Inadequate or lack of technical messaging can create a disconnect in perception of value between business and IT stakeholders. Using the same pitch decks repeatedly with the same customer can also lead to the ‘rerun boredom’ effect which causes the sales cycle to stall and the initial luster of the product is lost leaving the customers to shift their focus on other priorities. This problem is compounded when products need to be pitched while they are still in their development stage and there’s more ambiguity than actionable specifics.

We can craft technical pre-sales messaging that helps in visualizing the art of the possible and retain the momentum necessary for subsequent conversations with the customers. Additionally, our repertoire of different methodologies can seamlessly adjust and integrate messaging in tandem with all the product iterations.

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Discovery is an ongoing process which unfortunately gets treated as a checkbox in the sales process and is performed very few times (in most circumstances just once). This is because either most early stage companies don’t have the bandwidth or their view of the discovery phase is very myopic and limited. In most instances it’s driven by the nature of the engagement (pilots, proof of concepts etc.). Our experience has shown us that incorporating discovery on an ongoing basis helps anticipate bottlenecks and challenges in a timely fashion so that either they can be averted or addressed. Things are always changing at the customer’s end and it’s always beneficial to be tuned into developments that can impact the longevity of the engagement.

We have a multi prong approach towards discovery with a significant emphasis on product validation, customer acquisition cost, return on investment and overall investment of time. This approach enables companies to minimize financial impact due to ongoing changes at their customer’s end.

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It is quite common to encounter situations where there is no clear alignment of expectations between the stakeholders funding the purchase and the actual users using the product. The initial enthusiasm of using the product fades quickly when the perceived benefits are just marginal and not worth the investment of user’s time and effort. This situation is exacerbated if the product is in the pilot or proof of concept phase where the customer is already guaranteed an exit and doesn’t have a lot to lose.

Our customer management approach leverages the concept of user journeys to garner bottom up support for the product and provides a framework that enables constant customer engagement. We can create curated user journeys that are centered around value/usage and can help set the foundation for developing metrics and kpi’s that can be monitored and utilized to measure success. Constant validation and confirmation of value with stakeholders through user journeys promotes conversations for extensions, renewals and long term subscriptions.

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One can never underestimate the power of a product demo. However, most of the time, there’s only one flow or script and handful of use cases that are possible to demonstrate. If a sales cycle goes through multiple rounds of conversations and demo sessions, there’s a high likelihood that the customer has seen most of the capabilities and is now aware and more focussed on product limitations and gaps which could very well be inconsequential and irrelevant. In many instances, even if the product can address the user’s pain point, the available demos can’t be tweaked right away to demonstrate how it can be accomplished and the closure of the deal boils down to the customer’s willingness to take a leap of faith.

We specialize in demo orchestration and have several tricks in our pockets to create libraries of demos that can be utilized and customized on the fly depending on the user’s pain points. Our knowledge of various tools and techniques available in the market can make your product look much richer and enable customers to view the art of the possible with your product.

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