Events

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Ads

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Email

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Social Networks

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Easy of Use

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Price

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Support

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Scalability

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Scenario

Buyer

Influencer

Blocker

Mindset

With limited resources, this person is looking for a smart and scalable way to help offload the burden on I-T for apps needed across the organization.

This person is usually brought in to vet the Company X from a security and data perspective. Is it secure? How much I-T support is it going to require?

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This person is brought into the buying cycle or hears about someone trying to bring in Company X. They have concerns and want to block it.

• A security risk
• A threat to their control over tech
• A maintenance burden

Messaging / Selling points

Company X provides an easier, faster and more scalable way for you to meet your application / digitization needs across the company.

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Easy, self-service Low-code platform:

• No coding required, easy to deploy apps, digitize end-to-end.
• Low I-T burden; Allow users to manage/maintain themselves.
• Highly versatile; No app too big or too small for this platform.
• Eliminate data silos (Workato).

Maintain full control and compliance:

• Built-in security, permissioning, HIPAA, etc. (See right column for specifics)

Fully scalable & economical:

• Flat platform price; Build as many apps you want now or later.
• No data or storage limits.
• Replace old, expensive software

Company X is a business preferred, I-T approved solution for hundreds of enterprises.

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Modern, Cloud-based platform designed to meet the strictest enterprise req’s:

SECURITY:

• SOC 1 Type 1 & 2 Certified; In process for SOC 2 type 1 & 2
• HIPAA Certified
• Multi-environments: Public, private, HIPAA, .gov

RELIABILITY/AVAILABILITY:

• Five-9 uptime over trailing 12 mo.
• Built-in back up and restore

LOW MAINTENANCE/SUPPORT:

• Advanced user permissioning
• Intuitive, self-serve UI for business users

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Proven solution trusted by major enterprises:

• (cite relevant customers in industry)

The appetite for software exceeds most businesses’ ability to meet demand, creating shadow I-T havoc, disconnected systems and data silos.

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Company X is a way for I-T to regain control, avoid trouble and promote best practices.

• Provide a safe, centralized and controllable way for dept.s to meet their app needs with full I-T oversight
• Easier, more cost effective to standardize on one platform vs. legacy or one-off systems

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Easy, self-serve solution with minimal I-T burden required.

• Intuitive low-code design means end users can manage and maintain apps with little to no I-T intervention or support needed

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Easily meets the strictest I-T security and reliability requirements.

• (See left for security details)

Events

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Ads

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Email

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Social Networks

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Easy of Use

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Price

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Support

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Scalability

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Scenario

Senior Level

(VP or COO)

Mid-level

(Dir or Mgr)

Front-line

(Analyst or Specialist)

Mindset

They are the decision maker for their department. Thinking high-level about operational efficiency and effectiveness.

They are influencers or champions for their department. Thinking more about day-to-day work and how things get done better.

They are tasked with researching potential solutions. Looking for something that will make sense to boss.

Messaging /

Selling points

Your operational processes are your secret sauce. It’s key to your success and the success of the business.

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Status quo is a silent killer:

• Software is eating the world; Limited I-T. help or developers is a challenge for all.
• Can’t rely on the old ways: manual, spreadsheets or generic software.

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A solution like Company X allows you to:

• Systemize your process(es) to ensure it’s being followed (compliance).
• Gain real-time, accurate visibility and oversight for better decision making.
• Continuously review, improve your key processes to save more time/$$.

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Why Company X:

• Fully configurable solution allows you to build software around your processes.
• Fast, easy to deploy and use (No coding required; Minimal/no I-T support req’ed).
• I-T approved; Checks all the security, reliability boxes your I-T will have.

Streamline and simplify your key day-to-day processes and work; Get more done faster, easier, better. Be a hero at your company.

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Build apps around your process vs. changing your process to fit software.

• Keep doing things the way you know they work; Just automate it.
• Easy to use by employees; Works the way they already work.

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Eliminate bottlenecks and slowdowns in your current process (save time / $$)

• Intelligent automation built into apps
• Edit/update on the fly with no coding required.
• Realtime data lets you identify and react to problems faster, sooner.

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No I-T support needed or required.

• Can’t afford to wait for I-T to make it happen; Implement yourself with I-T approval but minimal help from them.

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Fastest, easiest way to streamline and coordinate complex processes. Look smart for bringing this solution to the table.

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Build apps around your process vs. changing your process to fit software.

• Keep doing things the way you know they work; Just automate it.
• Easy to use by employees; Works the way they already work.

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Easiest, fastest path to success and ROI.

