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  • Formatting Guidelines

    Use # for Lifetime headings, ## for Stage headings, ### for Material headings. This way exporting to html/markdown/etc makes for nice vertical reading.

    Append the tone to the card with a dash, then the tone in italics (e.g. - *SDRs*)

  • General observations

    • Always set prospect expectations for what the next meeting will be for and what is the deliverable or goal to get from the meeting
    • Always get buy in for next stage
    • Always be clear about what next stage is
    • SE must always oversee (or endorse) RDP materials before delivery
    • VP always needs to be involved with external NDAs, TCs, etc.
    • Never go to an offsite sales meeting alone
  • UQL

    Criteria

    • May match our IAP, but needs further examination before being classified as an MQL
  • MQL

    Criteria

    • Scores highly against our IAP and IPP
  • SQL

    Criteria

    • Has expressed active interest in the platform (requested meeting, had demo at conference)

    Questions to answer during this phase

    • What is their pain?
    • How have we solved it before?
    • How would their situation look if they solved their problem?
  • Discovery

    Criteria

    • Has passed the SQL phase, still has need and interest

    Questions to answer during this phase

    • Who would be involved in the commercial decision?
    • Who would operate the software day-to-day?
    • Who and which departments would be impacted by the software?
    • NAMTU / CHAMPION / WHATEVER
    • Include more than one person in meetings from this stage (based on MRR)
  • Development

    Criteria

    • Prospect is NAMTU qualified
    • We have a complete map of their related org
    • We know the sweet spot the product satisfies

    Questions to answer during this phase

    • How will they implement the platform?
    • What will their central source of truth be? If not Uberall, what is the data hierarchy?
    • What are their major concerns?
    • How should their locations be segmented? Do they have different formats? Franchisees?
    • Do they have unique legal requirements?
    • How will their existing social media strategy change and who needs to adjust?
    • How will they deal with reviews?
    • Who needs access to what data?
  • Negotiation

    Criteria

    • We have a complete picture of implementation
    • We have solid value calculations and watermarks for the future
    • We have set the right expectations

    Questions to answer during this phase

    • Which modules do they need?
    • How can we accommodate their commercial needs?
  • Custom Styles (edit to change css)

  • Research IAP - Marketing

    DACH legacy process

    • Look for companies that match IAP (location number, average basket value, established use cases, urgency (rebranding, acquisitions, etc.), shows digital initiative, employer branding (for B2B))
  • Research IPP - Marketing

    DACH legacy process

    • Xing, Linkedin, conference attendee list, job titles (“Digital Transformation”)
    • Call companies and ask for the right people to get referral
  • Prehab - SOps

    This needs to be scalable and as automated as possible, likely involving VE to some extent. This is a large potential project.

    DACH example

    • Douglas - missing opening hour each day for most locations
  • Reach out to IPP - SDR

    Typical SDR outreach process.

    DACH legacy process

    • Based on referral or other targeting
    • Bottom up prospecting to establish credibility with users
  • Initial pitch/qualification - Sales

    15-minute meeting to grab attention and disqualify disinterested leads.

    • Who we are and our value
    • Context from prospect
  • Staging discovery call - Sales

    Goal

    • Set in-person meeting (or more in-depth discovery call)

    Structure

    • What is their pain (localized to individual locations)?
    • How have we solved it before?
    • How would their situation look if they solved their problem?
    • Ask for material to start creating value (GMB exports, etc. - will depend on the reporting VE creates)
  • Discovery pitch - Sales, SE

    Goal

    • Set meeting with all additional stakeholders

    Structure

    • What is their history with location management?
    • What individual pain points are present at scale?
    • How is their overall strategy executed related to Listings, Engage, Locator?
    • Which departments would need to be involved with the decision process or would use the platform?
    • Which personas would be involved in the decision or impacted by the platform?
    • Is department leader involved?
    • Are competitors involved (subtle suggestion)?

    DACH guidance

    • Bring data that we can start digging into
    • Ask about their history with attempting to solve the issue
    • Address concerns of non-champions or additional stakeholders
  • Process design collaboration / workshop - Sales, SE

    Goal

    • Agree on tentative implementation roadmap (not necessarily timeline)
    • Set commercial meeting with Uberall VP and high-level prospect DMs

    Structure

    • Align with each of the prospect’s stakeholders’ roles
    • Map out specific path to implementation and any specific configuration needed
    • How will they educate the platform users?
    • How much control will individual location managers have?
    • Are there franchise requirements that need consideration?
    • What will their central source of truth be? If not Uberall, what id the data hierarchy?
    • How will the platform impact or enable their social media strategy?
    • Do they have unique legal requirements?
    • What insight do they currently have on feedback/sentiment, and how could they incorporate location-based data?
    • How are they responding to reviews and could we leverage any existing process and mirror it to the platform?
    • Locator-specific questions, etc.
    • What are their major concerns at this stage?
    • Do they need to go through procurement or can they sign their own agreements? Does it depend on cost?

