Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Tools - November 30 2017
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The document discusses how assessment tools can help companies engage customers earlier in the buying process and motivate change. It notes that today's buyers want benchmarking data and prefer prescriptive content over product pitches. The document promotes a company called Alinean that provides diagnostic assessment tools to identify clients' challenges, help set priorities, and recommend solutions. It gives examples of assessment tools for customer experience maturity and financial management. The benefits mentioned include more engagements, wins, differentiation, and retention.
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Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Tools - November 30 2017
- 1. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. Engage Earlier & Motivate Change with Assessment Tools 1 Betty McNeil, SVP Solutions Bryan Leopard, VP Principal Analyst bmcneil@alinean.com http://www.alinean.com
- 2. Copyright © 2001-2016 Alinean, Inc. Buyers have changed … 2 62% Want more benchmarking data to compare to peers (DemandGen Report) 6.8Decision makers per deal (CEB) 67% Of buyers journey done digitally (Gartner) Prefer prescriptive content (vs. a product pitch), providing advice on what to do next (DemandGen Report)97%
- 3. Copyright © 2001-2016 Alinean, Inc. 3 74 % Forrester Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection The early bird catches the worm … 26 % of deals go to the provider who helps "establish the buying vision” of deals go to the vendor who "responds to a request"
- 4. Copyright © 2001-2016 Alinean, Inc. 4 Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection Diagnostic Assessment Tools Engage Earlier & Higher Identify Challenges & Help Set Priorities Recommend Solutions to Solve Specific Issues
- 5. Copyright © 2001-2016 Alinean, Inc. 5 Diagnostic Assessment Tool Example – Genesys CX Maturity Challenge
- 6. Copyright © 2001-2016 Alinean, Inc. 6
- 7. Copyright © 2001-2016 Alinean, Inc. 7
- 8. Copyright © 2001-2016 Alinean, Inc. 8
- 9. Copyright © 2001-2016 Alinean, Inc. 9
- 10. Copyright © 2001-2016 Alinean, Inc. 10
- 11. Copyright © 2001-2016 Alinean, Inc. 11
- 12. Copyright © 2001-2016 Alinean, Inc. 12
- 13. Copyright © 2001-2016 Alinean, Inc. 13 PFM Financial Management Challenge Dimensions of Analysis? 1. Cash & Liquidity 2. Income 3. Payment Solutions 4. Analytics & Forecasting 5. Compliance and Auditing Reason to Proactively Engage Benchmarking + Advice Consultative vs. Product Pitch
- 14. Copyright © 2001-2016 Alinean, Inc. Benefits RPMG research indicates that, migrating to a p-card solution like PFM Payment Solutions, may1 deliver: SIMPLIFIED PROCESS Cost Per Transaction Simplify Process Cycle Time Traditional paper-based PO format With Procurement Cards Traditional paper-based PO format With Procurement Cards Traditional paper-based PO format With Procurement Cards Transaction savings: Reduction in manager approvals: Total time reduction: $69.82 0.9 8.0 $90.20 2.3 approvals 11.4 days $20.38 1.4 approvals 3.4 days per transaction approvals days
- 15. Copyright © 2001-2016 Alinean, Inc. Value of Diagnostic Assessments 15 New Accounts 2x More engagements 32% More wins 60% Better differentiation Existing Accounts 45% Better retention 36% Better up/cross sell
- 16. Copyright © 2001-2016 Alinean, Inc. How we do it …
- 17. Copyright © 2001-2016 Alinean, Inc. Success can be yours too …
- 18. Copyright © 2001-2016 Alinean, Inc. About Alinean … Some of our Active Clients >>> 15+ year history Over 2,000 tools > 300,000 users Many awards for our tools & our clients
- 19. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. Engage Earlier & Motivate Change with Assessment Tools 19 Betty McNeil, SVP Solutions Bryan Leopard, VP Principal Analyst bmcneil@alinean.com http://www.alinean.com
Notes de l'éditeur
- 74% of deals go the provider who helps "establish the buying vision" 26% goes to the vendor who "responds to a request" Forrester In ITSMA's 2012 How Buyers Consume Information Survey, over 70% of B2B technology buyers said they want to engage with sales reps before they identify a short list of preferred vendors. When asked at what stage of the buying process they find it useful to engage with salespeople, 24% of the respondents said during the "epiphany" stage (when they haven't yet recognized a definite need but are learning and exploring possibilities), 23% chose the "awareness" stage (when they have an identified need and are clarifying objectives and researching alternatives), and 24% selected the "interest" stage (when they are identifying a list of preferred vendors). http://blogs.forrester.com/mark_lindwall/14-01-27-to_win_against_increasing_competition_equip_your_salespeople_with_a_deeper_understanding_of_your_buy
- 74% of deals go the provider who helps "establish the buying vision" 26% goes to the vendor who "responds to a request" Forrester In ITSMA's 2012 How Buyers Consume Information Survey, over 70% of B2B technology buyers said they want to engage with sales reps before they identify a short list of preferred vendors. When asked at what stage of the buying process they find it useful to engage with salespeople, 24% of the respondents said during the "epiphany" stage (when they haven't yet recognized a definite need but are learning and exploring possibilities), 23% chose the "awareness" stage (when they have an identified need and are clarifying objectives and researching alternatives), and 24% selected the "interest" stage (when they are identifying a list of preferred vendors). http://blogs.forrester.com/mark_lindwall/14-01-27-to_win_against_increasing_competition_equip_your_salespeople_with_a_deeper_understanding_of_your_buy
- 95% of buyers want more benchmarking insights to help measure effectiveness against industry standards 81% of buyers want benchmarking tools to guide future investments.