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Driving Revenue Through 4 Key Principles of Opportunity Management Webinar | July 12, 2017
Our Agenda Today
© Altify. All Rights Reserved
• Emerging Trends – The Changing Landscape
• Opportunity Management - The UnitedHealthcare Story
• Opportunity Management – 4 Key Principles
• Q & A - Ask the Experts
DONAL DALY Founder, Executive Chairman
MELISSA CHURCH Vice President Growth Operations
Welcome Our Speakers
UnitedHealthcare Community & State
WHAT HAPPENED IN AN INTERNET MINUTE? August 1, 2016
159,106,930 Emails sent
3,391,568 Google searches
3,154 Blog posts
444,712 Tweets
7,846,597 Video views
44,814 Photos uploaded
135,946 Skype calls
2,916,700 Salesforce Trnxns
2,264,453 Web Traffic (GB)
4,166,667 Emojis sent
0
50
100
150
200
250
Global Internet Traffic in Exabytes (2015-2020)
The Changing Market Landscape TECH SAVVY | CLOUD | MOBILE | SMART
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
Knowledge Curve
0%
10%
20%
30%
40%
50%
60%
70%
Never Rarely Sometimes Almost always
Do sellers augment understanding of business needs or potential solutions?
No value add from sellers in many cases.
Buyer Seller
0%
10%
20%
30%
40%
50%
60%
70%
Never Rarely Sometimes Almost always
Do sellers augment understanding of business needs or potential solutions?
No value add from sellers in many cases.
Buyer Seller
69%
31%
Present Solution Aligned to Needs
Win Rate:
Sales Cycle:
+33%
-21%
The impact on a customer of a bad buying decision …
is typically greater than
… the impact on a sales person of a lost
sale
Think about your most important deal
Opportunity Management
Think about your most important deal
Imagine that you lost that deal
Opportunity Management
Think about your most important deal
Imagine that you lost that deal
What is the #1 reason why you lost?
Opportunity Management
Think about your most important deal
Imagine that you lost that deal
What is the #1 reason why you lost? What do you do now?
Opportunity Management
you work on unqualified deals?
you can’t access the key players?
you don’t understand the customer’s business problem?
you don’t review / coach the deal?
you don’t have a plan to win?
CRITICAL QUESTIONS: What happens when ______________
OPPORTUNITY MANAGEMENT
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About UnitedHealthcare Community & State
Partner with local, State and Federal governments, health care providers. and advocacy organizations. Provide Medicaid, Children’s Health Insurance, Special Needs Plans + 24 States + Washington DC Large Deals 3 Year Sales Cycle
MARKET SHIFT
The EDGE* Story In Brief
2016
FIRST ROLL OUT
STAKEHOLDER ENGAGEMENT
WEEKLY CADENCE
2017
* EDGE is UHC’s name for Altify Opportunity Manager
Why Qualification Matters …
$218,000 Cost of lost deal pursuit per year for a salesperson delivering $1M in revenue
When we are good, we’re very, very good
Why Qualification Matters …
Customers at the Center
68%
32%
Win Rate:
Sales Cycle:
+21%
-18%
Uncover Customer Business Problems
69%
31%
Present Solution Aligned to Needs
Win Rate:
Sales Cycle:
+33%
-21%
Source: Altify Business Performance Benchmark Study
Customers at the Center
Goals Pressures Initiatives Obstacles
Solving for “incumbents”
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, Gartner
Navigating Key Influencers
Friendships are great, but …
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
Collaboration
Power of the team
Operational Transparency We know: 1. It is a qualified deal 2. The customer’s business issues 3. The key influencers
1
2
3
Transparency in Relationships Transparency for all … • Partners • Customers • Members
The EDGE* Story In Brief
MARKET SHIFT
2016
FIRST ROLL OUT
STAKEHOLDER ENGAGEMENT
WEEKLY CADENCE
2017
* EDGE is UHC’s name for Altify Opportunity Manager
The EDGE* Story In Brief
JULY 2017 • Replaced pipeline call with ‘Test & Improve’ sessions • Weekly ‘Test & Improve’ on opportunities • Broader participation in improvement versus inspection • All stakeholders involved • Center for all deal conversations • Growing excitement: Major demand from new users • Integrating into proposal process
* EDGE is UHC’s name for Altify Opportunity Manager
Why EDGE and Altify Opportunity Manager
+ = Better Business Decisions
4 Key Principles | 4 Key Results
Source: Altify Business Performance Benchmark Study
71%
29%
Effective Qualification
Win Rate:
Sales Cycle:
+20%
-17%
65%
35%
Win Rate:
Sales Cycle:
+26%
-18%
Sales and Marketing Working Together
69%
31%
Present Solution Aligned to Needs
Win Rate:
Sales Cycle:
+33%
-21%
1
61%
39%
Win Rate:
Sales Cycle:
+28%
-21%
Gain Access to Key Buying Influencers 2 3 4
eBook
Study Book
Learn More:
www.al*fy.com/benchmark2017/
DONAL DALY Founder, Executive Chairman
MELISSA CHURCH Vice President Growth Operations
Q&A
UnitedHealthCare Community & State
Thank You
© Altify. All Rights Reserved