    Guidance from DACH

    • Find out who is important for solving the issue within their org, not just Marketing (IT needed for internal databases? Social Media needed for reviews? Franchised locations?)
    • Involve VP for T&C discussions
  • Remove friction proactively - Sales

    Goals

    • Shock and awe with proactive responsibility
    • Cast doubt on competitors comprehensiveness
    • Accelerate end of sales cycle

    Structure

    • Send packet of information or email with links, based on region and needs
    • What is their contract process? Our order form or other?
    • Do they need an NDA? Can they accept ours or do we need to sign theirs?

    DACH guidance

    • Do they have procurement? RFP? Legal? NDAs? Data security documentation?
    • Try to influence RFP (offer template they can use, etc.) “You should ask in your RFP if all data is stored in Germany”, etc.
    • Complete all paperwork that could be required for the deal
  • Negotiation - Sales

    Goals

    • Get them to sign on the line that is dotted

    Structure

    • Bring in VPs and team lead

    DACH advice

  • Maintained BSC / location lists - SOps

    Two maintained (refreshed every year) CSVs on each Salesforce prospect:

    • BSC with date
    • Location list with date
  • Script quick reference - SOps, SDRs

    A kind of training wheel program, this script is dynamic and allows the SDR to react quicker, access more information, and customize their script according to their own tone. It could also be a tool for resellers.

  • Playbook - SOps

    Sales playbook will have sections for each segment with unique pains to enable SDRs and Sales to better tailor their narratives when speaking to clients. Examples could be B2B prospects, retail prospects, franchisee prospects, manufacturers, etc.

  • Presence check or equivalent report - SOps, VE, Self-Service

    Single location presence check to reference during call

  • Stopgap scan (to be replaced) - SOps, VE

    Navads currently uses a preliminary scan of a select number of locations to reach out to prospects. We can optimize a report or asset to this purpose that is more scalable and tailored than the stopgap scan in its current form.

  • Case studies - SOps, Marketing

    As part of deliverables during cadences.

  • Outreach - SOps, SDRs

    Cadences

    Cadences are repeatable, scalable narratives that prospects can be entered into and followed along with.

    • Referral cadence
    • Bottom up cadence
    • Top down cadence
  • Master deck - SOps and Marketing

    A deck with subsections that can be dropped out or added to, showcasing a summary of value and their potential issues.

  • Continuous bulk status check - SOps, Self-Service

    Salesforce report for new meetings that in constantly monitored by SOps and for which BSCs are always created.

    • Show scale of issue
    • Determine which issues are present at scale and which fall away
    • Customizing pitch
  • Outreach nurture campaigns - SOps, SD

    Outreach nurture campaigns for followups

  • Limited scope brief - SE or SOps

    The need for a material at this stage of the sales cycle has been identified, but the material itself is yet to be defined.

  • Dummy location - SOps

    To be evaluated for Jonathan - does this need to by customized for every demo?

  • Platform demo - Sales

  • Recap deck I - Sales, Marketing

    To allow the prospect to pitch the product within their own company and get any other stakeholders in the next meeting

  • Full brief - SE

    Legacy format from Tyler - Paul should evaluate and dismiss, adapt, or adopt.

  • Listings scale report (like SAT) - VE, SOps

    Report to show Listings-related issues at scale. SAT is a report created by Tyler - SOps can support its creation temporarily, but ultimately this report needs to be evaluated by VE and either sanctioned for official use or phased out.

  • Engage scale report (like RPR) - VE, SOps

    Report to show Engage-related issues at scale. RPR is a report created by Tyler - SOps can support its creation temporarily, but ultimately this report needs to be evaluated by VE and either sanctioned for official use or phased out.

  • Locator scale report - VE, SOps

    No current material supporting this. Should focus on SEO issues of any existing locator and any knock-on effects on organic traffic or on-site conversion. For VE to own.

  • Historical Cost/Benefit Analysis (ROI) - VE

    A scalable ROI calculation tool with toggles for specific revenue models if needed.

  • Local Map Ranking Report - VE

    Scalable ranking analysis for prospects locations on Google Maps. Shows the current state of ranking for local Map searches. Geographically accurate.

  • Three Pack Analysis - VE

    Report that scrapes the 3-pack results for a keyword for all of a prospects locations. Less accurate than the Local Map Ranking report, works only on the Zip code level.

  • Recap deck II - Sales, Marketing

    • With additional context (building on first recap deck)
  • Match expertise - SE, Sales

    • Bringing in expert voices to align with their specific needs (SE, Product, CS/CO)
    • Point of differentiation between Yext
    • Segment access to personnel by size of deal (or specificity of challenge/issue)
  • Account dummy - SOps

    Full-on account dummy with logins and multiple locations (when Listings / Engage desired and location data is available).

