Help oppose questions as a Seller to the Buyer based on information given below.
Pro Sales
Pro Sales Questoons to ask for phone call.
ana needs to launch Smart Alt-Text globally in 2023 and aceomplish two objectives. 1. Generate an additional $15,000,000 in revenue. 2. Galn relevant experieu evelop a strategic plan for launching Smart Vid-Text globally in 2024. roblem 1 Dana doesn't have the information and insight needed to confidently determine which countries may be best to market Smart Alt-Text. Dana doesn't have any experience utilizing AI in a multilingual use case. Implication 1 The uncertainty is delaying the global strategy development. If Dana markets Smart Alt-Text in countries with little need, the company's marketing efforts will be wasted, and the brand may be adversely affected. Also, if the Al is unable to perform successfully in a multilingual environment, the brand image will suffer intemationally, and that may negatively impact domestic sales. Financial consequences - $2,000,000 Need Payeff 1 If Dana gets the information and insight needed to develop and execute the right global strategy, the company will hit the targeted revenue growth and will be better positioned to launch Smart Vid-Text in 2024. In addition, such an achieverent would be a significant feather in Dana' cap. Niced 2 . The company aceds to increase sales (currently matketed only in the U.S.) of Vd Text by 50% ( 510,000,000 in 2023. Problem 2 landscape to determise which industries and wes have the greatest poiential. Implication 2 If Dana is unable to get the information and insight nooded to develop and escoute an effective stratery for entering new market (industrien), the conipuny rume ithe ritk of opening the door to potential competion and will fail to hit the revenue growh target(s). Dana's bodget for this propect is 51,900,000. Nerd Payeff 2 OVIS' executive team consists of: CEO- Destiny Reynolds, ClO-Jim Dawson, CFO- Henry Cooke, and CMO Dana McConnell. - Dana's current marketing bodget is $5,000,000, most of which is spent on tradeshows, digital marketing campaigns, sales enablement, and sales and marketing member compensation. - Dana is uncertain about how Gartner may help Case Info Dana's Goals 1. Market Smart Alt-Text globally with a revenue target of $15,000,000. 2. Increase sales of Smart Vid-Text by 50%, equating to an additional $10,000,000 in revenue. Need 1- Successfully market Smart Alt-Text globally. Dana needs to launch Smart Alt-Text globally in 2023 and accomplish two objectives. 1. Generate an additional $15,000,000 in revenue. 2. Gain relevant experienc develop a strategie plan for launching Smart Vid-Text globally in 2024. Problem 1 Dana doesn't have the information and insight needed to confidently detemine which countries may be best to maket Smart Alk-Text. Dana doese't have any experience vtilizing AI in a multilingual use case. Implication I The uncertainty is delaying the global strategy development. If Dana makkets Smart Alt-Text in countries with little need, the company's marketing efforts will be wated, and the brand may be advencly affected. Also, if the Al is unable to perform suceessfully in a multilingual envitonment, the brand image will suffer internationally, and that may negatively impact domestic sales. Financial coniequences - $2,000,000 Need Payeif 1 Ir Dana gets the information and insight needed to develop and execute the right global strategy, the company will hit the tangeted revenue growth and will be befter positioned to luanch Smart Vid-Text in 2024. In addition, such an achievemeat would be a significant feather in Dana" cap. Need 2 Seller Information Case Information You have been with Gartner for 1 year and have been prospecting enterprise organizations under $750 million. The prospect you will be meeting (virtually) is Dana McConnell, Chief Marketing Officer for Owl Video Indexing Services. You met Dana's CEO, Destiny Reynolds while riding an elevator at a Gartner sponsored symposium on artificial intelligence. Destiny was the guest of Chris Capossela, Chief Marketing Officer at Microsoft. Although the elevator ride was short, you were able to pique Destiny's interest enough for her to help you connect with Dana and setup a virtual sales call. The Sales Call Your primary sales call objective is to secure Dana's agreement to buying the Gartner for High Tech Providers product. Your secondary sales call objective is to secure Dana's agreement to a one-week trial, and a subsequent second meeting with Dana and the CEO during which you will be asking for OVIS to purchase the Gartner for High Tech Providers product. What You Found from Pe-Call Planning Company History Prior to the sales call, you used Zoominfo and the Owl Video Indexing Services' (OVIS) website to gather information on OVIS. Your search indicated that the company was established in 2016 and has 75 employees. The company's first market offer was Smart Alt-Text, a software as a service (SAS) tool utilizing artificial Intelligence (AI) to generate relevant alt-text (for images) to help increase the accessibility of those images to people who are visually impaired. In 2021, OVIS developed and began offering Smart Vid-Text, a video indexing service that uses AI to transcribe videos, index them, and build context aware search capabilities. 2021 Annual Revenue =$50,000,000 Number of employees =75 Executive Team: - CEO: Destiny Reynolds - ClO: Jim Dawson - CFO: Henry Cooke - CMO Dana McConnell Dana's Background In your pre-call planning you came across an article announcing that Dana had just received a Distinguished Alumni award from Purdue University, his/her undergraduate alma mater. Dana received the award for his/her development of software that utilizes artificial intelligence to generate alt-text for digital graphics, thereby making those images more accessible to people who are visually impaired. Dana's Linkedln Profile: Dana McConnell has a computer science degree from Purdue University. In the profile summary (no picture) Dana states: "As an award-winning executive, leader, strategist and innovator, my passion for developing and marketing new, more powerful and profitable ways to solve business problems has enabled me to advance continuously throughout my career. lou have been with Gartner for 1 year and have been prospecting enterprise organizations under $750 million. The prospect you will be meeting (virtually) is Dana MeConne Thief Marketing Officer for OwI Video Indexing Services (OVIS). You met Dana's CEO, Destiny Reynolds, while riding an elevator at a Garther-sponsored symposium an artificial intelligence. Destiny was the guest of Chris Capossela, Chief Marketing Officer at Microsoft. Although the elevator nide was short, you were able to pique Destiny's interest enough for ber to help you connect with Dana and set up a virtual sales call. The Sales Call Last week, you met with OVIS CMO Dana MeConnell on a need discovery sales call. During the call, you learned enough about Dana's situation to know that Gartner will be able to belp OVIS. Your objective for this sales call is to present to Dana the Gartner for High Tech Providers solution, including how it will address each of Dana's needs, You will also provide Dana the Gartner for High Tech Providers pricing structure. Finally, you will secure Dana's commitment to another meeting. This meeting has a 12 -minute time limit. Precall Planning Fortunately for you, you took exceptional notes during the need discovery call. Here are your notes: Relevant Facts - Owl Video lodexing Services was established in 2016 and has 75 employees. - Originally establishod as a company providing digital accessibility solutions. - Products - Smant AH-Text (SAS) - uthilizes AI to genenate context-relevant alt-text for images - Smart Va-Text (SAS) - unes At to transcribe videos and generate context-relevant searchable inderes. - Annaal revenue grew by 10% last year and is trending upward in 2023. - Cument Revi ssopo0, p00 - OVIS' executve team consists of: CEO. Destiny Reynolds, Clo-Jim Duwson, CFO- Henry Cooke, and CMO Dans McConnell. metiber enimprencition. - Dana ha uncertain aboet how Gartner may belp
