Roadmunk
Roadmunk, now a part of Tempo Software
The most effective way to develop a value proposition during cold calling. Here I identify the target market, define the solution, finding connection between my solution and my prospect’s situation, summarizes the value you offer to your prospect with discovery and qualifying questions, addressing 9bjections, measure the effectiveness of your value proposition by tracking metrics with use cases,, practice and rehearse the value proposition, and offering competition comparisons.
Conversation Guide
Introduction:
GREETING: Hi PROSPECT this is Tony with Roadmunk. How’s it going today?
IDENTITY: [Acknowledge Response]. Good to hear! I apologize for the unexpected call…
- CONFIRM TITLE: I understand you’re the [TITLE] at [COMPANY] and thought you’d be the most appropriate person to speak with at [COMPANY]…
- Note: Product roadmap software is a digital tool designed to assist product managers and project management teams in planning, prioritizing, and mapping a product strategy that aligns with a firm’s business goals. Usually, product roadmap software is offered as a web-based SaaS (software as a service) product.
- Note: Does your team work with product roadmaps or communicate product strategy?
REASON FOR CALL: Perfect. I was actually calling to schedule a meeting with you. By chance, are you familiar with Roadmunk?
GLAD TO HEAR THAT….
Note: Can reference more specific reason for the call based off the list/Fuel Line you are currently dialing.
WHO WE ARE | WHAT DOES ROADMUNK DO: Executive leadership at Nike, Slack and Adobe had their product and marketing teams reach out to us because they needed a more effective way to communicate strategy across their organizations.
(Trial close)
10-SECOND CLAIM | HOW WE DO IT: There were comments from the board and customers that their product roadmaps weren’t visually compelling, couldn’t pivot data to fit different audiences, lacked information around timelines, dependencies, risks and milestones and needed a more effective way to communicate what the organization was working on as whole with a portfolio-like view.
Note. Our platform allows you to streamline this process by centralizing user feedback and gives you the ability to promote and prioritize valuable product ideas directly onto your roadmap, ensuring alignment with user needs. It also allows you to visualize strategies through multiple customizable timelines from one dataset and export clear, shareable roadmaps in various formats.
SKIP to CLOSE
BENEFITS CLAIM | HOW DO OUR CUSTOMERS BENEFIT:
- Simplified workflows with real time collaboration
- Clearer visibility
- Better collaboration
- Improved decision making
- Enhanced productivity
- Better resource allocation
- Clearer view of dependencies and timelines
Not Interested Send Me an Email No Budget No Need
CLOSE: I know it’s incredibly difficult to get on your calendar. Could we grab 15 minutes with you to outline what information is missing from your product strategy meetings and from there we could prepare a presentation on how we could help?
Note: Wanted to see if we could get on your calendar for a quick overview of the technology and see how we can be a fit into your existing environment today. How are the next couple of weeks/month looking for a 15-20 min call?
Note: …Could we pencil in 20-minutes (1) to give you a brief overview of our technology and some updates on what we’re doing as a company and where we’re headed in the space, (2) get your feedback on our solution and your fingerprints on our product roadmap to help shape where we this technology in the future, and, (3) at the very least, educate you as to how we could help you with future needs. Do you happen to have 15-20 minutes in the next couple weeks or so?
AGREEMENT:
- SCHEDULE DATE & TIME: Great. Do you happen to have your calendar in front of you…
- CONFIRM EMAIL: And your email is still _____@_____, correct?
- SKIP TO DISCOVERY & QUALIFICATION QUESTIONS: Excellent. Now, to make the best use of your time and make sure we have the right resources on the call, I’d like to ask a few quick questions…
REJECTION:
NOT RESPONSIBLE: SKIP TO REFERRAL [ Disqualified – Incorrect Contact ]
RESPONSIBLE: SKIP TO OBJECTION HANDLING
REFERRAL: Could you introduce me to [REFERRAL]? Who else do you know that could benefit from working with COMPANY?
Discovery & Qualification Questions |
Top Questions |
| The purpose of these questions is to qualify and size up an opportunity for a Sales Representative.
Question 1: How are you currently roadmapping? Range of Answers: Question 2: What is the biggest pain point with your current roadmapping solution you would like solved? Range of Answers: Not getting things on-time, staying organized with all the different projects Question 3: How long do you spend on roadmapping each week? Range of Answers: Currently looking but budgets tight, interested in demo walk thru present to team and go from their with a subscription Question 4: How are you currently tracking your information backlog? Range of Answers: Powerpoint twillo Question 5: Outside of your department, who else do you think would be interested in understanding how a product like this works?Range of Answers: He and team collaborate for final decision |
Secondary Questions |
| Time permitting, the purpose of these questions is to add additional detail to the call summary, better prepare the Executive, and further understand the Prospect’s environment. |
Lead Nurturing Questions |
| The purpose of these questions is to gather market intelligence for future lead nurturing campaigns. |
Objections |
Common |
Not Interested
“I’m not interested…”
Confirm: I totally understand, and after that 30 second description I wouldn’t be interested either…
Rebuttal: Oddly enough, the team over at Hulu wasn’t interested at first, but when we got our day in court with them there were a few areas of our platform that piqued their interest. Because of our integrations with Jira, Azure Devops, Asana and more we’re able to automate a lot of their manual workflows. Additionally, they saw how easy it was to leverage our boardroom caliber visualizations that their executives and customers have come to love.
