1 AUSTRALIAN SMALL BUSINESSES PREFER QUICKBOOKS ONLINE OVER XERO. Your questions answered.
2 Your questions answered.
3 Dear ProAdvisor Partner, Welcome to Your questions answered. This is a list of the frequently asked questions regarding the study commissioned by Intuit to compare QuickBooks Online to Xero. Many of our partners have requested more information about the research and how to best use it for client conversations. As a result, Intuit has designed this booklet to help you understand and talk about the research more easily. The good news is that you don t have to be a research expert to talk about the results or benefits of QuickBooks Online compared to Xero this document is designed to make it easy for you to talk with your clients. It will help educate clients on the research, alert them to the benefits of using QuickBooks Online and provide general tips for framing a cloud conversation. We hope you find this document useful. If you have any questions call us on We look forward to hearing your feedback! Nicolette Maury Managing Director & Country Manager 1
4 Research FAQs
5 WHY DID WE DO THIS SURVEY? The study was undertaken to help provide much needed context for Australia s small businesses and their trusted advisors. We wanted to find out where QuickBooks Online, the worldwide leader in accounting software, stood in the Australian market and our study showed that we are exactly where we believed the product was number one in prospects eyes. We ve always been confident in the ability of QuickBooks Online to help support small business success in Australia. Now we have the numbers that prove it. We encourage all businesses, accountants and bookkeepers to try QuickBooks Online now and experience the difference. 3
6 WHAT WAS THE METHODOLOGY OF THIS SURVEY? Intuit commissioned Symplicit, a highly regarded independent third-party to conduct the usability study in person and online. We worked with 134 small business owners and employees who had never used either software before. Respondents did not know Intuit was behind the survey. We commissioned an independent third-party organisation because we wanted unbiased feedback. Objective opinions help us improve QuickBooks Online. If the participants had preferred Xero, we d be spending more time improving QuickBooks Online instead of sharing the findings. HOW DO WE COMPARE TO XERO, RECKON AND MYOB? Right now, Xero is the Australian market leader in built for the cloud accounting software, so we started there. Intuit QuickBooks Online is rapidly closing the gap on the competition in Australia and this new study shows that the product is a clear winner when it comes to creating an invoice and the overall experience. 4
7 WHY DID WE SURVEY PEOPLE ON THE BASIC TASKS? Setting up an accounting file easily and getting paid are two essential tasks for small businesses, so we re starting there. We have teams of developers around the world working to make QuickBooks Online as powerful as possible for our customers. As leaders in cloud technology, we re able to deliver updates on a weekly basis, which offers great flexibility. And supporting an open and integrated ecosystem we re able to scale even faster by connecting to the apps and tools that small businesses in Australia already use and love. WHY HAS INTUIT FOCUSED ON XERO FOR THIS CAMPAIGN? Intuit is obsessed with helping small businesses, and the accountants and bookkeepers they work with, be more successful. We did this study to dispel myths i.e. beautiful accounting and to give customers the opportunity to try it for themselves. CAN I OBTAIN MORE INFORMATION ABOUT THE STUDY FOR CLIENTS? Yes. Intuit has developed a range of materials to assist you with client conversations. We can provide you with client copies of the campaign materials and/or QuickBooks Online brochures. 5
8 Comments from research participants We have received a number of queries about the research participants and their direct feedback. Here is a sample of what some of the participants had to say.