  • Locator dummy - SOps

    Full-on store locator dummy (only when product is desired).

  • Implementation map / delivery plan - SOps, CO/CS

    A general, interactive roadmap for implementation can be customized to their product package and user structure.

  • On-call high value resource - Product, C-Suite

    Instead of dragging people to in-person meetings, high-value departments can be reserved for certain periods of time during meetings where questions may arise.

    • Requires approval from SE or VP
  • Detailed ROI/Customer Funnel Analysis - VE

    Less scalable detailed ROi using Google Analytics data primarily used for high value prospects

  • Recap deck III - Sales, Marketing

    • Extra mile effect
  • NDA template - SOps, Legal

  • Supplier agreement or other regional requirements - SOps

    Or equivalent from procurement

    DACH examples

    • ADV
    • TOM
  • RFP template - Marketing, SOps

    To allow clients to use our framework to evaluate competitors. This should also be understood to include general RFP advice from Uberall to prospects in the event that the template can’t be copied whole cloth.

  • Data privacy documents - Marketing, IT, Legal, SOps

    • GDPR compliance
    • Server locations
    • Accreditations
  • Cancellation procedure and guarantee - Marketing, Legal, SOps

    Differentiation, subtle dig at competitors.

  • SLA documentation - CO/CS, SOps

    DACH guidance

    • Tjerk is working on
  • Price matrix - SOps

    • Deviation from range established for sales reps needs to be approved by appropriate hierarchy
    • Industry-specific packages that drop out expensive directories
    • International versus local packages (international companies only need main directories, primary, local need local directories)
    • Total budget deal (big five)
    • Voice search package
    • Single directory packages
    • Some packages are available by default, others as backup
  • Reference calls - SOps, CS, KAM

  • VP involvement - Sales

    Price and terms negotiation.

    • Based on MRR or other strategic metrics?
  • KAM involvement - KAM

    Pitching KAM in person or on phone.

