fill your funnel with prospect assessment tools
TRANSCRIPT
Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc.
Fill Your Funnel with Prospect Assessment Tools
1
Betty McNeil, SVP [email protected]
http://www.alinean.com
@AlineanROI
Tom Pisello, CEO / [email protected]
Copyright © 2001-2018 Alinean, Inc.
How have Buyers have changed?
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6.8Decision makers per deal
(CEB)
67%
Of buyers journey is digital(Gartner)
83%
Overwhelmed by the amount of available content (DemandGen Report)
Copyright © 2001-2018 Alinean, Inc.3
How are new buyer trends shaping content marketing & demand gen campaigns?
95%
Want more benchmarking insights to
measure effectiveness vs. industry
standards and peers
Prefer prescriptive content (vs. a product pitch),
providing an assessment and advice on what to
do next 97%
81%
Want interactive
benchmarking & assessment
tools
DemandGen Report - 2017
Copyright © 2001-2018 Alinean, Inc.4
74%
Forrester
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection
Does early engagement make a difference with the new breed of buyer?
26%
of deals go to the provider who helps
"establish the buying vision”
of deals go to the vendor who
"responds to a request"
Copyright © 2001-2018 Alinean, Inc.5
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection
How can Diagnostic Assessment Tools Help Address these Challenges?
Engage earlier & higher
Measure & benchmark current practices & performance
Identify challenges & help set priorities
Recommend solutions to solve specific issues
Intelligently guide next best steps
Copyright © 2001-2018 Alinean, Inc.6
Do you have an example of a Diagnostic Assessment Tool
http://alinean.com/tool-examples-genesys-cx-challenge/
Genesys CX Maturity Challenge
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Lead Info
Customer Intelligence
Link to report
Personalized Assessment
Report E-mail & PDF
Copyright © 2001-2018 Alinean, Inc.13
Copyright © 2001-2018 Alinean, Inc.
Alinean Assessment Tool Success Stories?
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Needed to attract new opportunities
When did, 60% of Deals Were Stalling
• Over 300 assessment reports / month
• Decreased stalled deals from 60% to 30%
• Over $1 million new opportunities & $250k
closed deals in first 3 months
HCM Challenge Assessment Tool
http://alinean.com/clients/
Copyright © 2001-2018 Alinean, Inc.
Value of Diagnostic Assessments?
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New
Accounts
2x
More leads32%
More wins60%
Better differentiation
Existing Accounts
45%
Better retention36%
Better up/cross sell
Copyright © 2001-2018 Alinean, Inc.
How do you develop the Assessment Tools?
Workshop to develop:
• Assessment Questions
• Capability / Maturity Dimensions
• Benchmark Comparisons
• Results & Report
• Spreadsheet Engine
• UX Design and FlowQuickly implement into a Tool using
Alinean Value Cloud™ Platform
Workshop - Prototype – Alpha – Beta – Pilot - Final
Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc.
Fill Your Funnel with Prospect Assessment Tools
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Betty McNeil, SVP [email protected]
http://www.alinean.com
@AlineanROI
Tom Pisello, CEO / [email protected]