Executive Conversations - Leveraging Financial Peer Comparisons to Engage Earlier and Higher

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It’s more important than ever to engage earlier and higher but this can be a challenge. Tune in to learn how OpenText opens C-Level Doors and has more provocative, consultative executive conversations, powered by Alinean. In this session, Mike Bolte, Senior Director of OpenText’s Value Engineering Practice will discuss how he leverages financial benchmarking tools from Alinean to get more executive meetings and elevate within prospect accounts. Betty McNeil, Alinean SVP will interview Mike to get practical tips, techniques and best practices to improve your own client engagements and conversations. Join us to see how OpenText moves the needle with Alinean.

Vertrieb

Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc.
OpenText Interview - Fueling
Provocative Executive
Conversations with Alinean
1
Mike Bolte, Senior Director
OpenText
Betty McNeil, SVP
Alinean
bmcneil@alinean.com
http://www.alinean.com

Copyright © 2001-2016 Alinean, Inc.
Engage Earlier and Higher
2
Question #1: How does your
Business Value Consulting Team
help Sales engage
with customers?

Copyright © 2001-2016 Alinean, Inc.
Fueling Provocative Executive Conversations
3
Question #2: Can you comment on
how you have seen buyers change
over the past two years at OpenText?

Copyright © 2001-2016 Alinean, Inc.
Did you know……
4
62% Salespeople who call on execs are knowledgeable about
their products and services (Forrester)
Knowledgeable about the exec’s
industry (Forrester)
Understand the exec’s business
(Forrester)
Understand exec’s issues & can help
(Forrester)
42%
24%
22%
of customers don’t want a sales pitch
(Demand Gen Report)
97%
of customers want more benchmarking
data (Demand Gen Report)
62%

Copyright © 2001-2016 Alinean, Inc.
Fueling Provocative Executive Conversations
5
Question #3: Can you comment on the
need to financially cost justify your
solutions, quantify metrics and realized
value on a continuous basis full cycle
all the way to renewal?

Copyright © 2001-2016 Alinean, Inc.
Fueling Provocative Executive Conversations
6
Question #4: Does OpenText have a
Center of Excellence
for standardization, consistency
and scalability?

Copyright © 2001-2016 Alinean, Inc.
Fueling Provocative Executive Conversations
7
Question #5: Are there any specific Best
Practices or recommendations you would
have for the audience?

Copyright © 2001-2016 Alinean, Inc.
Fueling Provocative Executive Conversations
8
Question #6: Lastly, looking out on the
horizon two years from now, what
big trend do you see and how do you
see this changing your role / group?

Copyright © 2001-2016 Alinean, Inc.
Fueling Provocative Executive Conversations
9
Audience Q&A

Copyright © 2001-2016 Alinean, Inc.
Introducing: Alinean Peer Comparison Tool
10
Financial insights &
comparisons
Financial performance
> 60,000 worldwide
companies
Calculates “Move the Needle” =
Value of change
Comprehensive analysis
presentation
SFDC integration

Copyright © 2001-2016 Alinean, Inc.
20
http://alinean.com/peer-comparison-tool/
Empowering financial & business expertise…
For Sales, Value Consultants
and Channel Partners
For Marketing: Account Based
Marketing
Notebook / Tablet optimized
Best w/ Chrome browser
Engage Earlier & Higher
Reason for Executive Meeting

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