{"cards":[{"_id":"5dc2addfeb83f904a730c027","treeId":"5dc2addfeb83f904a730c026","seq":19232866,"position":1,"parentId":null,"content":"# Formatting Guidelines\n\nUse # for Lifetime headings, ## for Stage headings, ### for Material headings. This way exporting to html/markdown/etc makes for nice vertical reading.\n\nAppend the tone to the card with a dash, then the tone in italics (e.g. - \\*SDRs\\*)"},{"_id":"5dc2addfeb83f904a730c028","treeId":"5dc2addfeb83f904a730c026","seq":19232867,"position":2,"parentId":null,"content":"# General observations\n* Always set prospect expectations for what the next meeting will be for and what is the deliverable or goal to get from the meeting\n* Always get buy in for next stage\n* Always be clear about what next stage is\n* SE must always oversee (or endorse) RDP materials before delivery\n* VP always needs to be involved with external NDAs, TCs, etc.\n* Never go to an offsite sales meeting alone"},{"_id":"5dc2addfeb83f904a730c029","treeId":"5dc2addfeb83f904a730c026","seq":19232868,"position":3,"parentId":null,"content":""},{"_id":"5dc2addfeb83f904a730c02a","treeId":"5dc2addfeb83f904a730c026","seq":19232869,"position":4,"parentId":null,"content":""},{"_id":"5dc2addfeb83f904a730c02b","treeId":"5dc2addfeb83f904a730c026","seq":19232870,"position":5,"parentId":null,"content":""},{"_id":"5dc2addfeb83f904a730c02c","treeId":"5dc2addfeb83f904a730c026","seq":19232871,"position":6,"parentId":null,"content":"# UQL\n#### Criteria\n* May match our IAP, but needs further examination before being classified as an MQL"},{"_id":"5dc2addfeb83f904a730c02d","treeId":"5dc2addfeb83f904a730c026","seq":19232872,"position":1,"parentId":"5dc2addfeb83f904a730c02c","content":"## Research IAP - *Marketing*\n#### DACH legacy process\n* Look for companies that match IAP (location number, average basket value, established use cases, urgency (rebranding, acquisitions, etc.), shows digital initiative, employer branding (for B2B))"},{"_id":"5dc2addfeb83f904a730c02e","treeId":"5dc2addfeb83f904a730c026","seq":19232873,"position":2,"parentId":"5dc2addfeb83f904a730c02c","content":"## Research IPP - *Marketing*\n#### DACH legacy process\n* Xing, Linkedin, conference attendee list, job titles (\"Digital Transformation\")\n* Call companies and ask for the right people to get referral"},{"_id":"5dc2addfeb83f904a730c02f","treeId":"5dc2addfeb83f904a730c026","seq":19232874,"position":7,"parentId":null,"content":"# MQL\n#### Criteria\n* Scores highly against our IAP and IPP"},{"_id":"5dc2addfeb83f904a730c030","treeId":"5dc2addfeb83f904a730c026","seq":19232875,"position":1,"parentId":"5dc2addfeb83f904a730c02f","content":"## Prehab - *SOps*\nThis needs to be scalable and as automated as possible, likely involving VE to some extent. This is a large potential project.\n#### DACH example\n* Douglas - missing opening hour each day for most locations"},{"_id":"5dc2addfeb83f904a730c031","treeId":"5dc2addfeb83f904a730c026","seq":19232876,"position":1,"parentId":"5dc2addfeb83f904a730c030","content":"### Maintained BSC / location lists - *SOps*\nTwo maintained (refreshed every year) CSVs on each Salesforce prospect:\n* BSC with date\n* Location list with date"},{"_id":"5dc2addfeb83f904a730c032","treeId":"5dc2addfeb83f904a730c026","seq":19232877,"position":2,"parentId":"5dc2addfeb83f904a730c02f","content":"## Reach out to IPP - *SDR*\nTypical SDR outreach process.\n#### DACH legacy process\n* Based on referral or other targeting\n* Bottom up prospecting to establish credibility with users"},{"_id":"5dc2addfeb83f904a730c033","treeId":"5dc2addfeb83f904a730c026","seq":19232878,"position":1,"parentId":"5dc2addfeb83f904a730c032","content":"### Script quick reference - *SOps, SDRs*\nA kind of training wheel program, this script is dynamic and allows the SDR to react quicker, access more information, and customize their script according to their own tone. It could also be a tool for resellers."},{"_id":"5dc2addfeb83f904a730c034","treeId":"5dc2addfeb83f904a730c026","seq":19232879,"position":2,"parentId":"5dc2addfeb83f904a730c032","content":"### Playbook - *SOps*\nSales playbook will have sections for each segment with unique pains to enable SDRs and Sales to better tailor their narratives when speaking to clients. Examples could be B2B prospects, retail prospects, franchisee prospects, manufacturers, etc."},{"_id":"5dc2addfeb83f904a730c035","treeId":"5dc2addfeb83f904a730c026","seq":19232880,"position":3,"parentId":"5dc2addfeb83f904a730c032","content":"### Presence check or equivalent report - *SOps, VE, Self-Service*\nSingle location presence check to reference during call"},{"_id":"5dc2addfeb83f904a730c036","treeId":"5dc2addfeb83f904a730c026","seq":19232881,"position":4,"parentId":"5dc2addfeb83f904a730c032","content":"### Stopgap scan (to be replaced) - *SOps, VE*\nNavads currently uses a preliminary scan of a select number of locations to reach out to prospects. We can optimize a report or asset to this purpose that is more scalable and tailored than the stopgap scan in its current form."