Applearn Selling approach Flashcards

1
Q

Ideal customer industry

A

Banking and finance, pharma, telecomms

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2
Q

Application stakeholder..

A

HR,Finance,Risk,Sales

interested in maximising value of software to users

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3
Q

Service management…

A

responsible for delivering support. IT

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4
Q

Application stakeholder pains

A

Struggle with user adoption and users using software inefficiently impacts productivity.

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5
Q

service management pains

A

Users dont make use of support available and unhappy with experience impacting NPS/CSAT

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6
Q

application stakeholder question ..

A

how challenging is it to get user to complete task in (application)?

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7
Q

Service management question

A

How often do you see users bypassing self-service support and coming straight to service desk?

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8
Q

Who we sell to (job titles)

A

People who work in HR, CRM,ERP and Change/Transformations

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9
Q

Service management Pain point - Lots of support tickets coming in from cloud applications

A

Is the volume of support tickets coming in higher then expected? what type of application cause the most tickets?

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10
Q

Service management Pain point - employees dont follow the desired support operating model

A

how often do you see users bypassing self-service help and coming direct to service desk?

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11
Q

service management Pain point - journey for user to find self service too long

A

How long does it usually take users to find Self service assistance?

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12
Q

Application stakeholder Pain point - hard to get employees to complete all the tasks required of their role in application

A

How challenging is it to get all users completing all the tasks required of them ?

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13
Q

Application stakeholder - Pain point - efficiency, it takes users way too long to get stuff done inside application.

A

How often do you hear about (application) taking up too much of users time?

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14
Q

Application stakeholder pain point Data quality - employees complete processes incorrectly which then require rework.

A

How much time do you typically spend fixing incorrect data inside?

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15
Q

Application stakeholder Pain point - Low ROI and high TCO

A

To what extent has (application) delivered on the expectations the business had of it?

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16
Q

Turning pain points - Level two question

A

What IMPACT does that pain point have on ….

17
Q

Level 2 question for service management

A

How costly is it for the business to deal with all those support tickets coming in ?

18
Q

Level 2 question for service management 2

A

What impact does that increased MTTR have on the service delivery team ?

19
Q

Level 2 question for application stakeholders

A

To what extent does that user inefficiency impact employee productivity ?

20
Q

Level 2 question for application stakeholders

A

When users dont complete those key processes, what impact does that have on the value you see from the application?

21
Q

Turning pain points - level 3 question

A

How IMPORTANT is it to you that

22
Q

Level 3 question 1

A

How important to you is it that these problems get resolved

23
Q

level 3 question 2

A

How urgent is it for you to get these problems solved ?