# Ledgerline ยท Sales Rep Onboarding A new salesperson should be ready to hold a real controller or CFO call 30 minutes after reading this. That is the bar. --- ## The product in one sentence Ledgerline is the audit-ready close platform for finance teams that own SOX, IRS response, and quarterly reviews. We collapse audit prep from weeks to hours by treating every transaction as if the auditor is already at the door. The customer is a controller, audit manager, or CFO at a $5M to $250M revenue company running quarterly reviews, SOX 404 controls, IRS response cycles, and lender-required audited statements. Plus solo CPA practices preparing 5+ client audits per year. --- ## 90-second pitch script > "Most of our customers are controllers at $20M to $150M companies running quarterly reviews and an annual external audit. The pattern we keep seeing is the same: the audit team requests a sample on Monday. By Friday, the controller and a staff accountant have spent 40 hours pulling invoices, contracts, and signoffs from email and shared drives. The auditor takes that pile and finishes the work in two more weeks. Ten weeks of company time disappears every cycle into work that does not move the business forward. > > Ledgerline is the continuous evidence layer. Every transaction in your ERP gets linked to its supporting documents (invoice, contract, approval, reconciliation) at the moment of posting. When the auditor shows up, they do not request a sample. They open the auditor portal, click through the sample drill-down themselves, and you do not get an email. > > We integrate with NetSuite, Sage Intacct, QuickBooks Online, and SAP. SOC 2 Type II, SAML SSO, regional data residency. Onboarding is two weeks with about two hours of internal time. > > It is $1,495 a month flat, one entity, 5 seats. Most of our customers see the math close inside the first audit cycle." 90 seconds. Memorize: the 40-hour pull beat, the auditor-portal beat, the no-email beat, the price. --- ## 5-minute demo flow When the controller wants to see it: **Minute 1: Show the evidence-linked transaction.** Open the demo company's ERP. Pick a journal entry. Click through to the linked invoice, vendor contract, approval workflow, and reconciliation. Make the point: this all happened at the moment of posting, not in the audit-prep scramble. **Minute 2: Show the auditor portal.** Switch to the auditor view. Drill down a sample request. Show the read-only view, the audit trail, the export-to-binder option. Most controllers say "okay, I am sold" right here. **Minute 3: Show the SOX control library.** Pull up the SOX 404 framework. Show how each control is mapped to specific transactions, with quarterly attestation built in. Click into a control. Show the supporting evidence and the reviewer signoff. **Minute 4: Show the IRS response automation.** Open a Form 4564 demo. Show how the response gets auto-packaged in IRS-preferred format with prior-year tie-out and source-document linking. The CFO calls this the "Friday afternoon notice that does not ruin the weekend" feature. **Minute 5: Run the math live.** Open the ROI calculator. Ask: "How many audit cycles a year? Roughly how many hours per cycle in internal prep? What is your last external CPA invoice?" Plug their numbers. Show the net annual savings. Stop talking. --- ## 3 qualifying questions Ask in this order. If any disqualifies, end the call politely. ### 1. "How many audit cycles do you run per year, and what does the prep look like?" Less than 2 cycles is too few; the math does not close. 4+ cycles plus quarterly reviews is the sweet spot. The answer to "what does the prep look like" reveals where the pain is. ### 2. "What is your annual external CPA fee, and is it growing?" Below $25K/yr is below our line; the company may be too small. $40K to $200K is the perfect band. Above $400K means they are big enough that they probably need Workiva or AuditBoard, and we should be honest about that. ### 3. "When was your last clean audit, and what slowed it down?" The answer reveals the wedge. "We had to redo the inventory count because our records did not match." "Auditor flagged a control gap on AP approvals." "We spent 60 hours pulling vendor contracts." Whatever they say, quote it back at the close. --- ## 1 deal-breaker **The company is below $5M in revenue and has not had its first external audit yet.** Below $5M, audit prep is small enough that a CPA's spreadsheet does the job. Ledgerline is not the right tool. The conversation ends with: "At your size, this is an over-investment. Use your CPA's standard process for now. When you cross $5M or get a lender or investor demanding audited statements, call us back." This is the right answer. Most pre-revenue companies cannot get the value out of the platform yet. --- ## What good looks like at the end of a call Either: (a) The controller has agreed to a 30-day pilot, you have ERP API credentials and a one-hour kickoff scheduled, and the pilot starts within two weeks. (b) The controller has politely declined because the company is too small, too big, or already running a competitive solution they like, and they are logged in CRM with a 90-day callback. A "let me think" or "send me a deck" is the call going badly. Push for one of the two outcomes. --- ## What to read next Once you have your first call booked: 1. Objection handler. Memorize the SOC 2 answer and the "we already have NetSuite" answer. 2. Pricing rationale. Know why $1,495 and where the floor is. 3. The auditor portal walkthrough. The product is the portal. Run through it 10 times until you can demo without the cheat sheet.