},{"_id":"5dc2addfeb83f904a730c037","treeId":"5dc2addfeb83f904a730c026","seq":19232882,"position":5,"parentId":"5dc2addfeb83f904a730c032","content":"### Case studies - *SOps, Marketing*\nAs part of deliverables during cadences."},{"_id":"5dc2addfeb83f904a730c038","treeId":"5dc2addfeb83f904a730c026","seq":19232883,"position":6,"parentId":"5dc2addfeb83f904a730c032","content":"### Outreach - *SOps, SDRs*\n\n#### Cadences\nCadences are repeatable, scalable narratives that prospects can be entered into and followed along with.\n* Referral cadence\n* Bottom up cadence\n* Top down cadence"},{"_id":"5dc2addfeb83f904a730c039","treeId":"5dc2addfeb83f904a730c026","seq":19232884,"position":8,"parentId":null,"content":"# SQL\n#### Criteria\n* Has expressed active interest in the platform (requested meeting, had demo at conference)\n\n#### Questions to answer during this phase\n* What is their pain?\n* How have we solved it before?\n* How would their situation look if they solved their problem?"},{"_id":"5dc2addfeb83f904a730c03a","treeId":"5dc2addfeb83f904a730c026","seq":19232885,"position":1,"parentId":"5dc2addfeb83f904a730c039","content":"## Initial pitch/qualification - *Sales*\n15-minute meeting to grab attention and disqualify disinterested leads.\n* Who we are and our value\n* Context from prospect"},{"_id":"5dc2addfeb83f904a730c03b","treeId":"5dc2addfeb83f904a730c026","seq":19232886,"position":1,"parentId":"5dc2addfeb83f904a730c03a","content":"### Master deck - *SOps and Marketing*\nA deck with subsections that can be dropped out or added to, showcasing a summary of value and their potential issues."},{"_id":"5dc2addfeb83f904a730c03c","treeId":"5dc2addfeb83f904a730c026","seq":19232887,"position":2,"parentId":"5dc2addfeb83f904a730c03a","content":"### Continuous bulk status check - *SOps, Self-Service*\nSalesforce report for new meetings that in constantly monitored by SOps and for which BSCs are always created.\n* Show scale of issue\n* Determine which issues are present at scale and which fall away\n* Customizing pitch"},{"_id":"5dc2addfeb83f904a730c03d","treeId":"5dc2addfeb83f904a730c026","seq":19232888,"position":3,"parentId":"5dc2addfeb83f904a730c03a","content":"### Outreach nurture campaigns - *SOps, SD*\nOutreach nurture campaigns for followups"},{"_id":"5dc2addfeb83f904a730c03e","treeId":"5dc2addfeb83f904a730c026","seq":19232889,"position":2,"parentId":"5dc2addfeb83f904a730c039","content":""},{"_id":"5dc2addfeb83f904a730c03f","treeId":"5dc2addfeb83f904a730c026","seq":19232890,"position":3,"parentId":"5dc2addfeb83f904a730c039","content":"## Staging discovery call - *Sales*\n#### Goal\n* Set in-person meeting (or more in-depth discovery call)\n\n#### Structure \n* What is their pain (localized to individual locations)?\n* How have we solved it before?\n* How would their situation look if they solved their problem?\n* Ask for material to start creating value (GMB exports, etc. - will depend on the reporting VE creates)"},{"_id":"5dc2addfeb83f904a730c040","treeId":"5dc2addfeb83f904a730c026","seq":19232891,"position":1,"parentId":"5dc2addfeb83f904a730c03f","content":"### Limited scope brief - *SE or SOps*\nThe need for a material at this stage of the sales cycle has been identified, but the material itself is yet to be defined."},{"_id":"5dc2addfeb83f904a730c041","treeId":"5dc2addfeb83f904a730c026","seq":19232892,"position":2,"parentId":"5dc2addfeb83f904a730c03f","content":"### Dummy location - *SOps*\nTo be evaluated for Jonathan - does this need to by customized for every demo?"},{"_id":"5dc2addfeb83f904a730c042","treeId":"5dc2addfeb83f904a730c026","seq":19232893,"position":3,"parentId":"5dc2addfeb83f904a730c03f","content":"### Platform demo - *Sales*"},{"_id":"5dc2addfeb83f904a730c043","treeId":"5dc2addfeb83f904a730c026","seq":19232894,"position":4,"parentId":"5dc2addfeb83f904a730c03f","content":"### Recap deck I - *Sales, Marketing*\nTo allow the prospect to pitch the product within their own company and get any other stakeholders in the next meeting"},{"_id":"5dc2addfeb83f904a730c044","treeId":"5dc2addfeb83f904a730c026","seq":19232895,"position":9,"parentId":null,"content":"# Discovery\n#### Criteria\n* Has passed the SQL phase, still has need and interest\n\n#### Questions to answer during this phase\n\n* Who would be involved in the commercial decision?\n* Who would operate the software day-to-day?\n* Who and which departments would be impacted by the software?