Vignesh
Enhancing Sales Process Through a Mutual Success Plan
Project Type & Involvement
Research, Analysis, Product Design,
Interaction Design, Design Systems,
User-testing.
Timeline
Jun 2021 - Aug 2022
Platform
Web
The problem in Enterprise Sales:
In the context of enterprise sales, the challenges are often magnified due to the complexity and scale of transactions, the number of stakeholders involved, and the high expectations for product performance and support. The key problems typically include:
Long Sales Cycles: Enterprise sales often involve lengthy decision-making processes, requiring approval from multiple stakeholders.
Complex Customer Needs: Enterprises usually have complex and specific requirements that standard product solutions may not adequately address.
Difficulty in Building Trust: Given the scale of investment, building trust and credibility with enterprise clients is crucial yet challenging.
Challenges in Stakeholder Management: Aligning various stakeholders within the client organization, each with different needs and pain points, can be difficult.
Goals
Aligning Goals: MSP helps in aligning the product's capabilities with the specific goals of the enterprise, ensuring that the solution is tailored to their unique needs.
Building Trust and Credibility: By working closely with clients to develop and implement the MSP, the company can build a stronger, trust-based relationship.
Shortening Sales Cycles: By clearly demonstrating how the product meets specific enterprise needs, MSP can help speed up the decision-making process.
Demonstrating Value and ROI: MSPs can include specific milestones and KPIs that clearly articulate the value and ROI the enterprise can expect.
User Workflow Creation
Clearly outline the specific task or goal the user wants to achieve through the workflow. Understand the different user personas involved in the workflow, considering their roles, needs, and pain points.
Initial User Testing
Observe participants as they interact with the product, noting any points of confusion, hesitation, or success. Capture participants' verbal feedback and expressions to gain insights into their experience.
Solution
After conducting initial user testing, the design solution was initiated, leveraging insights gained to refine and enhance the product interface and functionality, aligning it more closely with user preferences and needs. The iterative design process prioritized addressing identified issues to ensure an optimized and user-centric final product.
Result
The Mutual Success Plan project yielded significant positive outcomes within the first year of implementation.
Learnings
Customization is Key: Tailoring success plans to individual customer needs is crucial for success.
Continuous Communication: Regular communication and check-ins foster a sense of partnership and trust.
Adaptability: Being flexible and adapting plans based on customer feedback ensures ongoing success.
Cross-functional Collaboration: Involving various teams, from sales to customer support, contributes to a holistic customer-centric approach.