Personalized, Real Time Business IntelligenceAs a former VP of Sales and Marketing at SAP, I...
19
Personalized, Real - Time Business Intelligence
Transcript of Personalized, Real Time Business IntelligenceAs a former VP of Sales and Marketing at SAP, I...
Personalized, Real-Time Business Intelligence
AsaformerVPofSalesandMarketingatSAP,IexperiencedfirsthandthepainthatB2Bsalesrepsfaceeveryday.Thenever-endingbattletoeffectivelyengagewithprospectsandcustomers.Thequesttofindthedecisionmakersandinfluencers.Thedifficultyofidentifyingtherighttimetoengage.Andaboveall,theneedtoclosethedealfaster.
MyexperiencedemonstratesthatwhilestateoftheartB2Bgenerationplatformsopenthefloodgatesofqualifiedleads,thesalesforcestrugglestoprocesstheleadsfastenoughandultimately,missoutonvaluableopportunitiestoengageattherighttime.Thereissimplytoomuchinformationandtoolittletime.
IfoundedxiQwithavisiontosolvethatproblembyprioritizinganddistillingthemassiveamountsofnews,dataandsocialmediaavailabletodayintoreal-time,actionableintelligence.Wedesignedarevolutionarysalestoolthatmakesitfasterandeasierthaneverbeforetoidentifyprospects,qualifyleads,connectwithdecisionmakers,andproactivelydrivesalescycles,allinonesimple-to-navigatemobileapp.xiQgivessalesrepstheunprecedentedadvantageofknowledgeplustime.
UsmanSheikhFounderandCEOxiQ,Inc.
Knowledge is the
currency of business.
Forsalesandmarke-ngprofessionals,informa.onaboutprospects,customersandmarketsisthekeytogainingcompe++veadvantageandaccelera)ngsales.Thetrickisge#ngtherightinforma(onattheright(me.
Withtheexplosionoftheinternetandsocialmedia,thereismoreinforma-onavailablethaneverbefore.Butmoreisnotnecessarilybe/er.Withoutawaytoeasilysynthesizeinforma/onandextractwhat’srelevantand!mely,themassiveamountofdataandinforma+onavailablejustaddsuptohourswastedandopportuni+esmissed.
The Problem
“88%ofsalesleadersbelievetheyhavemissedopportuni4esduetoinforma4onoverload.”-CSOInsightsReport:ImpactofBigDataonSalesPerformance
B2Bsalesrepsandexecu/vesincustomer-facingrolesspend65%oftheir4meonemails,upda,ngCRMsystems,schedulingmee%ngsandresearchingcustomersandindustriesforinforma.ontouseintheirprospec.ngac.vi.es,salespitchesorpreparingformee'ngs.Only35%oftheir)meisavailableforcustomer-relatedac)vi)es.
Mostbusinessesrelyontheextrac2onofhistoricaldatatogainaviewofthecustomerandtheindustry.Extrac1ngthisdatafromcustomizedenterprisesystemsanddeliveringittousersviamobiledevicesisanexpensiveproposi3onrequiringcustomintegra3onandmobileappdevelopmentthatcantakemonthsandcostmillionsofdollars.
Anda&erallthat,meandexpense,thedataisonlymarginallyhelpfulinpredic,ngfuturetrends.
Remainingcompetitiverequiresforwardthinking.
Today’sbusinesslandscapeisafluid,dynamicenvironmentthatisconstantlyshi.ing,reac%ngandchanging.Inaworldwhereasinglesocialmediapostcangoviralandbeseenbymillionsofpeopleallovertheworldwithinhours,orevenminutes,spendingmonthstoextractdatathatwasoldbeforetheprocessbegan,justdoesn’tmakesense.
Too much information, too little time.
The Solution xiQisapowerfulsalesintelligencetoolthatharnessesthevastnetworkofinforma0onanddatafromtheinternet,socialmedia,publicrecordsandhundredsofindustry-specificsources.
Itusesaproprietary,big-dataanaly(csenginetopriori%ze,analyzeanddis%llmassiveamountsofrawdataintopersonalized,real-!me,salesintelligenceanddeliversittousersviaaSaaS-basedmobileapplica-on.
ItempowersB2Bsalesrepstoworksmarterandfasterbystreamliningtheprocessofiden4fyingprospects,qualifyingleads,connec4ngwithdecisionmakers,andproac/velydrivingsalescycles.
Iteliminatestheexhaus.vesearchprocess,freeingupmore,meforengagingwithcustomersandprospects.
Not just business
intelligence, business
inspiration.
