SELL VALUE. CHANGE THE WORLD. - Altify CRO...3 SELL ALUE. CHANGE THE WORLD. CUSTOMER REVENUE OPTIMIZATION. WELCOME TO THE FUTURE OF SALES. Twenty years ago, cloud CRM set out to change

SELL VALUE. CHANGE THE WORLD.Customer Revenue Optimization. Welcome to the future of Sales.

Customer Revenue Optimization

Every customer interaction should be an opportunity to deliver positive outcomes and build new opportunity. Every success creates more success for everyone. Unfortunately, most sales experiences are missed opportunities for buyers and for sales teams.

2 SELL VALUE. CHANGE THE WORLD. CUSTOMER REVENUE OPTIMIZATION. WELCOME TO THE FUTURE OF SALES.SELL VALUE. CHANGE THE WORLD. CUSTOMER REVENUE OPTIMIZATION

3 SELL VALUE. CHANGE THE WORLD. CUSTOMER REVENUE OPTIMIZATION. WELCOME TO THE FUTURE OF SALES.

Twenty years ago, cloud CRM set out to change the way sales teams managed their customer contacts, interactions, and relationships with the goal to improve sales execution.

Building relationships, understanding the customer’s problems, and delivering value have always been at the heart of great selling.

It’s time to think beyond CRM.

“CRM is yesterday’s story.’’ – Jeremy Cox, Principal Analyst, Customer Engagement, Ovum

But CRM has done little to help sales teams improve their selling skills, much less understand the customer.

While CRM solutions are still table stakes for any organization in complex B2B selling environments, today no sales leader or Chief Revenue Officer believes that a system to manage accounts, contacts, opportunities and tasks is enough to help them execute effectively. The world of selling has changed, and revenue teams can’t keep up.


The empowered customer has taken a wrecking ball to the traditional sales structure.


As a result, sales teams are scrambling to win new business and are missing massive opportunities to upsell, cross-sell and maximize customer value.

Enterprise sales teams are struggling because they don’t understand their customers’ needs, their priorities, or how they measure success. This lack of understanding of the customer’s needs and how they want to buy leads to frustration and lack of performance.

Sales teams struggle because they don’t know what problems their customers are trying to solve for their customers. They don’t understand their customer’s people or their problems.

62% of first sales meetings don’t progress to the next meeting* because the prospective customer doesn’t see value.

* Altify: Customer Revenue Optimization Benchmark Study 2019

LEADS

MQLs

SQLs

OPPS

SALES

MARKETING FINANCE

BIZ DEV PRO SERVICES

CUSTOMERSUCCESS


The PerceptionCustomers happen as an output of your sales funnel.

The RealityCustomers are already in the center of your business.

Customers and prospects are smart, data savvy and very well informed before they ever speak to a salesperson. Companies that fail to understand this shift will find it increasingly hard to deliver predictable revenue growth and sales success.

The Challenge for most organizations

in responding to the pace of change

and the empowered customer is that

their organizational structures,

processes, and technology don’t align

with what the customer needs.

SELL VALUE. CHANGE THE WORLD. CUSTOMER REVENUE OPTIMIZATION. WELCOME TO THE FUTURE OF SALES.7

Making the shift to customer outcomes: Every customer interaction is an opportunity to generate value.

This takes a shift in behavior that requires strategy to align with the customer, methodology to guide selling, and technology to connect everyone on the Revenue Team.

Customers see sales conversations as meaningless if they don’t deliver insight, knowledge and value based on their unique goals and needs. This means every employee—marketing, operations, customer success—not just sales, must understand the customer and their strategy. Every employee needs to understand the customer’s goals, business requirements, and expected outcomes. In other words, everyone is now on the Revenue Team.

“What does our customer need and how can we help them?”

“What’s our strategy for the customer?”

“Customers don’t want to talk to us

about products, they want to see how

we can solve their business problems.’’

– Caroline Pell, Sales Director, BT Major and Corporate

Legacy Approach Revenue Optimized Approach


Strategy. Technology.Methodology.Customer Revenue Optimization:

Develop a common language and approach to guide the team and deliver consistency.

Connect the people and processes aligned with the customer and integrate them into your CRM.

Create a plan and best practice to align the revenue team and generate value.


Altify’s suite of applications for CRO connects everyone on the revenue team to the customer’s goals, pressures and initiatives so they can focus the resources of the team to deliver maximum impact. This deepens understanding of the customers’ priorities and desired outcomes, uncovering hidden opportunities for mutual value.

