From the beginning of a new major deal cycle, Michael Ristic (Client Executive), and Michael Smith (Solutions Consultant) leveraged Databook to help develop and validate their strategy.
Kicking off with a Databook OIBR “…set the tone right away for the entire deal team to be singing off the same sheet of music,” said Ristic. “Having our team aligned, engaged, and focused on the right customer challenges from the beginning of the sales cycle was our differentiator.”
Databook’s Management Intent and its ability to quickly align Anaplan’s solutions with the major account’s volatile business and changing executive priorities was important throughout the deal cycle, reallocating hours that would have been spent on research on meaningful, customer-centric activities.
With Databook’s support, the team built deal-defining rapport with the client. Once the deal was done, the client said, “[The sales team] listened to our problems, understood our challenges, and focused on building the relationships… It fit the mold of what we look for in strategic partnerships.”
Every person walked away from that session learning something new.