Leveraging Storytelling & Financial Justification to Close Value Gaps
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Leveraging Storytelling & Financial Justification to Close Value Gaps
- 1. Leveraging Storytelling & Financial Justification to Close the Value Gap Ben Harris Manager, Global Field Enablement bharris@splunk.com www.alinean.com
- 2. About Splunk? IT Operations Applications Dev. and Management Security & Compliance Business Analytics Digital Intelligence Internet of Things/Industrial Data $302M revenue > 1,000 employees > 7,000 customers 34% annual growth
- 3. Sales Challenges? New Sales Rep Ramp Up Evolve from Product Pitches/IT Focus… to Value Conversations and Business Focus Engage Earlier and Higher < 10 months ~15% = value focused +300 new sales reps
- 4. What is Disruptive Selling? Barriers Buyer Centric Value Messaging Insights + Quantification Guidance & Tools Training & Coaching
- 5. Buyer Centric Value Messaging, Insights & Quantification? Buyers Differentiating Features Challenges Key Improvements / Proof Points Benefits Pain Points / KPIs “Cost of Do Nothing” Solutions Cost Savings Productivity / Process Improvements Risk Avoidance Revenue Growth
- 6. Sales Tools? Guided Selling ValueStory® Guided Value Conversation Value Storytelling + Dynamic Insights Value Quantification + Digital Whiteboards + Customer Intelligence iPad Enabled Sales Reps Suite of 10+ Selling Efficiency & Effectiveness Apps
- 7. Value Messaging & ValueStory Development Process? PPT & Spreadsheet PrototypesValue Matrix™ Builder ValueStory® Play
- 8. Training & Coaching? Awareness & Guidance Role Play Workshops Expert Coaching & Support Usage Measurement & Customer Intelligence
- 9. Success Measurements? Adoption & Usage New Hire Ramp Up Time Improved Productivity Reduction in Stalled Pipeline Sales Cycle Acceleration Reduced Discounting Improved Win Rates
- 10. Deployment Challenges? Technical Readiness & Support Continuous Learning + Program Evolution Deal Support Behavior Change Volume of New Hires
- 11. The Bottom Line
- 12. Leveraging Storytelling & Financial Justification to Close the Value Gap Ben Harris Manager, Global Field Enablement bharris@splunk.com www.alinean.com
Hinweis der Redaktion
- Challenge Splunk, a big data provider of solutions leveraged to gain insights from massive amounts of unstructured data, was growing revenue very quickly, but realized that the Sales methods that got them to their current size would not help them to realize their next milestones. Splunk knew that their Sales team needed to engage more around outcomes and value, and sought to implement a more Challenger approach to sales. Solution Splunk turned to Alinean to create the value messaging, storytelling and financial justification needed to transform sales from visionary product selling to early adopters, into value selling for mainstream prospects. Alinean initially created and delivered the ValueStory for IT Operations, an interactive storytelling and justification conversation tool, run from Sales iPads to help drive higher executive level, earlier and more provocative engagements. Alinean is now working with Splunk to help them self-author and build out the remaining ValueStory Plays for each of a dozen or so solution sets. Benefits ValueStory helps Splunk better communicate and quantify their value to frugal executives and help differentiate their solution and approach right from the first engagement. As a result of ValueStory, Splunk is able to get new Sales hires up to speed much more quickly, guiding their Sales conversations at the three foot level, as well as helping them engage earlier and higher and accelerating the sales process. <a href="http://alinean.com/Solutions/ValueStorySales">Click here to learn more</a>