PulseLocal Phoenix Event Presentation Deck
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Transcript of PulseLocal Phoenix Event Presentation Deck
Partner Sales Acceleration…AUTOMATED. INTELLIGENT. ACCESSIBLE.
There is painful misalignment between go-to-market strategy and sales execution resulting in ineffective and
underperforming revenue.
90% of content & training never used by sales
(AMA/Forrester)
35+ hours per month spent searching
for tools and training(IDC Sales Enablement Study)
Millionsspent on content, butno way to track/report
(Content Marketing Institute)
Allbound’s partner sales acceleration platform helps companies close more business through their channel partners faster by driving behaviors, creating engagement, building knowledge, and increasing transparency.
Allbound is creating real change…
Marketing Simple organization,
delivery, tracking of content.
Sales & Channels Real-time knowledge and tools
where/when they need them.
Executives Built-in visibility,
analytics and reports.
Deliver the right content, right now – making sales channels more
effective.
Formula for Simplicity.
Training and resources to ensure
partners and reps are always prepared.
Knowledge
Anytime, anywhere access to content and
tools that keep the pipeline moving.
Clear visibility into prospects and
opportunities that impact business.
Deliver insight and intelligence on key channel sales and
marketing activities.
Simple, effective methods to incentive loyalty, engagement, and competitiveness.
Content Pipeline Business Intelligence Gamification
Unify your channel sales training, marketing content, campaigns, and data so that you can finally reinforce and incentivize the activities that drive real change in the trajectory of your pipeline.
Access content from any device while eliminating the costs and complexities of managing multiple apps and platforms.
Responsive ArchitectureGive your channel the best of modern software design with an engaging experience for both reps and marketers.
Modern User ExperienceEasily deliver content, training, data and resources to your partner ecosystem in a safe, secure Cloud environment.
Securely in the Cloud
Partner Sales Acceleration
The Myths & Truths of Customer Loyalty
The Tale of Two Matts
• B2B marketing strategy and oversight
• Account management• Business development• Client services
VP, Marketing Strategy• B2B channel marketing
strategy• Customer management• Business development (demo,
after demo, after demo…)• Customer service• +• +• +….
Director, Customer Success
Has anything really changed?
Implementationand Rollout
Onboarding and Account Management
Renewal, upsell, cross-sell
User Trainingand Engagement
Customer Service Technical Support
Obsessed with Success.Customer Success is a multi-disciplinary endeavor.
Surprising Truths of Services & SupportUnderstanding the realities of their impact – both positive and negative.
We’re Pressured To “Delight”…
To Provide Exceptional Service…
To Exceed Expectations…
To Prevent Murder?
Does Any Of It Work? We believe that increased loyalty is driven by our ability to ‘exceed expectations’.
Truths:Delight only happens 16% of the time.
Attempts to delight increase operating costs up to 20%.
Does Any Of It Work? The harder we try, the harder we fall.
Truth:ANY interaction with customer service creates a higher
likelihood for disloyalty.
The Answer Is Minimal EffortFor your customers and for you!
The Case For Minimal EffortThe cost of high-effort experiences are detrimental to business growth.
Truth:High-effort breeds negative word-of-mouth. High-effort drives a high rate of disloyalty.
Negative WOM Overall Disloyalty
The Case For Minimum EffortMinimizing effort has big business impact.
Truth:Low effort experiences substantially impact repurchase
and increase net new revenue.
It Takes Work To Reduce EffortFocus on customer effort reduction initiatives NOW!
1. Start the discussion among your company’s leaders
2. Engage front-line reps from customer success, service, support and sales in designing a solution
3. Eliminate checklists and scripts and train to guide customers toward quick resolution
4. Anticipate customers needs (hint: address your top 10 customers needs and solve most of your effort friction)
5. Don’t make the goal shorter calls and interactions, just more successful ones
6. Create accountability around the effort
Set Expectations To Satisfy CustomersMake sure customers know what to expect. If you keep your promises, they’ll never be let down.
Dedicated Customer Success RepAccess to a dedicated Allbound team member,
focused solely on your success.
24x7 Technical Support Around-the-clock technical guidance available
via both phone and online ticketing.
North America EMEA APACJ Latin America
Here to Support You.
The GuideOur comprehensive online resource center with
step-by-step instruction and video best practices.
Thought LeadershipFollow our blog, social media accounts and conference
and speaking appearances around the globe.