• No coding required; No I-T help needed
• Be up and running in weeks.
• Fully proven solution; Cost effective.

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Modern, mobile and cloud.

• Modern, cloud-based platform.
• Integrated web and mobile; Offline too.
• Modern integrations; Connect to existing systems.

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Best practice by others in your industry.

• Highlight case studies and well-known players in their industry.

IT Senior Director / VP / CIO

CHALLENGES

COMMON OBJECTIONS

• Stretched for time and resources. IT is tasked with managing a backlog of tickets as well as acting as facilitators for integrations and backend customizations.
• Limited budget, resources or know-how to develop custom apps.
• Employees sometimes go rogue and use software without going through IT. This create security and compliance issues.
• Constant pressure to find a solution within budget, and quickly.
• Systems are disjointed and don’t branch all depts.

• “I need something that will span across departments to improve communication, coordination and visibility.”
• “Compliant and secure systems are a priority for us. What certifications do you have to show me that you meet our requirements?"
• “My resources are already constrained. How much time will this take to ramp up and manage?”
• “I’m not sure I want end users creating or managing apps on their own. How do I make sure they’re not creating more problems?”

GOALS

HOW Company X HELPS

• Driving and embedding digital transformation in the company culture.
• Helping drive strategic technology initiatives across the company.
• Being responsive to internal clients: Helping them solve problems.
• Making sure company meets privacy and security requirements.
• Identify system or process bottlenecks across depts. and solving them.

• A fast, easy “go-to” way to address a broad range of dept. or company needs for eliminating process bottlenecks/inefficiencies.
• Reduce backlog of internal requests for technology by distributing some of the app creation and day-to-day management to dept.’s.
• Eliminate data silos by easily connecting apps and data sources.
• Zero infrastructure headaches as enterprise-grade security, scalability and reliability are built-in to Company X.

Company X Selling Challenge for IT

CHALLENGES WE FACE

HOW TO SELL TO THEM

• They are territorial, skeptical, and want to take more time vetting new technology. For some, Low-code solutions may intimidate and threatens their role. Some questions internal stakeholders may have with other stakeholders include:
• “Who is going to manage Company X?”
• “What is their support actually like?”
• “Are we going to be responsible for integration and maintenance?”
• “This is MORE WORK for IT.”
• They are worried about another “failed” solution/program that has to be worked into their ecosystem.
• If they are involved later in the decision-making process, IT tends to push back. They have a tendency to remain loyal to the status quo if they are brought in too late in the sales process.

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• Emphasize how Company X will be a TOOL to help them solve their problems.
• IT is usually facing “IT takes too long” complaints, promote how we can speed internal processes within their department up.
• Involve IT sooner in the decision-making process to create buy in. Avoid subjective and un-quantifiable language (ie. you’ll see improvements, you’ll love it, it will help)
• Focus on technical features (ie. integration capabilities, enterprise security, published results of 99.999% uptime, HIPPA compliant, etc.). Speak to security and build credibility. 

DISCOVERY

SAMPLE PITCH STATEMENT

• In initial conversation or beginning of pitch on “Challenge” slide ask them if anything on this slide is a challenge they face within their organization. If it’s nothing on the slide, inquire about their challenges and focus on that throughout call.
• Create dialog to really understand their needs so you can better sell to them

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• ELEVATOR PITCH

Company X is a secure, scalable platform that makes it easier and faster to digitize processes, as well as meet the internal demand for department solutions.

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• MARKETING MESSAGING

Maximize visibility while also automating internal workflows across your organization. Constrained resources? Disjointed processes? Company X can save you time by streamlining your business operations so you can do more.

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• EMPHASIZE IF THEY MENTION THEIR CHALLENGE IS RESOURCES

“Company X is a tool to help you manage your backlog more effectively so you can free up your resources.”

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• EMPHASIZE IF THEY MENTION THEIR CHALLENGE IS NO TIME

“We like to partner with our customers so we can help you make apps tailored specifically to your organizational needs.”

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MORE EXAMPLES OF IT LEADERS

IT LEADERS’ LIFE AS A CARTOON

• Kim Heldman: CIO at RTD
• Holly Frantz: Senior Director of Information Technology
• Chet Brown: VP of Global IT
• Deepak Agarwal: Global IT Executive

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RESOURCES TO SHARE WITH IT LEADERS

IF YOU HAVE TO SAY *ONE THING* TO AN IT LEADER

• What is low code?
• Company X - Service Businesses (scroll for short video)
• Company X Overview
• Defying Resource Constraints: How the business and IT partner automate critical processes (webinar featuring Forrester)

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• Company X provides you with an easy to use drag and drop platform where you can build applications, without coding, to automate your internal processes to increase visibility, free up resources, streamline workflows across your organization.

