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ALTIFY + HYLANDWEBINAR | SEPTEMBER 2019
SALES TRANSFORMATIONPATH TO EXCELLENCEJennifer Fortune –Director, Global Sales Enablement, HylandJason Kupcak–Sales Program Lead, HylandCraig Sawicki –VP Performance Excellence, Altify
Customer Revenue Optimization
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Housekeeping Items
Customer Revenue Optimization
WE LIVE IN THE AGE OF THEEMPOWERED CUSTOMER
(They expect great experiences)
Customer Revenue Optimization
SALES EXPERIENCES ARE FRUSTRATING FOR BUYERSSales people don’t understandtheir needs, their priorities orhow they measure success
62% of first sales meetings don’t progressSource: Altify Buyer Seller Index 2016
Customer Revenue Optimization
IN TODAY’S DIGITAL WORLDMOST SALES TEAMS & PROCESSESDON’T REFLECT THE WAY PEOPLE & COMPANIES BUY
Customer Revenue Optimization
CUSTOMERS ARE ATTHE CENTER OF YOUR BUSINESS,NOT THE BOTTOM OF THE FUNNEL
PERCEPTION REALITY
SALES
MARKETING FINANCE
BIZ DEV
PRO SERVICES
CUSTOMER SUCCESS
CUSTOMER
MQLs
SQLs
Opps
Leads
Customer Revenue Optimization
ALTIFY: CUSTOMER REVENUE OPTIMIZATIONThe operating system for customer-centric companies
Strategy – Continuous account planning to understand customer needs to enable solutions and outcomes based on client goals
Methodology – A common language and approach to every customer touch point with intent and alignment
Technology – A suite of apps to turbocharge CRM and connect processes across applications and users across the business
Customer Revenue Optimization requires a combination of strategy, methodology and technology to align all resources to focus on customer needs and enable value
Customer Revenue Optimization
PUTTING THE CUSTOMERAT THE CENTEROF THE PROCESS
STRATEGY
METHODOLOGY TECHNOLOGY
SALES
MARKETING FINANCE
BIZ DEV PRO SERVICES
CUSTOMER SUCCESS
CUSTOMER
Customer Revenue Optimization
COMPANIES THAT UNDERSTAND CUSTOMERSARE THRIVING
Customer Revenue Optimization
HylandHyland Content Services Platform
Hyland is a leading Content Services provider that enables thousands of organizations to focus on what they do best and deliver better experiences to the people they serve.
Customer Revenue Optimization
HylandHyland Content Services Platform
Customer Revenue Optimization
Hyland
Complete ViewWith easy, secure access to complete information –anytime, anywhere, on any device –Hyland helps your organization digitally transform and facilitate more responsive, meaningful interactions.
Agile AdaptivityHyland solutions let you adapt to evolving business needs and customer demands at the speed of business. Stay ahead of the competition with the agility to continuously innovate, adapt and enhance the customer experience.
Intelligent AutomationBy anticipating the needs of users and customers, we allow your employees to focus on high-value tasks and develop more relevant connections with the people you serve.
Expertly Tailored SolutionsOur deep industry expertise draws on decades of working with organizations around the world to solve complex challenges. We leverage this knowledge to help you build personalized solutions that meet the specific needs of the people you serve.
Customer Revenue Optimization
HylandHyland Content Services Platform
Customer Revenue Optimization
HylandHyland Content Services Platform
Customer Revenue Optimization
ALTIFY: CUSTOMER REVENUE OPTIMIZATIONThe operating system for customer-centric companies
Strategy – Continuous account planning to understand customer needs to enable solutions and outcomes based on client goals
Methodology – A common language and approach to every customer touch point with intent and alignment
Technology – A suite of apps to turbocharge CRM and connect processes across applications and users across the business
Customer Revenue Optimization requires a combination of strategy, methodology and technology to align all resources to focus on customer needs and enable value
Customer Revenue Optimization
EMPOWERING EMPLOYEES TODELIVER VALUE AND OPTIMIZE REVENUE
Align all employees to customer goals and needs
Understand the customer’s people and problems
Continuously optimize with guidance, methodology, process
Connect everyone to focus on client priorities and desired outcomes
Build relationships, understand business issues, develop solutions
Replicate best practices, drive consistency and improvement
Customer Revenue Optimization
CRO Services
PLAN
PROCESSOptimize preconfigured
methods and performance measures.
DELIVER
TECHNOLOGYInstall and deploy the
Altify Platform.
ADOPT
PEOPLEEnable revenue
teams.
WIN
SALES VELOCITYMeasure and coach to
sustain results.
