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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.

Published in: Sales
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Executive Conversations - Leveraging Financial Peer Comparisons to Engage Earlier and Higher

  1. 1. 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
  2. 2. Copyright © 2001-2016 Alinean, Inc. Engage Earlier and Higher 2 Question #1: How does your Business Value Consulting Team help Sales engage with customers?
  3. 3. 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?
  4. 4. 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%
  5. 5. 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?
  6. 6. Copyright © 2001-2016 Alinean, Inc. Fueling Provocative Executive Conversations 6 Question #4: Does OpenText have a Center of Excellence for standardization, consistency and scalability?
  7. 7. 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?
  8. 8. 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?
  9. 9. Copyright © 2001-2016 Alinean, Inc. Fueling Provocative Executive Conversations 9 Audience Q&A
  10. 10. 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
  11. 11. Copyright © 2001-2016 Alinean, Inc. 11
  12. 12. Copyright © 2001-2016 Alinean, Inc. 12
  13. 13. Copyright © 2001-2016 Alinean, Inc. 13
  14. 14. Copyright © 2001-2016 Alinean, Inc. 14
  15. 15. Copyright © 2001-2016 Alinean, Inc. 15
  16. 16. Copyright © 2001-2016 Alinean, Inc. 16
  17. 17. Copyright © 2001-2016 Alinean, Inc. 17
  18. 18. Copyright © 2001-2016 Alinean, Inc. 18
  19. 19. Copyright © 2001-2016 Alinean, Inc. 19
  20. 20. 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
  21. 21. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. OpenText Interview - Fueling Provocative Executive Conversations with Alinean 21 Mike Bolte, Senior Director OpenText Betty McNeil, SVP Alinean bmcneil@alinean.com http://www.alinean.com

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