🔒 Internal · eJourney sales team only · contains COGS data + internal floors · do not share with customers or partners

eJourney · Sales Playbook · LXP in the AI era

9-Grid Sales Playbook v1.0

Cara tim menjual eJourney — Learning Experience Platform in the AI era. LMS sebagai foundation, 3 pillars (GapAnalyzer / AI Assessment / Content Creation) menjalankan learning loop. Dari prospek dingin sampai closed-won, sampai loop.

Last updated 2026-05-11
Audience eJourney sales team
Source-of-truth /sales-kit-2026-04/playbook
✓
Locked cells
5 / 9
~
Draft cells
3 / 9
!
Open cells
1 / 9
✓
Pricing
Locked · 250 / 200 / 150K
1Who & Why · Discovery → Qualification
Cell 01

ICP & Pain

Locked

Siapa yang kita jual ke, kenapa mereka beli sekarang, dan apa biaya tidak bertindak.

  • ICP primer: CHRO / Head of L&D · Indonesian corporate 500–5.000 karyawan
  • ICP adjacent: Higher-ed institusi (Petra = anchor reference)
  • Pain 1: Vendor sprawl — 3–5 alat L&D terpisah, integrasi lemah
  • Pain 2: 40–60% waktu tim L&D habis di admin, bukan learning
  • Pain 3: ROI tidak jelas ke CFO — training budget rentan dipotong
  • Buyer power: CHRO sponsor · L&D Head champion · CFO gate · IT veto
From bundle-cogs-profit + FEATURES Reusable shape
Open depth page→
Cell 02

Sales Motion & Channels

Draft

Bagaimana prospek datang ke kita — direct, partner-led, inbound.

  • Direct: founder + sales-lead network · Yayasan Petra warm intros · sponsor-led pitch
  • Partner-led (VAD): Metisoft Labs / CanPlus co-sell · VAD partners (rekrut aktif)
  • Inbound: ejourney.id · halo@ejourney.id · WhatsApp 0822-2908-9679
  • Outbound: amplifikasi APICTA 2024, forum HR Indonesia (HRMagz, Marketers Festival)
  • Target Q3 2026: 50% direct · 30% partner · 20% inbound (belum di-validasi pipeline)
From partner-pitch-deck eJourney-specific
Depth page pending·
Cell 03

Discovery & Pitch

Draft

Alur dari first-call ke proposal. Pertanyaan apa, demo apa, arc-nya bagaimana.

  • Discovery 30-min: 5' konteks · 15' demo dipetakan ke pain · 5' ROI calc · 5' Q&A + next step
  • Pitch arc: pain → 3 pillars → proof → tier-fit → pricing → komitmen
  • Decks live: sales-pitch-deck (9 slide) + per-tier one-pagers
  • Demo: live CanPlus + sample StoryJourney video + AI Grading walkthrough
  • Missing: discovery script template, per-persona question bank, demo storyline yang skala
Deck assets siap · script template TBD eJourney-specific
Depth page pending·
2Offer & Deal · Pitch → Close
Cell 04

Product & Packaging

Locked

LXP positioning · LMS foundation · 3 pillars · learning loop · feature × tier × commercial.

  • Positioning: Learning Experience Platform in the AI era
  • Foundation: LMS (BYO atau CanPlus included)
  • 3 pillars: GapAnalyzer · AI Assessment · Content Creation
  • Loop: Gap → Content → Assess → Gap ↻
  • 2 sell paths: with-LMS (3 pillars only) · without-LMS (3 pillars + CanPlus)
  • Add-on: Elwyn AI Roleplay Rp 50K/sesi · Modul kustom Rp 25-30jt
From sales-kit-FEATURES + Cell 04 depth eJourney-specific
Open depth page→
Cell 05

Pricing & Margin

Locked

Sticker, COGS-validated floors, margin per tier — what a rep can promise and where to walk.

  • Sticker: Rp 250K / 200K / 150K per user / bulan (Essentials / Growth / Enterprise) — descending volume rate
  • Min order: 500 / 1.000 / 2.500 user
  • Volume stack max: 25% off sticker (rep level)
  • Add-on: Elwyn AI Roleplay Rp 50K/sesi
  • GM @ peak: 91% / 87% / 71% Direct sale — Enterprise tightest
  • Watch: Enterprise + VAD Elite + discount stack collides — capped at Accelerator if discount applied
COGS sourced from internal operations worksheet (2026-04-24)
Open depth page→
Cell 06

Objections & Negotiation

Open

Apa yang prospek lempar dan bagaimana kita respond — scripted, cultural-lensed.

