Sales at Applearn Flashcards
What is a DAP?
Digital Adoption Platform
Data Analytics Platform
Digital Analytics Program
Digital Adoption Platform
Name 4 HR Vendors
Workday, SuccessFactors, Oracle, Cornerstone
Why are companies buying digital technology?
Improve Productivity Improve Visibility of Business Data Improve Employee Experience Reduce Operating Costs Cloud migration strategy
Why do transformations fail?
People don't like change End users not trained Poor communication strategy They have a day-job to focus on They’re not inclined to seek help Change is constant Geographical and cultural disparities Different roles need to interact differently with technology They’re overwhelmed with change across multiple technology
What are some causes why projects don’t deliver value?
“Technology overload I’m using 8+ applications daily.”
“The system changes regularly, it’s hard to keep up.”
“I can’t locate the support I need, it’s difficult to find.”
“It takes a long time to get answers to support tickets.”
What does TCO stand for?
Total Cost of Ownership
What is an ERP?
Enterprise Resource Planning
What is a CRM?
Customer Relationship Management
What is an ITSM?
IT Service Management tool
Name 5 customers
See list
What is trails?
In-app step by step guidance tool
What is Split screen?
In-app contextual content support
3 key pre-go-live questions?
What does your training strategy look like?
What does your communication strategy look like?
How are you measuring success?
Are you using an implementation partner?
Have you considered a DAP to ensure project success?
Name our 3 USP’s
- Hypercare
- Analytics
- Consultative approach/pre-go-live
Name our two main competitors
WalkMe & Whatfix
What is our ICP?
Ideal Customer Profile
Main focus is 1000-5000
HR applications
EMEA & US - focus countries
Roles - HRIS, HR Systems, HR Technology, HR Trans, Heads of HR
HR Application pain points?
Hard to drive employees to complete key tasks inside the applications they’re responsible for, impacting ROI
Users operate inefficiently inside the applications they’re responsible for, impacting productivity
Poor quality of data being submitted by users into the applications they’re responsible for, impacting ability to make business decisions
High number of support tickets coming in from applications they’re responsible for, increasing cost
Poor user satisfaction with the applications they’re responsible for, impacting NPS/CSAT
More pains… Service Management focus?
- Users don’t make use of self-service support, they come straight to the service desk instead, increasing cost
- The journey for users to seek out self-service support is too long and forces them to leave the application they’re struggling with, reducing productivity
- Users are unhappy with their experience of interacting with IT support, impacting NPS/CSAT
- The journey to seek support is different for each business application, impacting user experience
What is on-premise?
Non-cloud tech
What does vendor agnostic mean?
Not limited to certain vendors, we can support any application provided it is browser based (housed in the cloud)
What is Change Management?
Change Management is the discipline that guides how an organisation prepares, equips, and supports employees to successfully adopt change in order to drive project success.
Are AppLearn a competitor to CM?
NO! All of our customers have Change Management teams (or external partners) that we work extremely closely with.
Adopt enables organisations to complement their existing Change Management strategies, by driving more value from their investments in it, digitizing the change process, applying sustainability, and delivering measurement.
If you can get the customer to walk you through their Change Management plan, you can help them map Adopt on top of it to maximize its value.
What is a UFC?
Up Front Contract
What is the difference between Open & Closed Questions?
Closed Questions; Yes or No answers. Generally start with, Do you… Will you… Have you… Are you…
Open = Expansive
Open Questions What… Why… How… (When…) (Where…) (Who…)
