AI Document Intelligence Selling to the RPA/Automation Lead — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

> **AI Document Intelligence Selling to the RPA/Automation Lead** is a 60-minute training for AEs running $50K–$1M ACV cycles against **AWS Textract, Azure Form Recognizer, Google Document AI, Unstructured, Reducto, Klippa, Hyperscience, Rossum, ABBYY**. Qualify against **RPA Lead + Operations + IT**, run discovery on **OCR accuracy + schema extraction + document type breadth + cost**. Built on **MEDDPICC**.

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## Section 1 — Why Doc Intelligence Selling Is Different (5 min)

OCR accuracy 99%+ on printed; 95%+ handwritten. Schema F1 0.95+ is the bar.

End with **Mark Roberge's** rule: *"Sell schema F1 + doc-type breadth."*

---

## Section 2 — The 60-Minute Discovery (15 min)

> 1. **Opening (3 min):** "Document workflow + monthly volume?"
> 2. **Document types (10 min):** "Invoices, contracts, IDs, claims, etc.?"
> 3. **OCR accuracy bar (10 min):** "99%+ printed, 95%+ handwritten."
> 4. **Schema extraction F1 (10 min):** "0.95+ best-in-class."
> 5. **Integration breadth (8 min):** "RPA tools + ERP?"
> 6. **Cost discipline (7 min):** "Per-doc cost target?"
> 7. **Renewal posture (5 min):** "Existing contracts?"

```mermaid
flowchart TD
    A[AE Discovery] --> B[Pre-Brief]
    B --> C{RPA + Operations + IT?}
    C -->|No| D[Reschedule]
    C -->|Yes| E[Doc Types + OCR 20 min]
    E --> F[Schema + Integration 18 min]
    F --> G[Cost + Renewal 12 min]
    G --> H[POC 5 Days]
```

---

## Section 3 — The POC That Wins (15 min)

Customer's real documents processed. OCR + schema scorecards. Cost-per-doc calculator.

---

## Section 4 — Handling the Incumbent (10 min)

**Accuracy wedge.** **Doc-type breadth wedge.** **Integration wedge.** **Cost wedge.**

---

## Section 5 — Pricing Conversation (10 min)

Per-doc or volume tier, multi-year discount, no procurement-only.

```mermaid
flowchart TD
    A[Joint RPA + Operations + IT] --> B[Per-Doc Proposal]
    B --> C{Discount?}
    C -->|Yes| D[MSA]
    D --> E{Procurement Solo?}
    E -->|Yes| F[Refuse]
    E -->|No| G[Joint Neg]
    F --> G
    G --> H[Onboarding 5 Days]
    H --> I[First Production Doc Live Month 1]
    I --> J[Quarterly Cost Review]
```

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## Section 6 — Renewal Trap-Set Month 12 (5 min)

OCR 99%+ sustained, schema F1 0.95+, 50+ doc types adopted, joint RPA dashboard.

---

## FAQ

**AWS, Azure, Google?** Match cloud.
**Unstructured or Reducto?** Modern API-first.
**Klippa for invoices?** Yes.
**Hyperscience for enterprise?** Yes.
**Per-doc cost target?** Sub-$0.10.

## Sources

- AWS — Textract
- Azure — AI Document Intelligence
- Google Cloud — Document AI
- Unstructured — Reference
- Reducto — Reference
- Klippa — Reference
- Hyperscience — Reference
- Rossum — Reference
- ABBYY — Reference
- Force Management — MEDDPICC

AI Document Intelligence Selling to the RPA/Automation Lead — 60-Min Training

Direct Answer

Section 1 — Why Doc Intelligence Selling Is Different (5 min)

Section 2 — The 60-Minute Discovery (15 min)

Section 3 — The POC That Wins (15 min)

Section 4 — Handling the Incumbent (10 min)

Section 5 — Pricing Conversation (10 min)

Section 6 — Renewal Trap-Set Month 12 (5 min)

FAQ

Sources

What does the score mean?