Smart. Simple. Streamlined. ThegoalindevelopingxiQwasnotjusttorevolu6onizethewayB2Bprofessionalsdiscoverandleverageinforma6on.Itwasalsotoengageandinspire.Thetypicalmarketintelligencetoolrequiresuserstospendhourssloggingthroughtables,graphsandchartsinhopesofminingsomeminimallyusefulinforma6on.xiQisnottypical.
TheUIisabeau,fullydesignedmagazine-styleformatthatputseverythingtheB2Bprofessionalneedsrightattheirfinger&ps.Usersfilterinforma&onbycompanies,industries,execu&ves,andtopicstoreceivetheinforma&onthatismostrelevanttotheirownpriori0es.Thepla3ormisintui0ve,simpleandefficientwithbuilt-inproduc*vityfeaturesandsocialnetworkingcompa2bilityalldesignedtomakethebusinessofbusinessalotmorepleasurable.
Ke
y Fe
atu
res
NewsandViews
xiQ’sproprietaryinforma1onrankingalgorithmsmakeiteasytofindhighvalueinforma4on.Thepla$ormfirstaggregatesandthencuratesthousandsofresourcesandnewsdocumentsontheinternetandsocialmediatoextractthemostup-to-datenewsandsocialbuzzthatisrelevanttotheuser.ExclusivecontentfromSalesInfluencerswhohavepartneredwithxiQisalsofeatured.
Theinforma,onisrapidlyviewableinafluid,scrollingdigestformat.
CompleteOverviewofCompanies
xiQprovidesaquicksnapshotofhowacompanyisperformingbyproviding:
! Companyoverview
! Companyfinancials,stockperformanceandotherperformanceindicators
! Strategicvisionofthecompanyfromtheannualreportand10Kfilings
! Listofdirectcompe.torsaswellaspeers
! Listofcompany’stopexecu2ves
! Socialmediaac+vitybycompany
! Mediamen)onbyandaboutexecu)ves
Ke
y Fe
atu
res
“73%ofsalespeopleusingsocialmediaasparttheirsalesprocessoutperformedtheirpeers.”-ASalesGuyConsul.ng:SocialCenteredSelling
SocialCapital
Socialmediahaschangedthewaybusinesscommunicates.Execu&vesarenowthought-leaders,evangelists,andinfluencers.Theyaresharingideas,posingques0ons,expressingopinions,announcingdecisions,andgenera.ngconversa.on.It’sallrightthereinthepublicsphereprovidingauniqueopportunitytogainvaluableinsightsaboutcustomersandprospects.
xiQmakesiteasytocapitalizeonthesocialrevolu2onwithfric%onlessin-appaccesstonetworkslikeTwi0er,LinkedIn,Yammer,andSalesforce.com’sCha4er.
Basedontheuser’sfilters,xiQprovidesTwi8erhandlesforexecu%vesandcompanies.UserswhoconnecttheirLinkedIn,YammerandCha+eraccountscanviewtheirconnec4onsandtheirac)vityallfromwithinxiQelimina)ngtheneedtobouncefromonesitetoanother.
WithxiQ,userscandiscoverallies,influencers,anddecision-makers,buildtrustwithclientsbybeingfirsttosharerelevantinforma(on,gleaninsightstodeterminetheright(metoengagewithaprospect,andenhancetheirpersonalbrandbytakingpartintopicalconversa.ons.
Ke
y Fe
atu
res
Produc'vityandPersonalBrandPower
xiQhasdevelopedna,vein-appnotetakingfunc+onalitythatallowsuserstoannotateandsaveinforma.onforfutureuseandbuildtheirownknowledgebase.Importantinforma,oncanalsobesavedinthecalendarasreminderstouseinmee#ngs.Informa#oncanbesavedandsharedwithcustomers,prospectsandcolleaguesviaemailandcanbepostedonsocialmedialchannelswithoutleavingtheapp.Sharingar/clesandrelevantinforma-onviasocialmediachannelshelpstheuserbuildtheirpersonalbrandandperceivedexper+seinpublicforums.
Ke
y Fe
atu
res
CustomContentCuration
Marketersoverwhelminglyagreethatcontentmarke+ngisessen$alforbuildingloyaltyandbrandawareness,drivingcustomerengagement,genera%ngandnurturingleads,andboos$ngsales.
Butwithtwenty-sevenmillionpiecesofcontentbeingsharedeveryday,andapredicted200%annualgrowthrateforB2Bcontentvolume(source:ForresterResearch),crea.ngcontentthat’srelevant,thoughtprovokingandstandsoutfromtheclu(er,isnoteasy.Infact,itranksasthetopchallengefacingmarketers.