9 RICHARD MCNAIR Office manager at Bellson Electric Carringbah, NSW Richard McNair has been using a desktop product for around six years and said as a result of this trial he is planning on moving to the cloud, with QuickBooks Online being his preference over Xero. Xero was a bit confusing for a first time user. With QuickBooks Online it was quick and easy to get started. I had no problems. I was completely confident with completing key tasks and I had a wow moment when invoicing with QuickBooks Online it was so much easier than I thought, so simple and quick. I found Intuit QuickBooks Online was better than Xero. It was easier to use and more intuitive. I much preferred the interface on QuickBooks Online too. It was simpler and I liked the colour scheme with the great money bar feature. Emily Johnson said she was amazed at how far QuickBooks Online has come since she tried the desktop version back in 2009 and found it faster, easier to use and more client-compatible than Xero. QuickBooks Online was so much easier to use than Xero and I completed all of my tasks with confidence. With QuickBooks Online, I also felt like I would be able to save time which I could then spend on other parts of my business. EMILY JOHNSON Accountant and owner of Count Em As an accountant with more than seven years experience, I found Xero frustrating and disappointing. If I can t use it from the get-go, how could I recommend it to my clients? 7
10 How will you know if QuickBooks Online is right for your client? If you have clients considering or asking for Xero, it is more than likely the client will ask for your advice and recommendation.
11 CLIENT SCENARIOS Here are a few client scenarios to help you consider if QuickBooks Online is a better solution for your client/s. Does your client: Want software that is easy to use? Want to invest a minimal amount of time for training? Want to save time invoicing? Want to finish tasks faster so that they can focus on other tasks related to the business? Need to feel confident in using the software? Want to have an enjoyable experience so that they continue using the software without issues? If you answered yes to most of the questions above then it is likely your clients will find QuickBooks Online beneficial to run their business. 11
12 CONVERSATION STARTERS If you have clients reevaluating their software needs, here are a few questions to help frame up a conversation. How many invoices are you sending per month? Are you confident that you have good insight into your business risks and opportunities as they arise? How much time do you want to invest on training on the software? Have you considered all of the cloud solutions in the market? What are you looking for in a software package? EXPLORATORY MEETING You can help your clients make a good decision by: Asking your client to put a dollar value against each benefit. Outlining the benefits of QuickBooks Online This will get your client excited about what they will be gaining by making a change. Be sure to list tangible and intangible benefits to have maximum impact. We have created a worksheet (located right) to help you frame a conversation. 12
13 SOFTWARE CHANGE READINESS WORKSHEET Item Time Value ($) Time saving Do you regularly need to locate and company files? Have you ever lost information as a result of not backing up? Are you spending a lot of time on manual data entry? Do you find yourself frequently chasing invoices? How many invoices are you sending per month? Business Health/Visibility Are you on the road for your business? Would you like more visibility of your cash flow and business financial position? Are you confident that you have good insight into your business risks and opportunities as they arise? Would you like to spend less time on the books and more time in your business? Would you like to increase your revenue? TOTAL 13
14 Handling Objections It is likely you may need to address and overcome objections or rebuttals. Some of the common objections you may receive include the following:
15 Objection What kind of technical support is available. Response Intuit has an excellent locally based customer care team to answer your queries. Objection I don t want to learn a new system. Response The software is very easy to use and requires little training. Intuit also offers training to all clients to ensure you get the support you require. Objection I don t want to lose my historical data. Response You will not lose your data. Intuit is currently offering a free data conversion service, which means your last two years of data will be transferred into the new system. Objection A friend of mine uses Xero and I ve heard it is a better cloud solution. Response A recent independent study of small business found that QuickBooks Online is actually faster and easier to use than Xero. I suggest you try both and also check out the study at numbersproveit.intuit.com.au Objection I haven t seen enough evidence to consider QuickBooks Online. Response Download your client a QuickBooks Online flyer from our new ProAdvisor portal or order hard copies from us for free! You can also set up your client a trial via wholesale billing in QuickBooks Online Accountant on their behalf. 15
16 Other useful tools We ll help you every step of the way
17 TOOLS The ProAdvisor team has developed a range of conversation starters, videos and testimonials to help you talk with your clients about upgrading to QuickBooks Online. Simply log into the ProAdvisor portal to access information like: QuickBooks Online brochures (soft/hard copies available) A whitepaper outlining the benefits of using mobile solutions in business It also contains useful tools for you including: Client conversation playbooks How to select your first clients to approach Tips for value based pricing + lots more! 17
18 FOR MORE INFORMATION CALL THE PROADVISOR TEAM Level 13, 2 Park Street Sydney, NSW 2000
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