Everyone on the revenue team needs to be focused on the customer’s needs.Enterprise selling has always been a team sport, but the recurring revenue model requires long-term planning based on client needs with input from the entire Revenue Team—Marketing, Business Development, Sales,

Operations, Finance, Professional Services, and Customer Success. The full team needs to be aligned with Account and Opportunity Plans to effectively generate customer value.

STRATEGY | METHODOLOGY | TECHNOLOGY


Source info

ALTIFY’s CRO applications

coach sales and the

entire revenue team

in real-time to qualify

effectively, research the

relationship landscape,

and collaborate with their

customers to develop

strategies that address

business challenges.

Understand your customer’s people and their problems.

Understanding the customer’s needs, their organizational structure and their buying process enables the revenue team to deliver value and unlock new revenue opportunities. This focus on value creation enables executive access and joint value creation based on a shared understanding of customer needs. Even top-performing revenue teams often have challenges with executive access and finding whitespace to develop new pipeline.

62% of sales leaders believe their teams are effective at gaining access to key influencers.*

46% of sales leaders believe their organizations are effective at maximizing revenue in their key accounts.*

Successful selling and revenue optimization requires the ability to visualize power and influence, navigate the customer’s hierarchy and understand the political structure. This creates long-lasting, value-based relationships between the seller’s team and the customer.

Optimizing Revenue Capture Access to Decision Makers



Great sales leaders know they need a methodology to inform and guide the sales process and drive consistency across their team. A common methodology enables the broader revenue team with a common language and approach to understand customers and guide the team on the next action.

Regardless of the methodology selected (TAS, MEDDIC, MEDDPICC, etc), it’s critical that the methodology comes to life in software so it can be applied consistently from initial qualification to opportunity close, cross-sell and renewal.

Altify brings methodology

to life for the revenue

team to help deliver

consistency, repeatable

process and common

language for everyone.

This reinforcement and

replication of best practice

and process drives

consistency and enables

on-going optimization and

improvement.


Align everyone on the revenue team to understand the customer and speak the same language.

“Altify places the customer at the center of every interaction, to focus attention on the

customer’s desired outcomes, and by providing intelligent guidance on the most relevant

action, to help customers achieve their aims.’’ – Jane Freeman, VP Sales Excellence, SDL


12 SELL VALUE. CHANGE THE WORLD. CUSTOMER REVENUE OPTIMIZATION. WELCOME TO THE FUTURE OF SALES.12

methodology across applications and departments across the entire business. Users get more value out of their applications and more leverage out of their existing investments in people and technology.

Altify’s Customer Revenue Optimization applications are native on Salesforce’s industry-leading CRM, enabling fast time to value and ease of adoption for the revenue team. Salesforce’s trusted platform enables Altify’s applications to perform with the security and compliance required by the largest companies in the world.

Great customer experiences are not optional. Enable your team to collaborate and deliver.

According to the Altify 2019 Benchmark Study*, improving customer experience is now the second highest business priority for improvement, trailing only new customer acquisition in importance. To provide great experiences and align the entire revenue team to the customer’s outcomes requires a highly collaborative application that takes advantage of the applications they use every day.

Customer revenue optimization enables companies to turbocharge their CRM by automating and connecting processes and




opportunity to deliver customer outcomes and generate new opportunity. Each success and experience creates more success for everyone.

The future of selling is customer revenue optimization.

Because when we meet a need, we don’t just make a sale.

We make a difference.

And when enough people make a difference, we can change the world.

Sell Value. Change the world.

Successfully activating a CRO strategy will drive value-focused discussions and behavior where customers see real value. Delivering against the customer’s goals will not only improve win rates, but it will unlock new potential opportunities and deliver consistent improvement and revenue growth.

The future of complex B2B selling has moved from accounts, contacts, and opportunities to outcomes, relationships, and value.

Altify helps businesses turn every customer interaction into an

Sell value. Change the world.

Altify is the Customer Revenue Optimization company, helping businesses generate value and grow revenue. Providing best practices, methodology, and technology, Altify helps revenue teams visualize customers and their desired outcomes, unlocking revenue growth and building sales excellence. Altify customers include: Autodesk, Bell Canada, BT, Comcast, GE, Workday, HP Enterprise, Johnson Controls, United Healthcare, Optum, Salesforce, and Western Union Business Services

For more information, visit Altify.com

Customer Revenue Optimization

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SELL VALUE. CHANGE THE WORLD. - Altify CRO...3 SELL ALUE. CHANGE THE WORLD. CUSTOMER REVENUE OPTIMIZATION. WELCOME TO THE FUTURE OF SALES. Twenty years ago, cloud CRM set out to change