  • Top objections (un-scripted): "Sudah pakai LMS X" · "AI grading reliable?" · "Data residency?" · "PDP compliance?" · "Implementation berapa lama?" · "Tim kami bisa operate?"
  • Redline policy: belum disusun · cultural lens Indonesia B2B applied
  • Cultural lens: relationship-first · formality matters · conglomerate ≠ SME ≠ government tone
Missing for ship Scripted response per objection (Bahasa formal B2B, ≤3 paragraf each). Per-buyer-persona objection map (CHRO vs CFO vs IT vs L&D Head — beda objection profile). Redline policy untuk MSA / SoW / PKS — lean ke prinsip: firm hanya pada item yang outlast relationship, honor prior commitment dari SoW/Term Sheet.
Author pass needed · pairs with legal review process Reusable shape
Open depth page→
3Deliver & Compound · Close → Retain → Expand
Cell 07

Partner & Channel

Locked

Two channel models · wholesale + services · 5 mitigations against software-flipper risk.

  • Referral: 10% Y1 default · 15% above Rp 3 M cumulative · software revenue only · one-time finder fee
  • VAD Standard: 20% wholesale margin (flat, no Y2 step-down) · +2% MDF
  • VAD Accelerator: 25% wholesale margin · Rp 5 M/yr quota · +3% MDF
  • VAD Elite: 35% wholesale margin · Rp 15 M/yr quota · +3% MDF · territory option
  • Two-layer pricing: Layer 1 software (vendor delivers) · Layer 2 services (partner delivers + prices)
  • 5 mitigations: certification · NPS visibility · service standards · escalation path · annual review
From commission-structure + Cell 07 depth Reusable shape
Open depth page→
Cell 08

Sales Ops & Proof Toolkit

Draft

Mekanik internal — CRM stages, velocity, dan proof points yang tim bawa ke setiap call.

  • CRM: spreadsheet hybrid for now · proper CRM transition target
  • Stages: Prospect → Discovery → Demo → Proposal → Negotiation → Closed-Won
  • Target velocity: 60 hari (Growth) · 90+ hari (Enterprise)
  • Proof toolkit: 🏆 APICTA 2024 · 📚 Petra validation · 🔐 4 paten HKI · 📈 471+ institusi
  • Missing: case-study library · ROI calculator · forecast cadence · win/loss tagging
Velocity target pending real pipeline data Reusable shape
Depth page pending·
Cell 09

Handover & Loop

Draft

Setelah closed-won — onboarding, Tier 1→2 conversion, cross-venture intelligence.

  • Tier 1 → Tier 2: pilot 1–3 bulan → annual contract (mekanik konversi TBD)
  • Onboarding: 1–2 bulan go-live (sebelumnya overclaimed 2 minggu — sudah dikoreksi)
  • Handover artefak: impl plan · admin training 2 jam · onboarding karyawan · modul kustom build
  • Customer Success: QBR untuk Growth+ tier
  • Customer loop: usage data + friction reports feed back into product roadmap · CanPlus partner shares LMS infrastructure signal
  • Missing: onboarding runbook, IDEA BANK routing untuk customer friction, QBR template
Onboarding runbook + IDEA BANK routing TBD Reusable shape
Depth page pending·

How to reuse this shape for another product

Same 9-cell structure works for any product team that sells through a sales motion. Some cells carry the same shape with different content (ICP, Pricing, Objections, Partner, Ops, Loop). Others need total rewrite per product (Motion, Discovery, Product details).

  1. Clone the file to {product}/playbook/index.html
  2. Swap logo path in the hero
  3. Update brand variables in :root (accent / navy to match the product brandkit)
  4. Re-fill the 9 cells honestly — use status pills (locked / draft / open) that reflect reality
  5. Don't ship the playbook until Cell 05 (Pricing & Margin) is locked

Version

Versionv1.0
Last updated2026-05-11
Brand sourceproduction sales kit
AudienceeJourney sales team
Ship gateCell 05 locked ✓