The Discovery module guides you through a consultative journey tailored to your customer’s unique needs. Empower your presales and sales team to identify, prioritize, and achieve your customer’s business objectives.
The Discovery module
With Discovery, ensure that the journey begins in your customer’s world—the world of their business environment, objectives, and challenges. Through a consultative process, align efforts to objectives and identify the specific outcomes you will pursue together. By clearly understanding your customer, you can connect them to relevant solutions in your portfolio. Embark on a transformative journey tailored to your customer’s unique business needs.
Objectives
Identify a clear set of objectives to ensure a shared understanding of your customer’s strategic priorities. With Discovery, collaboratively assess the degree of importance associated with objectives. Interactive sliders provide a visual representation, allowing you to gauge the weight of each objective accurately. Additionally, built-in industry benchmarks enable you to compare your customer’s perspective with peers in similar companies and industries.
challenges
Delve into the specific challenges hindering your customer’s progress. By recognizing problems aligned with objectives, dynamic fields reveal relevant solution bundles designed to address your customer’s specific challenges. This seamless connection between your customer’s obstacles and your portfolio offerings showcases the revenue opportunities your solutions can unlock. With our consultative approach, Discovery bridges the gap between your customer’s problems and the transformative capabilities you can bring to the table.
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outcomes
Before diving into pricing and investments, it's crucial to quantify the value you can deliver. By assessing current effectiveness and understanding the potential business impact of improving or delivering on each outcome, buyers and sellers gain a comprehensive view of growth opportunities. This quantification of success forms the basis for strategic decision-making, ensuring that your partnerships deliver tangible and measurable value.
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Summary
Discovery provides a valuable leave-behind resource. Through a comprehensive overview chart, visualize the effectiveness and impact of your outcomes to gain a clear understanding of where to focus efforts and resources. Highlight priority objectives with low effectiveness but high impact to drive significant results. Additionally, identify opportunities where high effectiveness meets low impact. Guide customers on optimizing their investments for smarter spending, maximizing returns, and achieving greater efficiencies.
With Ecosystems' Discovery module, B2B teams:
Set yourself apart from your competition with insightful conversations from the start
With the data on your side, turn your customer relationships into trusted partnerships
Better understand your customer's needs, preferences, pain points, and what they perceive as valuable
Make customers feel heard and understood, in-turn drive revenue growth
Leverage prebuilt interfaces to push data into your existing CRM and marketing automation platforms
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