Manyareturningtocontentcura-ontokeepupwiththedemandforconsistent,high-qualitycontent.
xiQ’sContentCura/onWorkbenchmakesitsimpleandcost-effec$veforindividuals,teamsorgroupstocollect,curate,andpublishhigh-quality,relevantcontentfordistribu4ontoaccountteams,partnersandcustomers.
Allwithjustafewsimple0cksofabox.
Ke
y Fe
atu
res
• Contentcuratedfromnearly15,000sources
includingnewsoutlets,blogsandTwitter
• Filterbykeywordandsource
• Automaticallygeneratesacustomemail
newsletterorbrandedapp
• Customizablemasthead
• Addyourownmessageorbrandinglanguage
Customizedprivatelabelappwithlivecuratedfeed
Collect
Curate
Publish
Ke
y Fe
atu
res
• Drivetraffic
• Increasecustomerengagement
• Establishdomainexpertise
• Broadenyourexposure
• Influenceprospectsandcustomers
• Savetimeandmoney
Collect,curate,publishcustomnewsle4erautoma&cally
Frictionlessdeploymentequalsinstantreturnoninvestment
xIQisofferedasSo.ware-as-a-Service(SaaS)therebyelimina2ngtheneedforhardwareorprofessionalservicesnormallyrequiredtoconfigureanddeployenterpriseapplica6ons.Theeasy-to-useinterfaceeliminatestheneedforend-usertraining.Businessesadop0ngxiQcanbeupandrunninginminuteswithouthavingtoinvolvecorporateIT.Benefitsofthesolu9oncanberealizedwithinminutesandreturnoninvestmentisachievedwithinhoursofopera1onasaresultof1mesavedinresearchingandtheabilitytobefirsttoengagewiththemostinsigh4ulinforma7on.
InNorthAmerica,thereare6millionB2Bsalesandmarke&ngprofessionals,C-levelexecu(vesandmanagementconsultantswhorelyondailyand1melyaccesstothemostcurrentandrelevantinforma2onabouttheircustomers,prospects,theindustryandtheircompe+tors.TheseprofessionalsarecurrentlyunderservedbytheirCRMsystemswhenitcomestogatheringup-to-the-minuteexternalinforma.onaboutcompaniesandindustries.In2014,companiesspent$36billion($6000percapita)onsalesaccelera4onso#ware3.Inaddi(on,over10mprivateinvestorsand12mjobseekersalsorelyonthelatestnewsandinforma(onaboutcompaniestheyareinves(nginorseekingemploymentfromandpreparingforjobinterviews.
The Market
xiQredefinessocialsalesandmobileenterpriseapplica3ons
xiQ’scompletefocusisonpresen2ngpersonalized,2mely,relevantinforma-onforbusinessprofessionalsatanaffordablepricepointwithoutsacrificinginspira5on.
WhatmakesxiQstandoutfromthecompe//on:
• DomainExper-se
• Speed,accuracyandrelevancyofinforma3on
• Contentcuratedtoservebusinessprofessionals
• In-appaccesstousers’socialnetworkconnec1ons
• Built-inproduc*vitytools
• All-in-onepla(ormforcompletemarketintelligence
• Instanteaseofuseandfric/onlessdeployment
• Beau%fullydesigned,magazine-styleuserinterface
Competitive Landscape
Theapplica&onworksina‘freemiummodel’where
anapplica(onisprovidedfree.Apremiumis
chargedforadvancedfeatures,enterprise
func%onality,orvirtualgoods.Ausercanfilter
informa(onforuptofivecompanies,industries
andtrendingtopicsforfree.Beyondthisthreshold,
apaidsubscrip+onisrequired.
Business Model
Disruption and innovation at various levels
Workisnolongerdefinedby9to5.Theofficeisanywhere.Informa3onisinstant.Businessasusualnolongerexists.
xiQanswersthecallforanewparadigminbusinessmobilitybyprovidingabig-dataanaly%csenginethatcollects,analyzesandpresentsthemostrelevantinforma%onfromtheinternet,socialmediaandpublicrecordstoenableanewbreedofmobileapplica4ons.Itdisruptstradi*onalapproachesforenterpriseapplica*onsthatrelyonextrac*nghistoricaldatafromwithinenterprisesystemsbyshi2ingfocustocollec7ng,analyzing,andpresen7ngexternalinforma-oninreal-!me.Itcombinessocial,analy!cal,andpredic,veintelligenceall-in-one.
xiQrepresentsanewgenera.onoffast-to-marketmobileappsthatembodiestheconsumeriza,onofenterpriseapplica,ons.Onethatemploysthebest-in-classprac(cesofconsumerapps,witheasy-to-use,fric*onlessdeploymentandanelegantuserexperience.
Summary