\n* NAMTU / CHAMPION / WHATEVER\n* Include more than one person in meetings from this stage (based on MRR)"},{"_id":"5dc2addfeb83f904a730c045","treeId":"5dc2addfeb83f904a730c026","seq":19232896,"position":1,"parentId":"5dc2addfeb83f904a730c044","content":"## Discovery pitch - *Sales, SE*\n#### Goal\n* Set meeting with all additional stakeholders\n\n#### Structure\n* What is their history with location management?\n* What individual pain points are present at scale?\n* How is their overall strategy executed related to Listings, Engage, Locator?\n* Which departments would need to be involved with the decision process or would use the platform?\n* Which personas would be involved in the decision or impacted by the platform?\n* Is department leader involved?\n* Are competitors involved (subtle suggestion)?\n\n#### DACH guidance\n* Bring data that we can start digging into\n* Ask about their history with attempting to solve the issue\n* Address concerns of non-champions or additional stakeholders"},{"_id":"5dc2addfeb83f904a730c046","treeId":"5dc2addfeb83f904a730c026","seq":19232897,"position":1,"parentId":"5dc2addfeb83f904a730c045","content":"### Full brief - *SE*\nLegacy format from Tyler - Paul should evaluate and dismiss, adapt, or adopt."},{"_id":"5dc2addfeb83f904a730c047","treeId":"5dc2addfeb83f904a730c026","seq":19232898,"position":2,"parentId":"5dc2addfeb83f904a730c045","content":"### Listings scale report (like SAT) - *VE, SOps*\nReport to show Listings-related issues at scale. SAT is a report created by Tyler - SOps can support its creation temporarily, but ultimately this report needs to be evaluated by VE and either sanctioned for official use or phased out."},{"_id":"5dc2addfeb83f904a730c048","treeId":"5dc2addfeb83f904a730c026","seq":19232899,"position":3,"parentId":"5dc2addfeb83f904a730c045","content":"### Engage scale report (like RPR) - *VE, SOps*\nReport to show Engage-related issues at scale. RPR is a report created by Tyler - SOps can support its creation temporarily, but ultimately this report needs to be evaluated by VE and either sanctioned for official use or phased out."},{"_id":"5dc2addfeb83f904a730c049","treeId":"5dc2addfeb83f904a730c026","seq":19232900,"position":4,"parentId":"5dc2addfeb83f904a730c045","content":"### Locator scale report - *VE, SOps*\nNo current material supporting this. Should focus on SEO issues of any existing locator and any knock-on effects on organic traffic or on-site conversion. For VE to own."},{"_id":"5dc2addfeb83f904a730c04a","treeId":"5dc2addfeb83f904a730c026","seq":19232901,"position":5,"parentId":"5dc2addfeb83f904a730c045","content":"### Historical Cost/Benefit Analysis (ROI) - *VE*\nA scalable ROI calculation tool with toggles for specific revenue models if needed."},{"_id":"5dc2addfeb83f904a730c04b","treeId":"5dc2addfeb83f904a730c026","seq":19232902,"position":6,"parentId":"5dc2addfeb83f904a730c045","content":"### Local Map Ranking Report - *VE*\nScalable ranking analysis for prospects locations on Google Maps. Shows the current state of ranking for local Map searches. Geographically accurate."},{"_id":"5dc2addfeb83f904a730c04c","treeId":"5dc2addfeb83f904a730c026","seq":19232903,"position":7,"parentId":"5dc2addfeb83f904a730c045","content":"### Three Pack Analysis - *VE*\nReport that scrapes the 3-pack results for a keyword for all of a prospects locations. Less accurate than the Local Map Ranking report, works only on the Zip code level."},{"_id":"5dc2addfeb83f904a730c04d","treeId":"5dc2addfeb83f904a730c026","seq":19232904,"position":8,"parentId":"5dc2addfeb83f904a730c045","content":"### Recap deck II - *Sales, Marketing*\n* With additional context (building on first recap deck)"},{"_id":"5dc2addfeb83f904a730c04e","treeId":"5dc2addfeb83f904a730c026","seq":19232905,"position":10,"parentId":null,"content":"# Development\n\n#### Criteria\n* Prospect is NAMTU qualified\n* We have a complete map of their related org\n* We know the sweet spot the product satisfies\n\n#### Questions to answer during this phase\n* How will they implement the platform?\n* What will their central source of truth be? If not Uberall, what is the data hierarchy?\n* What are their major concerns?\n* How should their locations be segmented? Do they have different formats? Franchisees?\n* Do they have unique legal requirements?\n* How will their existing social media strategy change and who needs to adjust?\n* How will they deal with reviews?\n* Who needs access to what data?"},{"_id":"5dc2addfeb83f904a730c04f","treeId":"5dc2addfeb83f904a730c026","seq":19232906,"position":1,"parentId":"5dc2addfeb83f904a730c04e","content":"## Process design collaboration / workshop - *Sales, SE*\n#### Goal\n* Agree on tentative implementation roadmap (not necessarily timeline)\n* Set commercial meeting with Uberall VP and high-level prospect DMs\n\n#### Structure\n* Align with each of the prospect's stakeholders' roles\n* Map out specific path to implementation and any specific configuration needed\n* How will they educate the platform users?