PLANNING & COMMUNICATION
Customer Revenue Optimization
Develop Operational Cadence
Track and Review KPIsRegular T&I Reviews Coaching Onboarding new users
Recu
rring
Mon
thly
Health
Chec
ks
Custo
mer Hea
lth M
anag
emen
t
Right-S
ize Fu
nctio
nality
T&I R
eview
Coac
hing
Prod
uct F
eatu
res &
Upg
rade
s
Quarte
rly Bus
iness
Revie
ws
Altify C
oach
(Gro
w) Ser
vices
Repo
rting
/Das
hboa
rd Bes
t Pra
ctice
s
Prod
uct E
nhan
cemen
t Man
agem
ent
Custo
mer Adv
isory
Board
Custo
mer Su
ppor
t Esca
lation
s
Commun
ity of
fice h
ours/
webina
rs
Prom
ote s
easo
nal c
ampa
igns
Custo
mer Boo
k of E
viden
ce
Quantify Impact
Role based TrainingCUSTOMERMILESTONES
ALTIFY CUSTOMER
SUCCESS
Win: Value Realization and Business Impact
Customer Revenue Optimization
Hyland & Altify
+
Customer Revenue Optimization
Customer Revenue Optimization
Hyland & AltifyThe Why
Goals
Pressures
Initiatives
Solutions
Maintain Leader Position in Enterprise Content Management Services
Grow Predictable Revenue and ImproveProfit Margin
Large % Revenue Closes in December
Better InformedBuyers
Highly Vended Core Market
Expanded ProductPortfolio
Direct Customer Base increased by >300%
Sales Process Optimization Account Planning / Territory Planning
ü Sales Process ManagerüOpportunity Managerü Change Execution Process
üAccount Managerü Conversation Managerü Change Execution Process
Customer Revenue Optimization
Customer Revenue Optimization
Customer Revenue Optimization
Hyland & AltifyKeys to Success • Finding a great partner in
Altify• Leveraging the best practices
and experience of Altify• Executive alignment• Leadership buy-in• Change Management• Coaching
Customer Revenue Optimization
Hyland & AltifyDo Better
• More LEAD training• More clearly defined
success metrics• Less distraction
Customer Revenue Optimization
Hyland & AltifySustain & Expand • Sight modifications
• Expanding our license pool outside of quota carriers:• Specialty Teams• Sales Support
• Coaching
Customer Revenue Optimization
Number of sales
opportunities
you work
Averagedeal value
Win rate
Length ofsales cycle
VSalesVelocity
Hyland & AltifyWhat’s in it for you?
Customer Revenue Optimization
Hyland & AltifyWhat’s in it for you?
Large Deals
Average Deal Size
w/o Altify with Altify
169
Customer Revenue Optimization
Hyland & AltifyWhat’s in it for you?
14.2%
39.8%
22.3%
38.3%37.3%
47.8% 45.9%
55.2%
0%
10%
20%
30%
40%
50%
60%
All Deal Sizes / All Stages All Deal Sizes / Adv. Stages Large Deals / All Stages Large Deals / Adv. Stages
Win Rates
non-Altify Altify-enabled
Customer Revenue Optimization
Customer Revenue Optimization
Customer Revenue Optimization
Hyland & AltifyBenefits of Account Planning
28%
48%
48%
55%
58%
72%
74%Better Win Rate
Increased Understanding of Customer’s Business
Shorter Sales Cycle
Better Customer Loyalty
Increased Deal Size
Better Executive Access
Identify Non-Competitive Deals
Focus on
Value Creation
Source: Account Planning Book of Evidence | n=720 © Altify
Customer Revenue Optimization
Hyland & AltifyFocusing on What Matters Most
2
3
4
1
1
2
3
4
5
Targeted accounts are identified.
Insight Maps and Relationship Maps are actively maintained for targeted units.
White space is covered with potential, current, or won business.
Solutions you’re unable to sell are blocked.
Pipeline is sufficient to achieve plan target.
5
Customer Revenue Optimization
Hyland & AltifyFocusing on What Matters Most…And to Whom it Matters Most
My entire team is going to make President’s Club in 2019 and it is because we are using and leaning in to Altify.
– Hyland Sa les Manager
The Max Insights within Altify pointed out suggestions that actually gave my rep the confidence to ask specific pointed questions. This resulted in us developing key executive alignment within a prospective account.
– Hyland Sa les Manager
Customer Revenue Optimization
HYLAND & ALTIFY
+ =
Driving Success Across your Teams (& ultimately your Customers)
Cadence
Right-Sizing
Coaching
Communication
KPIs
• Build an Operational Cadence/rhythm into your business
• Part of overall Success Plan: Provide clarity on expectations
• Develop Business Rules to avoid end users feeling overwhelmed
• Right-size functionality and activities required
• Leverage Account and Opportunity Plan Types
• Support usage and drive best practices
• Regular Test & Improves (Opportunity or Account/Portfolio Plan
Reviews)
• Leverage Coaching Services
• How will Altify help win more deals? What does it mean to use Altify?
• Celebrate & socialize success• Encourage adoption by communicating impact
• Define measurements and adoption KPIs delivered by role
• Visible at the top levels of organization
• Reports, Altify Dashboards, 3rd Party Analytics, etc.
Craig SawickiVP, Sales Excellence
Altify
Jennifer Fortune – Director, Global Sales Enablement, HylandJason Kupcak – Sales Program Lead, Hyland
Q&A
Customer Revenue Optimization
CATEGORY KING
visit Altify.com for additional information> CRO Benchmark Study 2019
> CRO Research Report: Automate Sales or Get Left Behind
> Aragon Research Report: Hot Vendors in CRO
THANK YOU