make the most of your Workday application?
If yes: Perfect, I would love to set up a brief 20-minute call to introduce you to TopBloc’s range of Workday services and how we can help. [Lock in date and time.]
If no:
2B: Do you have a process for how your team handles Workday’s bi-annual releases?
If no:
TopBloc’s application managed services team assist clients to prepare for upcoming Workday releases. I would love to set up a brief 20-minute call to introduce you to TopBloc’s range of Workday services and how we can help. [Lock in date and time.]
If they don’t give you anything:
JUMP TO PAYROLL (3rd Question) BELOW
IF THEY OUTSOURCE (using 3rd party company/Vendor)
TopBloc’s primary goal is to make Workday easy for our customers. If you’re open to hearing about how we do things differently, I would love to set up a brief 20-minute call to introduce you to TopBloc as a potential alternative. [Lock in date and time.]
If yes:
2A. Do you have projects coming up on your roadmap where it would make sense to try out a different Workday partner?
If they say they have any kind of Workday project coming up:
Perfect, I would love to set up a brief 20-minute call to introduce you to TopBloc and how we can help. [Lock in date and time.]
If they don’t give you anything:
3rd Question. Does [Company Name] use Workday to manage and process your payroll?
–
If they are running Payroll in Workday:
Great, TopBloc provides Managed Payroll Services in Workday. Our team can assist with everything from payroll guidance and administrative and advisory support, to running your company’s payroll processing entirely. I would love to set up a brief 20-minute call to introduce you to TopBloc and how we can help. [Lock in date and time.]
If they are integrating with a 3rd party like ADP:
Is moving Payroll to Workday something that is on your roadmap in the next 12 months?
if yes:
Perfect, I would love to set up a brief 20-minute call to introduce you to TopBloc and how we can help. [Lock in date and time.]
If they say no to everything, pitch an introductory call:
It sounds like you are pretty well set for now, but I think it would make sense for you to learn more about TopBloc in case you have a need in the future. I would love to set up a brief 20-minute call to introduce you to TopBloc and we help with Workday. [Lock in date and time.]
If they try to take you into the weeds technically:
You know, that is a little beyond my expertise personally, but I can get you on an intro call with one of my experts, and he can answer your questions a bit more specifically. What does your calendar look like for next week?
Voice message:
— Hey [First Name], this is [Your Name] with TopBloc. I am calling to follow up on my email from the other day about helping your company get the most out of Workday. Please give a call back when you get a chance at [Your Direct Line]. Again, I am (your name) with TopBloc, and my number is XXX-XXX-XXXX. Looking forward to speaking with you!
STRATEGY:
You have only a few seconds to get your next question after they finish answering your previous question. The people I have spoken with do not have the patience to wait around for you to talk. Be aggressive. Know where you are going before they finish talking. Have a notepad open because once you finally get them to start spilling, there will be a lot of things to write down.
Objections & Rebuttals
Why should we trust TopBloc?
TopBloc is a certified Workday partner.
TopBloc has completed over 150 Workday implementations over the past 5 years.
- TopBloc is one of the leading Workday services partners, acting as an implementation partner for over 30% of all new Workday projects in the Medium Enterprise segment.
Can you explain more about how TopBloc’s support model works?
TopBloc’s support model is unique because we offer fixed-time, fixed-fee contract where most others in the industry structure their support packages on a time-and-materials basis. I would love to set up a brief call for you to speak with the team who can provide additional detail about each of our services. [Lock in date and time.]
Which companies trust TopBloc for Workday Support?
[Need answer]
Background About TopBloc
https://www.topbloc.com
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