siriusdecisions case study with splunk

Leveraging Storytelling & Financial Justification to Close the Value Gap

Ben Harris Manager, Global Field Enablementbharris@splunk.com

www.alinean.com

About Splunk?IT Operations

Applications Dev. and Management

Security & ComplianceBusiness AnalyticsDigital Intelligence

Internet of Things/Industrial Data

$302M revenue> 1,000 employees> 7,000 customers34% annual growth

Sales Challenges?

New Sales Rep Ramp Up

Evolve from Product Pitches/IT Focus…

to Value Conversations and Business Focus

Engage Earlier and Higher

< 10 months

~15% = value focused

+300 new sales reps

What is Disruptive Selling?

Barriers

Buyer CentricValue Messaging

Insights +Quantification

Guidance &Tools

Training & Coaching

Buyer Centric Value Messaging, Insights & Quantification?

Buyers

Differentiating Features

Challenges

Key Improvements / Proof Points

Benefits

Pain Points / KPIs

“Cost of Do Nothing”

Solutions

Cost SavingsProductivity / Process

Improvements

Risk Avoidance Revenue Growth

Sales Tools?

Guided Selling

ValueStory®

Guided Value Conversations

Value Storytelling + Dynamic Insights

Value Quantification +Digital Whiteboards +Customer Intelligence

iPad Enabled Sales Reps

Suite of 10+ Selling Efficiency &Effectiveness Apps

Value Messaging & ValueStory Development Process?

PPT & Spreadsheet PrototypesValue Matrix™

Builder

ValueStory® Play

Training & Coaching?

Awareness & GuidanceRole Play Workshops

Expert Coaching & Support

Usage Measurement & Customer Intelligence

Success Measurements? Adoption & Usage New Hire Ramp Up Time Improved Productivity Reduction in Stalled Pipeline Sales Cycle Acceleration Reduced Discounting Improved Win Rates

Deployment Challenges?

Technical Readiness& Support

Continuous Learning +Program Evolution

Deal Support

Behavior Change

Volume of New Hires

The Bottom Line

Leveraging Storytelling & Financial Justification to Close the Value Gap

Ben Harris Manager, Global Field Enablement bharris@splunk.com

www.alinean.com