SALESTRANSFORMATION PATH TO EXCELLENCE · Customer Revenue Optimization ... NOT THE BOTTOM OF THE FUNNEL PERCEPTION REALITY SALES MARKETING FINANCE BIZ DEV PRO SERVICES CUSTOMER SUCCESS

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


WE LIVE IN THE AGE OF THEEMPOWERED CUSTOMER

(They expect great experiences)


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


IN TODAY’S DIGITAL WORLDMOST SALES TEAMS & PROCESSESDON’T REFLECT THE WAY PEOPLE & COMPANIES BUY


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


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


PUTTING THE CUSTOMERAT THE CENTEROF THE PROCESS

STRATEGY

METHODOLOGY TECHNOLOGY

SALES

MARKETING FINANCE

BIZ DEV PRO SERVICES

CUSTOMER SUCCESS

CUSTOMER


COMPANIES THAT UNDERSTAND CUSTOMERSARE THRIVING


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.




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.






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


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


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


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


Hyland & Altify

+



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




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


Hyland & AltifyDo Better

• More LEAD training• More clearly defined

success metrics• Less distraction


Hyland & AltifySustain & Expand • Sight modifications

• Expanding our license pool outside of quota carriers:• Specialty Teams• Sales Support

• Coaching


Number of sales

opportunities

you work

Averagedeal value

Win rate

Length ofsales cycle

VSalesVelocity

Hyland & AltifyWhat’s in it for you?



Large Deals

Average Deal Size

w/o Altify with Altify

169



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




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


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


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


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


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

https://www.altify.com/cro-benchmark/

https://www.altify.com/aragon-report/

https://www.altify.com/aragon-report-hot-vendor-2019/

THANK YOU

Documents

SALESTRANSFORMATION PATH TO EXCELLENCE · Customer Revenue Optimization ... NOT THE BOTTOM OF THE FUNNEL PERCEPTION REALITY SALES MARKETING FINANCE BIZ DEV PRO SERVICES CUSTOMER SUCCESS