Leveraging Storytelling &
Financial Justification to
Close the Value Gap
Ben Harris
Manager, Global Field Enablement
bharr...
About Splunk?
IT Operations
Applications Dev. and Management
Security & Compliance
Business Analytics
Digital Intelligence...
Sales Challenges?
New Sales Rep Ramp Up
Evolve from Product
Pitches/IT Focus…
to Value Conversations and
Business Focus
En...
What is Disruptive Selling?
Barriers
Buyer Centric
Value Messaging
Insights +
Quantification
Guidance &
Tools
Training &
C...
Buyer Centric Value Messaging, Insights &
Quantification?
Buyers
Differentiating Features
Challenges
Key Improvements / Pr...
Sales Tools?
Guided Selling
ValueStory®
Guided Value Conversation
Value Storytelling +
Dynamic Insights
Value Quantificati...
Value Messaging & ValueStory
Development Process?
PPT & Spreadsheet PrototypesValue Matrix™
Builder
ValueStory® Play
Training & Coaching?
Awareness & Guidance
Role Play Workshops
Expert Coaching & Support
Usage Measurement &
Customer Intel...
Success Measurements?
 Adoption & Usage
 New Hire Ramp Up Time
 Improved Productivity
 Reduction in Stalled Pipeline
...
Deployment Challenges?
Technical Readiness
& Support
Continuous Learning +
Program Evolution
Deal Support
Behavior Change
...
The Bottom Line
Leveraging Storytelling &
Financial Justification to
Close the Value Gap
Ben Harris
Manager, Global Field Enablement
bharr...
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SiriusDecisions Case Study with Splunk

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  • 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>



  • SiriusDecisions Case Study with Splunk

    1. 1. Leveraging Storytelling & Financial Justification to Close the Value Gap Ben Harris Manager, Global Field Enablement bharris@splunk.com www.alinean.com
    2. 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. 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. 4. What is Disruptive Selling? Barriers Buyer Centric Value Messaging Insights + Quantification Guidance & Tools Training & Coaching
    5. 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. 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. 7. Value Messaging & ValueStory Development Process? PPT & Spreadsheet PrototypesValue Matrix™ Builder ValueStory® Play
    8. 8. Training & Coaching? Awareness & Guidance Role Play Workshops Expert Coaching & Support Usage Measurement & Customer Intelligence
    9. 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. 10. Deployment Challenges? Technical Readiness & Support Continuous Learning + Program Evolution Deal Support Behavior Change Volume of New Hires
    11. 11. The Bottom Line
    12. 12. Leveraging Storytelling & Financial Justification to Close the Value Gap Ben Harris Manager, Global Field Enablement bharris@splunk.com www.alinean.com
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