Summer ‘17 Release Selling As An Enterprise Team Webinar | Aug 9, 2017

PATRICK MORRISSEY Chief Marketing Officer

Our Speakers

LOUISE BERNSTEIN Senior Product Manager

Today’s Agenda

•  The Challenge of B2B Sales

•  Altify Summer ‘17 Release Overview & Demo

•  Q & A

Our Mission

Improve the lives of sales teams by helping them win the deals that matter

© Altify. All Rights Reserved

MOST SALES LEADERS AND TEAMS CAN’T CONFIDENTLY SAY YES

Are You Going To Win The Important Deals?

The Changing Market Landscape for Sales TECH SAVVY | CLOUD | MOBILE | GLOBAL

PRO

DU

CT C

OM

PLEX

ITY

BUYING COMPLEXITY

SHOW ME ENLIGHTEN ME

SERVE ME GUIDE ME

22% of B2B sellers will be replaced by technology by 2020 Death of a Salesman April, 2015 (Forrester)

17% of buyers say that salespeople will not be important in the future Buyer / Seller Value Index April, 2016 (Altify)

DO REPEAT UNDERSTAND APPLY ANALYZE EVALUATE CREATE

TRANSACT

COLLABORATE

INNOVATE

KNOWLEDGE CURVE

SIMPLE APPLICATION OF KNOWLEDGE COMPLEX

LOW

C

OM

PETI

TIVE

AD

VAN

TAG

E

HIG

H

FEW

S

COPE

OF

IMPA

CT (P

EOPL

E)

M

ANY

The big opportunity to apply knowledge

THE BUYER THE SELLER Struggle to sell solutions

60% don’t add value to customer

50% miss quota

62% meetings don’t progress

Ineffective sales coaching

Inaccurate forecasts

Data, No Insight!

*

Smarter, more informed

Very busy, under pressure

Hungry for insight

Enlighten Me!

*All power lives here

Source: Altify Buyer Seller Index Study 2016

The Disconnect

Priority #1

Sales Effectiveness – Win More Deals

Now that we are using Altify, our win rate is 4x greater when we build an opportunity plan

DAVID ARNOTT CEO Temenos

Planning to Win

Win Bigger

Increase Deal Size

Following the roll out of Altify, Autodesk improved win rates by 44%, and increased deal size by 21%

JULIE SOKLEY VP Global Sales Operations Autodesk

CHALLENGES Sales teams sold product not value, poor relationships with key players CHANGE Focus on business outcomes for the customer RESULTS Sales teams selling VALUE not products increased win rate and deal size

Increasing The Deal Size

Upsell & Cross Sell

Find the white space

Opportunity Manager ‘Test & Improve’ is a phenomenal format for us to get our ideas out on the table and be able to move the opportunity forward

MELISSA CHURCH VP Growth Operations United Healthcare

CHALLENGES No single process, and reduced knowledge sharing CHANGE Universal account plans and reviews, more coaching, and less number crunching RESULTS Full view of customer across all products, with visibility into whitespace

Aligning the Whole Team to Win

Internationalization Relationships

Summer ’17 Release: 3 Key Enhancements

Collaboration

We now support all Salesforce standard languages, including both direct translations and regional terminology Account Plans, Relationship Maps, labels, and more are also customizable, enabling organizations to sell in their own language, to win the deals that matter

Sell in your local language

•  manage opportunities and accounts in your local language and your words

•  customize the platform to your unique sales process

INTERNATIONALIZATION

DEMO

Navigate and connect with the people that matter Presents prospective buyers in the context of their position in the corporate hierarchy, allowing salespeople to identify the right targets With real-time coaching about how to engage with important buyers most effectively, so salespeople have step-by-step decision-making expertise

•  track and share the informal politics in your accounts

•  draw influence and conflict lines

•  understand relationships more deeply

Navigating Key Influencers

61%

39%

Win Rate:

Sales Cycle:

+28%

-21%

Gain Access to Key Buying Influencers

Purchase Completion % 100%

1 2 3 4 5 6 Increasing Size of Buyer Committee

0%

30%

Source: Altify Business Performance Benchmark Study 2017 (n=833) Ineffective Effective

RELATIONSHIP MAP

DEMO

Align the entire team around the customer New collaboration capabilities align sales and marketing, executives, customer success, legal, and operations as customers move through sales cycle

•  get insight from your peers

•  test and improve your opportunities

•  work as a team to win Collaborative selling brings the entire organization together through shared knowledge and communication to identify processes that drive the best results

Collaboration

65%

35%

Win Rate:

Sales Cycle:

+26%

-18%

Sales and Marketing Working Together

62%

38%

First Line Sales Management

Win Rate:

Sales Cycle:

+26%

-12%

Source: Altify Business Performance Benchmark Study 2017 (n=833) Ineffective Effective

COLLABORATION

DEMO

Summer ‘17 Release Internationalization Relationship Maps Collaboration

Questions?

© Altify. All Rights Reserved

Find out more at Altify.com

Thank You!