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Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Tools - November 30 2017

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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

This webcast showed 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: Sales
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Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Tools - November 30 2017

  1. 1. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. Engage Earlier & Motivate Change with Assessment Tools 1 Betty McNeil, SVP Solutions Bryan Leopard, VP Principal Analyst bmcneil@alinean.com http://www.alinean.com
  2. 2. Copyright © 2001-2016 Alinean, Inc. Buyers have changed … 2 62% Want more benchmarking data to compare to peers (DemandGen Report) 6.8Decision makers per deal (CEB) 67% Of buyers journey done digitally (Gartner) Prefer prescriptive content (vs. a product pitch), providing advice on what to do next (DemandGen Report)97%
  3. 3. Copyright © 2001-2016 Alinean, Inc. 3 74 % Forrester Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection The early bird catches the worm … 26 % of deals go to the provider who helps "establish the buying vision” of deals go to the vendor who "responds to a request"
  4. 4. Copyright © 2001-2016 Alinean, Inc. 4 Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection Diagnostic Assessment Tools Engage Earlier & Higher Identify Challenges & Help Set Priorities Recommend Solutions to Solve Specific Issues
  5. 5. Copyright © 2001-2016 Alinean, Inc. 5 Diagnostic Assessment Tool Example – Genesys CX Maturity Challenge
  6. 6. Copyright © 2001-2016 Alinean, Inc. 6
  7. 7. Copyright © 2001-2016 Alinean, Inc. 7
  8. 8. Copyright © 2001-2016 Alinean, Inc. 8
  9. 9. Copyright © 2001-2016 Alinean, Inc. 9
  10. 10. Copyright © 2001-2016 Alinean, Inc. 10
  11. 11. Copyright © 2001-2016 Alinean, Inc. 11
  12. 12. Copyright © 2001-2016 Alinean, Inc. 12
  13. 13. Copyright © 2001-2016 Alinean, Inc. 13 PFM Financial Management Challenge Dimensions of Analysis? 1. Cash & Liquidity 2. Income 3. Payment Solutions 4. Analytics & Forecasting 5. Compliance and Auditing Reason to Proactively Engage Benchmarking + Advice Consultative vs. Product Pitch
  14. 14. Copyright © 2001-2016 Alinean, Inc. Benefits RPMG research indicates that, migrating to a p-card solution like PFM Payment Solutions, may1 deliver: SIMPLIFIED PROCESS Cost Per Transaction Simplify Process Cycle Time Traditional paper-based PO format With Procurement Cards Traditional paper-based PO format With Procurement Cards Traditional paper-based PO format With Procurement Cards Transaction savings: Reduction in manager approvals: Total time reduction: $69.82 0.9 8.0 $90.20 2.3 approvals 11.4 days $20.38 1.4 approvals 3.4 days per transaction approvals days
  15. 15. Copyright © 2001-2016 Alinean, Inc. Value of Diagnostic Assessments 15 New Accounts 2x More engagements 32% More wins 60% Better differentiation Existing Accounts 45% Better retention 36% Better up/cross sell
  16. 16. Copyright © 2001-2016 Alinean, Inc. How we do it …
  17. 17. Copyright © 2001-2016 Alinean, Inc. Success can be yours too …
  18. 18. Copyright © 2001-2016 Alinean, Inc. About Alinean … Some of our Active Clients >>> 15+ year history Over 2,000 tools > 300,000 users Many awards for our tools & our clients
  19. 19. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. Engage Earlier & Motivate Change with Assessment Tools 19 Betty McNeil, SVP Solutions Bryan Leopard, VP Principal Analyst bmcneil@alinean.com http://www.alinean.com

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