PRODUCT TOURA CLOSER LOOK AT OUR SOLUTIONS

Nigel Cullington & Eric Fraser | AltifyAUG 15th 2018

NIGEL CULLINGTONSenior Director, Product Marketing

ERIC FRASERPrincipal Solution Consultant

PRODUCT TOUR - ALTIFY SOLUTIONS

SELLING IS

HARD

SELLING

COMPLEX SOLUTIONS TO BUSINESSES

ISEVENHARDER

GROWING REVENUEINCREASING WIN RATE

IMPROVING FORECAST ACCURACY

Even the most successful companies are constantly challengedby business goals, pressures and obstacles such as

AND COMPANIES EXPECT THEIR FRONT LINE SALES MANAGERS AND SALES TEAMS TO DELIVER YEAR ON YEAR

Follow a repeatable sales process?Identify the right deals?Navigate the buyers organization?Align with customers on their business problems?Uncover whitespace to maximize revenue?

But with disconnected processes, no standardized way of thinking or sales playbooks to ensure success, how can we expect our front line sales managers to enable their sales teams to:

THIS IS WHY 'SELLING COMPLEX SOLUTIONS TO BUSINESSES' IS EVEN HARDER

but if your company is facing any of these problems, you are not alone

Companies do not have a sales process mapped to customer buying process

41%NO REPEATABLE SALES PROCESS

Source: Business Performance Benchmark Study 2018

Sales cycles don’t progress past the first call

62%Source: Altify Buyer/Seller Index 2016

CUSTOMERS DON’T SEE VALUE

Percentage of reps that don’t make quota every year

50%Source: Altify Buyer/Seller Index 2016

SALES REPS DON’T PERFORM

SIMPLIFY COMPLEX SALESACCELERATE SALES PERFORMANCE

SELL BETTER, SMARTER, FASTER

SALES PROCESS MANAGER ACCOUNT MANAGER

WELCOME TO THE ALTIFY SOLUTION SUITE

OPPORTUNITY MANAGER

SALES PROCESS MANAGERImprove Sales Execution with

Guided Selling

Build Repeatable Winning Processes WithSales Process Manager• Guide your sales people with structure and

insight

• Map your sales process with customer’s buying cycle

• Track progress through each stage of every deal

Accelerate Your Sales Velocity with a More Predictable, Scalable Sales Organization

Companies that follow a repeatable, operationalized sales process

+ 23% SHORTER SALES CYCLE

16%INCREASE IN DEAL SIZE

Source: Business Performance Benchmark Study 2018

Following the roll out of Altify, Autodesk achieved increase of 144% in average deal size and a 21% increase in win rate

JULIE SOKLEYVP Global Sales OperationsAutodesk

Increasing Deal Size and Win Rate

OPPORTUNITY MANAGERWin the Deals

that Matter Most

Win More With Opportunity Manager

• Qualify deals worth pursing and that you can win

• Assess key relationships and customer alignment

• Collaborate on a clear set of actions to progress the deal and close

Identify the right deals, align with customers, and win more opportunities

Greater access to key players

+ 56% INCREASE IN ABILITY TO UNCOVER CUSTOMER PROBLEMS

80% COMPANIES THAT ADD VALUE

Source: Business Performance Benchmark Study 2018

Within a quarter of implementing Altify Opportunity Manager, we are seeing a dramatic increase in new, highly qualified opportunities and a significant increase in our win rate

MAT SINGERSr. Director Sales EffectivenessCenturyLink Communications

IMPROVING OPPORTUNITY MANAGEMENT

ACCOUNT MANAGERIdentify Whitespace and

Maximize Revenue

Maximize Revenue With Account Manager

• Identify white space to uncover additional opportunities and upsell

• Navigate your customer’s organization to identify key people

• Align your team with the customer to devise solutions to deliver mutual value

Discover, develop, and win new business by putting the customer at the center

Revenue comes from existing customers

+ DEAL SIZE IS 150% MORE THAN FROM A NEW CUSTOMER

62% GROWING WITH EXISTING CUSTOMERS

Source: Account Planning in Salesforce – Donal Daly

Account Management is absolutely critical to the lifeblood of our growth within the organization and hitting our corporate objectives

MIKE TUCKERGlobal Sales Operations DirectorHoneywellGROWING AND MAXIMIZING REVENUE

IN KEY ACCOUNTS

Simplifying Complex Sales

24

• Improve sales execution with guided selling• Win the deals that matter most• Identify whitespace and maximize revenue

Accelerating sales performance for some of the world’s best sales teams

If you are not transforming your sales team, then good luck, because your competitors are… It should be a priority for any B2B sales force.

MICK HEGARTY Director, Customer First Faculty BT Business UK