Operations Director / VP / COO

CHALLENGES

COMMON OBJECTIONS

• Many key processes are tracked and managed manually with paper or spreadsheets which causes:
• Lack of visibility: Can’t easily tell where things stand at any given moment; Can’t forecast or plan ahead with confidence.
• Inefficiencies: Work takes longer than it should, which costs money and impacts their ability to deliver for their customers.
• Quality: Lack of processes or standardization causes errors, re-work and returns or creates safety/compliance issues.
• Compliance: No easy way to prove or report that they are meeting internal or external compliance requirements.
• Nowhere to turn for help; IT is constantly backlogged.

• “I don’t have budget for something like this.”
• “I’m not tech savvy and neither are my people.”
• “There’s no way my I-T department will go for this. They’re already swamped.”
• “We’ve always done things this way. It seems to be working.”

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GOALS

HOW Company X HELPS

• Streamline operations to increase productivity and decrease costs.
• See that products/services are delivered on time and on budget.
• Be able to forecast and plan ahead to avoid delays and manage costs (i.e., excess inventory, overtime pay for workers, etc.)

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• Automate and streamline processes to increase output, quality and efficiency while reducing costs and waste.
• Standardize processes so things are being done properly, avoiding costly errors, re-work or returns.
• Plan and forecast for increases/decreases in workload.
• Easier and faster to track and report on internal or external safety or compliance requirements.
• No software expertise or heavy I-T help required.

Company X Selling Challenge for Operations

CHALLENGES WE FACE

HOW TO SELL TO THEM

• They are intimidated by technology and have a difficult time grasping solution concepts.
• Many are not technically minded which makes them afraid of change. This results to them saying “but we’ve always done it this way.”
• They will need more guidance on how to envision their end-to-end process once Company X is implemented.
• They lack resources and don’t have time to invest in something, especially something that’s very technical when they themselves many times struggles with technology.
• They would need example that should the ROI for similar business to better understand how Company X can work from them.

• Speak in clear and simple terms.
• Don’t go into too much detail on the technical aspects - focus on the bigger picture.
• Emphasize real-time visibility and reporting. Showcase how solution is simple and configurable with drag and drop features.
• SHOW more than explain - demonstrate examples.
• Reassure them that we will provide them support and training. Explain to them what type of support they’ll get from Company X
• BIG FOCUS on how they can save time and money throughout your conversation. ANY bottleneck in their processes make them lose out on both. (ie. resources constrained, claims filed due to quality issues, etc.)
• Tell stories that explain how Company X has help similar business get a significant ROI.

DISCOVERY

SAMPLE PITCH STATEMENTS

• In initial conversation or beginning of pitch on “Challenge” slide ask them if anything on this slide is a challenge they face within their organization. If it’s nothing on the slide, inquire about their challenges and focus on that throughout call.
• Create dialog to really understand their needs so you can better sell to them

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• ELEVATOR PITCH
• “Company X is transforming the way companies work by automating and scaling your operations so you save time and money.”

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• MARKETING MESSAGING
• “Get real-time visibility into your operations so you can drive performance and increase productivity. Company X can save you time and money by automating, standardizing, and scaling your operations processes so you can do more.”

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• EMPHASIZE IF THEY HAVE NO TECHNICAL EXPERIENCE OR

TIME.

• “We seek to partner with our customers so we can help you make apps tailored specifically to your needs to ensure you get all the visibility you need to make your existing process as efficient as possible.”

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MORE EXAMPLES OF OPERATIONS LEADERS

OPERATIONS LEADERS’ LIFE AS A CARTOON

• Larry Nisivoccia: Director of Manufacturing Operations
• Barrett Hopper: Director of Operations
• Tom Spencer: VP Finance and Operations
• Holly Hon: VP of Operations

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RESOURCES TO SHARE WITH OPERATIONS LEADERS

IF YOU HAVE TO SAY *ONE THING* TO AN OPERATIONS LEADER

• What is low code?
• Company X - Manufacturing (scroll for short video)
• Company X Overview
• Taking Control of Your Business Processes and Workflows (webinar)

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• Get real-time visibility into your operations so you can drive performance and increase productivity. With the Company X easy to use drag and drop interface, you can build you own applications to tailor your processes to your operational needs. Save time and money by automating, standardizing, and scaling your operations processes so you can do more.

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