\n* How much control will individual location managers have?\n* Are there franchise requirements that need consideration?\n* What will their central source of truth be? If not Uberall, what id the data hierarchy?\n* How will the platform impact or enable their social media strategy?\n* Do they have unique legal requirements?\n* What insight do they currently have on feedback/sentiment, and how could they incorporate location-based data?\n* How are they responding to reviews and could we leverage any existing process and mirror it to the platform?\n* Locator-specific questions, etc.\n* What are their major concerns at this stage?\n* Do they need to go through procurement or can they sign their own agreements? Does it depend on cost?\n\n#### Guidance from DACH\n* Find out who is important for solving the issue within their org, not just Marketing (IT needed for internal databases? Social Media needed for reviews? Franchised locations?)\n* Involve VP for T&C discussions"},{"_id":"5dc2addfeb83f904a730c050","treeId":"5dc2addfeb83f904a730c026","seq":19232907,"position":1,"parentId":"5dc2addfeb83f904a730c04f","content":"### Match expertise - *SE, Sales*\n* Bringing in expert voices to align with their specific needs (SE, Product, CS/CO)\n* Point of differentiation between Yext\n* Segment access to personnel by size of deal (or specificity of challenge/issue)"},{"_id":"5dc2addfeb83f904a730c051","treeId":"5dc2addfeb83f904a730c026","seq":19232908,"position":2,"parentId":"5dc2addfeb83f904a730c04f","content":"### Account dummy - *SOps*\nFull-on account dummy with logins and multiple locations (when Listings / Engage desired and location data is available)."},{"_id":"5dc2addfeb83f904a730c052","treeId":"5dc2addfeb83f904a730c026","seq":19232909,"position":3,"parentId":"5dc2addfeb83f904a730c04f","content":"### Locator dummy - *SOps*\nFull-on store locator dummy (only when product is desired)."},{"_id":"5dc2addfeb83f904a730c053","treeId":"5dc2addfeb83f904a730c026","seq":19232910,"position":4,"parentId":"5dc2addfeb83f904a730c04f","content":"### Implementation map / delivery plan - *SOps, CO/CS*\nA general, interactive roadmap for implementation can be customized to their product package and user structure."},{"_id":"5dc2addfeb83f904a730c054","treeId":"5dc2addfeb83f904a730c026","seq":19232911,"position":5,"parentId":"5dc2addfeb83f904a730c04f","content":"### On-call high value resource - *Product, C-Suite*\nInstead of dragging people to in-person meetings, high-value departments can be reserved for certain periods of time during meetings where questions may arise.\n* Requires approval from SE or VP"},{"_id":"5dc2addfeb83f904a730c055","treeId":"5dc2addfeb83f904a730c026","seq":19232912,"position":6,"parentId":"5dc2addfeb83f904a730c04f","content":"### Detailed ROI/Customer Funnel Analysis - *VE*\nLess scalable detailed ROi using Google Analytics data primarily used for high value prospects"},{"_id":"5dc2addfeb83f904a730c056","treeId":"5dc2addfeb83f904a730c026","seq":19232913,"position":7,"parentId":"5dc2addfeb83f904a730c04f","content":"### Recap deck III - *Sales, Marketing*\n* Extra mile effect"},{"_id":"5dc2addfeb83f904a730c057","treeId":"5dc2addfeb83f904a730c026","seq":19232914,"position":2,"parentId":"5dc2addfeb83f904a730c04e","content":"## Remove friction proactively - *Sales*\n\n#### Goals\n* Shock and awe with proactive responsibility\n* Cast doubt on competitors comprehensiveness\n* Accelerate end of sales cycle\n\n#### Structure\n* Send packet of information or email with links, based on region and needs\n* What is their contract process? Our order form or other?\n* Do they need an NDA? Can they accept ours or do we need to sign theirs?\n\n#### DACH guidance\n* Do they have procurement? RFP? Legal? NDAs? Data security documentation?\n* Try to influence RFP (offer template they can use, etc.) \"You should ask in your RFP if all data is stored in Germany\", etc.\n* Complete all paperwork that could be required for the deal"},{"_id":"5dc2addfeb83f904a730c058","treeId":"5dc2addfeb83f904a730c026","seq":19232915,"position":1,"parentId":"5dc2addfeb83f904a730c057","content":"### NDA template - *SOps, Legal*"},{"_id":"5dc2addfeb83f904a730c059","treeId":"5dc2addfeb83f904a730c026","seq":19232916,"position":2,"parentId":"5dc2addfeb83f904a730c057","content":"### Supplier agreement or other regional requirements - *SOps*\nOr equivalent from procurement\n#### DACH examples\n* ADV\n* TOM"},{"_id":"5dc2addfeb83f904a730c05a","treeId":"5dc2addfeb83f904a730c026","seq":19232917,"position":3,"parentId":"5dc2addfeb83f904a730c057","content":"### RFP template - *Marketing, SOps*\nTo allow clients to use our framework to evaluate competitors. This should also be understood to include general RFP advice from Uberall to prospects in the event that the template can't be copied whole cloth."