Driving Revenue Through 4 Key Principles of Opportunity Management Webinar | July 12, 2017

Our Agenda Today

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•  Emerging Trends – The Changing Landscape

•  Opportunity Management - The UnitedHealthcare Story

•  Opportunity Management – 4 Key Principles

•  Q & A - Ask the Experts

DONAL DALY Founder, Executive Chairman

MELISSA CHURCH Vice President Growth Operations

Welcome Our Speakers

UnitedHealthcare Community & State

WHAT HAPPENED IN AN INTERNET MINUTE? August 1, 2016

159,106,930 Emails sent

3,391,568 Google searches

3,154 Blog posts

444,712 Tweets

7,846,597 Video views

44,814 Photos uploaded

135,946 Skype calls

2,916,700 Salesforce Trnxns

2,264,453 Web Traffic (GB)

4,166,667 Emojis sent

0

50

100

150

200

250

Global Internet Traffic in Exabytes (2015-2020)

The Changing Market Landscape TECH SAVVY | CLOUD | MOBILE | SMART

PRO

DU

CT C

OM

PLEX

ITY

BUYING COMPLEXITY

SHOW ME ENLIGHTEN ME

SERVE ME GUIDE ME

22% of B2B sellers will be replaced by technology by 2020 Death of a Salesman April, 2015 (Forrester)

17% of buyers say that salespeople will not be important in the future Buyer / Seller Value Index April, 2016 (Altify)

DO REPEAT UNDERSTAND APPLY ANALYZE EVALUATE CREATE

TRANSACT

COLLABORATE

INNOVATE

KNOWLEDGE CURVE

SIMPLE APPLICATION OF KNOWLEDGE COMPLEX

LOW

C

OM

PETI

TIVE

AD

VAN

TAG

E

HIG

H

FEW

S

COPE

OF

IMPA

CT (P

EOPL

E)

M

ANY

Knowledge Curve

0%

10%

20%

30%

40%

50%

60%

70%

Never Rarely Sometimes Almost always

Do sellers augment understanding of business needs or potential solutions?

No value add from sellers in many cases.

Buyer Seller

0%

10%

20%

30%

40%

50%

60%

70%

Never Rarely Sometimes Almost always

Do sellers augment understanding of business needs or potential solutions?

No value add from sellers in many cases.

Buyer Seller

69%

31%

Present Solution Aligned to Needs

Win Rate:

Sales Cycle:

+33%

-21%

The impact on a customer of a bad buying decision …

is typically greater than

… the impact on a sales person of a lost

sale

Think about your most important deal

Opportunity Management

Think about your most important deal

Imagine that you lost that deal

Opportunity Management

Think about your most important deal

Imagine that you lost that deal

What is the #1 reason why you lost?

Opportunity Management

Think about your most important deal

Imagine that you lost that deal

What is the #1 reason why you lost? What do you do now?

Opportunity Management

you work on unqualified deals?

you can’t access the key players?

you don’t understand the customer’s business problem?

you don’t review / coach the deal?

you don’t have a plan to win?

CRITICAL QUESTIONS: What happens when ______________

OPPORTUNITY MANAGEMENT

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About UnitedHealthcare Community & State

Partner with local, State and Federal governments, health care providers. and advocacy organizations. Provide Medicaid, Children’s Health Insurance, Special Needs Plans + 24 States + Washington DC Large Deals 3 Year Sales Cycle

MARKET SHIFT

The EDGE* Story In Brief

2016

FIRST ROLL OUT

STAKEHOLDER ENGAGEMENT

WEEKLY CADENCE

2017

* EDGE is UHC’s name for Altify Opportunity Manager

Why Qualification Matters …

$218,000 Cost of lost deal pursuit per year for a salesperson delivering $1M in revenue

When we are good, we’re very, very good

Why Qualification Matters …

Customers at the Center

68%

32%

Win Rate:

Sales Cycle:

+21%

-18%

Uncover Customer Business Problems

69%

31%

Present Solution Aligned to Needs

Win Rate:

Sales Cycle:

+33%

-21%

Source: Altify Business Performance Benchmark Study

Customers at the Center

Goals Pressures Initiatives Obstacles

Solving for “incumbents”

Navigating Key Influencers

61%

39%

Win Rate:

Sales Cycle:

+28%

-21%

Gain Access to Key Buying Influencers

Purchase Completion % 100%

1 2 3 4 5 6 Increasing Size of Buyer Committee

0%

30%

Source: Altify Business Performance Benchmark Study, Gartner

Navigating Key Influencers

Friendships are great, but …

Collaboration

65%

35%

Win Rate:

Sales Cycle:

+26%

-18%

Sales and Marketing Working Together

62%

38%

First Line Sales Management

Win Rate:

Sales Cycle:

+26%

-12%

Source: Altify Business Performance Benchmark Study

Collaboration

Power of the team

Operational Transparency We know: 1.  It is a qualified deal 2.  The customer’s business issues 3.  The key influencers

1

2

3

Transparency in Relationships Transparency for all … •  Partners •  Customers •  Members

The EDGE* Story In Brief

MARKET SHIFT

2016

FIRST ROLL OUT

STAKEHOLDER ENGAGEMENT

WEEKLY CADENCE

2017

* EDGE is UHC’s name for Altify Opportunity Manager

The EDGE* Story In Brief

JULY 2017 •  Replaced pipeline call with ‘Test & Improve’ sessions •  Weekly ‘Test & Improve’ on opportunities •  Broader participation in improvement versus inspection •  All stakeholders involved •  Center for all deal conversations •  Growing excitement: Major demand from new users •  Integrating into proposal process

* EDGE is UHC’s name for Altify Opportunity Manager

Why EDGE and Altify Opportunity Manager

+ = Better Business Decisions

4 Key Principles | 4 Key Results

Source: Altify Business Performance Benchmark Study

71%

29%

Effective Qualification

Win Rate:

Sales Cycle:

+20%

-17%

65%

35%

Win Rate:

Sales Cycle:

+26%

-18%

Sales and Marketing Working Together

69%

31%

Present Solution Aligned to Needs

Win Rate:

Sales Cycle:

+33%

-21%

1

61%

39%

Win Rate:

Sales Cycle:

+28%

-21%

Gain Access to Key Buying Influencers 2 3 4

eBook

Study Book

Learn More:

www.al*fy.com/benchmark2017/

DONAL DALY Founder, Executive Chairman

MELISSA CHURCH Vice President Growth Operations

Q&A

UnitedHealthCare Community & State

Thank You

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