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Fill Your Funnel with Prospect Assessment Tools

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You need the right content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.

Did you know …

41% of buyers now desire more interactive and personalized content

62% want more benchmarking data, to know how they compare to peers and to get a competitive edge

97% prefer prescriptive content (over a product pitch), providing advice on what to do next

To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help:

Attract interest
Engage earlier
Uncover and prioritize buyer challenges
Spark and motivate purchase decisions

In this presentation, we show you specific examples of Interactive Assessment Tools and how the right discovery, comparative benchmarks, smart solution recommendations and personalized report can help improve your lead generation, drive purchase decisions and improve your competitive advantage.

Published in: Marketing
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Fill Your Funnel with Prospect Assessment Tools

  1. 1. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Fill Your Funnel with Prospect Assessment Tools 1 Betty McNeil, SVP Solutions bmcneil@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com
  2. 2. Copyright © 2001-2018 Alinean, Inc. How have Buyers have changed? 2 6.8 Decision makers per deal (CEB) 67% Of buyers journey is digital (Gartner) 83% Overwhelmed by the amount of available content (DemandGen Report)
  3. 3. Copyright © 2001-2018 Alinean, Inc. 3 How are new buyer trends shaping content marketing & demand gen campaigns? 95% Want more benchmarking insights to measure effectiveness vs. industry standards and peers Prefer prescriptive content (vs. a product pitch), providing an assessment and advice on what to do next97% 81% Want interactive benchmarking & assessment tools DemandGen Report - 2017
  4. 4. Copyright © 2001-2018 Alinean, Inc. 4 74% Forrester Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection Does early engagement make a difference with the new breed of buyer? 26% of deals go to the provider who helps "establish the buying vision” of deals go to the vendor who "responds to a request"
  5. 5. Copyright © 2001-2018 Alinean, Inc. 5 Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection How can Diagnostic Assessment Tools Help Address these Challenges? Engage earlier & higher Measure & benchmark current practices & performance Identify challenges & help set priorities Recommend solutions to solve specific issues Intelligently guide next best steps
  6. 6. Copyright © 2001-2018 Alinean, Inc. 6 Do you have an example of a Diagnostic Assessment Tool http://alinean.com/tool-examples-genesys-cx-challenge/ Genesys CX Maturity Challenge
  7. 7. Copyright © 2001-2018 Alinean, Inc. 7
  8. 8. Copyright © 2001-2018 Alinean, Inc. 8
  9. 9. Copyright © 2001-2018 Alinean, Inc. 9
  10. 10. Copyright © 2001-2018 Alinean, Inc. 10
  11. 11. Copyright © 2001-2018 Alinean, Inc. 11
  12. 12. Copyright © 2001-2018 Alinean, Inc. 12 Lead Info Customer Intelligence Link to report Personalized Assessment Report E-mail & PDF
  13. 13. Copyright © 2001-2018 Alinean, Inc. 13
  14. 14. Copyright © 2001-2018 Alinean, Inc. Alinean Assessment Tool Success Stories? 14 Needed to attract new opportunities When did, 60% of Deals Were Stalling • Over 300 assessment reports / month • Decreased stalled deals from 60% to 30% • Over $1 million new opportunities & $250k closed deals in first 3 months HCM Challenge Assessment Tool http://alinean.com/clients/
  15. 15. Copyright © 2001-2018 Alinean, Inc. Value of Diagnostic Assessments? 15 New Accounts 2x More leads 32% More wins 60% Better differentiation Existing Accounts 45% Better retention 36% Better up/cross sell
  16. 16. Copyright © 2001-2018 Alinean, Inc. How do you develop the Assessment Tools? Workshop to develop: • Assessment Questions • Capability / Maturity Dimensions • Benchmark Comparisons • Results & Report • Spreadsheet Engine • UX Design and Flow Quickly implement into a Tool using Alinean Value Cloud™ Platform Workshop - Prototype – Alpha – Beta – Pilot - Final
  17. 17. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Fill Your Funnel with Prospect Assessment Tools 17 Betty McNeil, SVP Solutions bmcneil@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com

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