},{"_id":"5dc2addfeb83f904a730c05b","treeId":"5dc2addfeb83f904a730c026","seq":19232918,"position":4,"parentId":"5dc2addfeb83f904a730c057","content":"### Data privacy documents - *Marketing, IT, Legal, SOps*\n* GDPR compliance\n* Server locations\n* Accreditations "},{"_id":"5dc2addfeb83f904a730c05c","treeId":"5dc2addfeb83f904a730c026","seq":19232919,"position":5,"parentId":"5dc2addfeb83f904a730c057","content":"### Cancellation procedure and guarantee - *Marketing, Legal, SOps*\nDifferentiation, subtle dig at competitors."},{"_id":"5dc2addfeb83f904a730c05d","treeId":"5dc2addfeb83f904a730c026","seq":19232920,"position":6,"parentId":"5dc2addfeb83f904a730c057","content":"### SLA documentation - *CO/CS, SOps*\n#### DACH guidance\n* Tjerk is working on"},{"_id":"5dc2addfeb83f904a730c05e","treeId":"5dc2addfeb83f904a730c026","seq":19232921,"position":11,"parentId":null,"content":"# Negotiation\n\n####Criteria\n* We have a complete picture of implementation\n* We have solid value calculations and watermarks for the future\n* We have set the right expectations\n\n####Questions to answer during this phase\n* Which modules do they need?\n* How can we accommodate their commercial needs?"},{"_id":"5dc2addfeb83f904a730c05f","treeId":"5dc2addfeb83f904a730c026","seq":19232922,"position":1,"parentId":"5dc2addfeb83f904a730c05e","content":"## Negotiation - *Sales*\n#### Goals\n* Get them to sign on the line that is dotted\n\n#### Structure\n* Bring in VPs and team lead\n\n#### DACH advice"},{"_id":"5dc2addfeb83f904a730c060","treeId":"5dc2addfeb83f904a730c026","seq":19232923,"position":1,"parentId":"5dc2addfeb83f904a730c05f","content":"### Price matrix - *SOps*\n* Deviation from range established for sales reps needs to be approved by appropriate hierarchy\n* Industry-specific packages that drop out expensive directories\n* International versus local packages (international companies only need main directories, primary, local need local directories)\n* Total budget deal (big five)\n* Voice search package\n* Single directory packages\n* Some packages are available by default, others as backup"},{"_id":"5dc2addfeb83f904a730c061","treeId":"5dc2addfeb83f904a730c026","seq":19232924,"position":2,"parentId":"5dc2addfeb83f904a730c05f","content":"### Reference calls - *SOps, CS, KAM*"},{"_id":"5dc2addfeb83f904a730c062","treeId":"5dc2addfeb83f904a730c026","seq":19232925,"position":3,"parentId":"5dc2addfeb83f904a730c05f","content":"### VP involvement - *Sales*\nPrice and terms negotiation.\n* Based on MRR or other strategic metrics?"},{"_id":"5dc2addfeb83f904a730c063","treeId":"5dc2addfeb83f904a730c026","seq":19232926,"position":4,"parentId":"5dc2addfeb83f904a730c05f","content":"### KAM involvement - *KAM*\nPitching KAM in person or on phone."},{"_id":"5dc2addfeb83f904a730c064","treeId":"5dc2addfeb83f904a730c026","seq":19232927,"position":2,"parentId":"5dc2addfeb83f904a730c05e","content":""},{"_id":"5dc2addfeb83f904a730c065","treeId":"5dc2addfeb83f904a730c026","seq":19232928,"position":1,"parentId":"5dc2addfeb83f904a730c064","content":""},{"_id":"5dc2addfeb83f904a730c066","treeId":"5dc2addfeb83f904a730c026","seq":19232929,"position":12,"parentId":null,"content":"Custom Styles (edit to change css)\n\n<style>\nbody {\nbackground: url(http://www.startextures.com/starnetblog/wp-content/uploads/2010/09/starnetblog_cloudy_starfield_texture8.jpg);\n}\n.cards {\nbackground: rgba(0,0,0,.7);\ncolor: #fff;\n}\n.columns .column .cards {\nborder :0;\n}\n.columns .blank {\nbackground: rgba(255,255,255,0.2);\n}\n.cards.cards-active, \n.cards.cards-child {\nbackground: #fff;\ncolor: #000;\n}\n.card.card-active {\nborder-left: 5px solid #8cc63f;\n}\n.card.editing {\ncolor: #000;\n}\n#c1 .cards.cards-active {\nbackground: rgba(0,0,0,.7);\ncolor: #fff;\n}\nh3 {\nfont-weight: bold;\n}\n\nh1 em, h2 em, h3 em {\ncolor: #2DCA2F;\n}\n\n.content-wrapper:before,\n.content-wrapper:after {\ndisplay: block;\nwidth: 100%;\n/* height: 100px; */\nbackground: rgba(0,0,0,.7);\ncontent: \"Column\";\nfont-size: 32px;\npadding: 10px;\nbox-sizing: border-box;\ntext-align: center;\nline-height: 80px;\nposition: relative;\ntop: 0;\ncolor: #fff;\nfont-weight: bold;\n}\n\n#c1 .content-wrapper:before,\n#c1 .content-wrapper:after {\ncontent: \"Lifetime\";\n}\n#c2 .content-wrapper:before,\n#c2 .content-wrapper:after {\ncontent: \"Stages\";\n}\n#c3 .content-wrapper:before,\n#c3 .content-wrapper:after {\ncontent: \"Materials\";\n}\n#c4 .content-wrapper:before,\n#c4 .content-wrapper:after {\ndisplay: none;\n}\n</style>"}],"tree":{"_id":"5dc2addfeb83f904a730c026","name":"ENT Sales Process 1","publicUrl":"ent-sales-process-1"}}