ROI Template and Customer Engagement

This document outlines the process of utilizing the ROI template effectively. It highlights the importance of engaging with customers, even those with existing Salesforce integration, to ensure they derive true ROI from their investments. The template comprises several steps designed to analyze and improve closed won rates, deal sizes, and sales velocity.

Step 1

Understand the significance of the ROI template and how to communicate its benefits to customers. Learn to position it effectively during discussions to emphasize its importance.

Step 2

Even if customers have Salesforce integration, many may not be fully utilizing it for maximum ROI. Therefore, do not overlook these customers as potential candidates for the ROI template.

Step 3

Enter the necessary data into the ROI calculator. It is recommended to use only the first three columns for this purpose.

Step 4

Begin by downloading the detailed organizational report from the customer's account. Copy the data for the desired timeframe and paste it into the template.

Step 5

Split Column C by isolating the domain using the text-to-column function at the '@' symbol. This allows for effective comparison with CRM reports based on domain names.

Step 6

After preparing the first step, proceed to step two. Communicate the information required from the customer clearly.

Step 7

Collect specific details such as the Opportunity ID, Account Name, Opportunity Name, Create Date, Close Date, and the opportunity stage. The primary focus should be on "Closed Won" or "Closed Lost" stages, as these are crucial for analysis.

Step 8

Isolate the domain from the contact email in Column A. Use VLOOKUP to compare the data from the detailed organizational report and mark responses as true or false accordingly.

Step 9

Evaluate the results to determine which opportunities have been effectively viewed. In the final step, copy the data from step two into this section. Confirm that the formulas are functioning correctly.

Step 10

Ensure all formulas are applied properly, especially when handling large datasets. Check for any discrepancies where formulas may not have transferred completely.

Step 11

Proceed to the impact analysis stage. Focus on metrics like Closed Won Rate, evaluating the performance with and without the use of Consensus. Analyze the rates to gauge the effectiveness.

Step 12

Assess the average deal size, comparing deals facilitated with Consensus to those without.

Step 13

Consider the impact Consensus has on deal sizes. For instance, a previous example showed a 52% increase in deal size when Consensus was utilized.

Step 14

Identify outliers in your analysis that may skew data, such as exceptionally large closed deals that inflate the overall numbers.

Step 15

Apply a similar approach as used with Salesforce by comparing scenarios with and without it to understand its impact on metrics like deal closure rate.

Step 16

Analyze the speed at which deals are closed. Compare the velocity between those utilizing Consensus and those that do not.

Step 17

Recognize that the deal velocity can be significantly faster—41% in some cases—when Consensus is used. Highlight the importance of quickly disqualifying unfit opportunities to optimize efforts.

Step 18

Prioritize swift disqualification of unfit opportunities to avoid prolonged sales cycles with no results. This approach helps allocate resources to more promising opportunities.

Step 19

Examine how much of the pipeline engages with Consensus and compare the progression of these deals through the sales cycle to those that do not.

Step 20

Focus on key metrics: Closed Won Rate, Average Deal Size, Average Deal Velocity, and Deal Disqualification. Aim for consistent performance improvements in at least two to three areas.

Step 21

Set realistic expectations with customers, acknowledging that excelling in all four areas is rare but achievable, as demonstrated by past successes.

Step 22

For additional support or clarification, reach out to Alex Edwards. Assistance is available to ensure customer comfort with the process.

Step 23

Thank you for your attention. Goodbye.