Customer References:
Trial Close: I know I caught you unexpectedly here today, can we pencil in 15-minutes on your calendar to share 5 aspects about our platform that every one of our customers are taking advantage of?
Send Me an Email
“Send me an email…”
Confirm: Absolutely, I’d be happy to send over that information….
Rebuttal: But what our customers have told us is that they appreciated the ability to have a live conversation with a product expert/specialist to ask questions without having to read through a bunch of material.
I know it’s difficult to get on your calendar, in our experience, what we’ve found to be most effective is to pencil in a tentative placeholder and, after reading through some of that material, if you think this solution would provide absolutely no value, we’d be happy to cancel the meeting.
Customer Reference:
Trial Close: I know I caught you unexpectedly here today, can we pencil in 15-minutes on your calendar to collect your feedback, get your fingerprints on our product roadmap, and see if we can improve what you’re doing today?
No Budget
“We don’t have the budget…”
Confirm: Completely understand- budgets are tight across all of our customers…especially after this past year..
Rebuttal: Given recent budget constraints, we’ve seen companies becoming more vigilant in bringing confidence to all key stakeholders like their customers, investors and board. Our roadmaps have been crucial in this effort as they allow for data pivoting based on the audience, clear accountability across the organization and can be shared easily in a way that doesn’t diminish fidelity.
Customer References: In fact, one of our customers was able to [ strategic customer use case ]...
Trial Close: Can we pencil in 15-min on your calendar in the next couple weeks to share some success stories and see if we can improve what you’re doing today?
No Time
“Too busy to look at this right now, just don’t have the time…”
Confirm: We hear that more and more this time of year…
Rebuttal: and to be fair, we’re not trying to bait you into a lengthy conversation or process at this time. This initial conversation would be an opportunity to understand what the current state looks like and for us to share how many of your current workflows could be automated, and a few examples of how we could uplift what’s being presented and shared with your stakeholders.
Customer References: [ strategic customerr use case ]
Trial Close: We’ve been seeing a very high demand and our schedules are getting booked out pretty far in advance. Trying to prioritize our schedules, can we pencil in a tentative placeholder in the beginning of [MONTH] to avoid the hit or miss game?
No Need
“We don’t need it…”
Confirm: We’ve heard that before…
Rebuttal: In fact, some of our current customers thought they had everything under control and were relying on either a combination of EXCEL and PPT or Jira AR, but when they met with us they immediately saw how much easier it could be to create, maintain and share roadmaps, especially as more and more collaborators are worked into the process.
Customer References:
Trial Close: Can we pencil in 15-min on your calendar in the next couple weeks to go a bit more in depth?
Native Solution
“We already have the Native Solution…”
Confirm: Fair enough; do you mind sharing who that vendor is?…
Rebuttal: We would never ask you to spend money unless we’re creating value – our current customers felt the same way, but when they allowed us to give a proper overview they immediately saw the value and realized they could compliment their current environment with a self-funded project… ________________________________
Customer References:
Trial Close: Can we pencil in 15-min on your calendar in the next couple weeks to discuss?
No Authority
“I really don’t have the authority to make any decisions, so we’ll need to have someone else on the line. Send me an email and I’ll forward it over to see if there’s any interest…”
Confirm: Absolutely, I’d be happy to send over that information.
Rebuttal: It may be beneficial to schedule some time with you, we all know internal champions are invaluable. Maybe after we show you the value you’d be open to passing along the information up the chain…
Customer References:
Trial Close: Can we pencil in 15-min on your calendar in the next couple weeks to show you what’s possible with Roadmunk?
Not a Decision Maker
“I need to run this past my boss…”
Confirm: We welcome an opportunity to have that conversation together…
Rebuttal: The most productive conversations come when both parties can quickly decide whether this is going to be a good opportunity for either one of us. So, the earlier we can have the most influential decision makers involved in the process, the better for everyone- we don’t waste anyone’s time. We don’t waste your resources, talk to people that can’t make decisions and distract them with new ideas, and we can get to a decision faster- can we improve what you’re doing today, or not?
If you’re not comfortable inviting that person, we’re happy to speak with you, first, and have you decide if this is something that requires more people’s attention.
Customer References:
Trial Close: Do you have 15-20 minutes in the next couple weeks to discuss?
RFP Only
“We only work through RFPs…”
Confirm: Great to hear…
Rebuttal: In fact we often work with clients through an RFP process and what our customers told us they appreciated the opportunity to have us involved early on because we helped define the requirements for the solution because of our knowledge and experience with all of the possible options. They actually welcomed our influence and input early on because it helped them formulate and define what their requirements truly were...
Customer References: Combine ____________________, we feel we are in a unique space to assist you through the RFP process.
Trial Close: Do you happen to have 15-min on your calendar in the next couple weeks to share some success stories and see if we can improve what you’re doing today?
Information Source
“Where did you get my information?”
Confirm: It’s actually one of two ways: you, or someone in your organization, interacted with some of our marketing programs, and we found peers we thought were important to speak to and involve them in our marketing and sales efforts.
Rebuttal:
Customer References:
Trial Close:
Too Expensive
“You’re too expensive and product X is cheaper…”
Confirm: Roadmunk is not always product out there on the market
Rebuttal: In fact our customers made sure to mention there were cheaper options out there, but they understood how/why we were different and how we added more value. We may not be the best fit for every single use case, but we cover the majority of them in comparison to the other options out there.
Customer References:
Trial Close: So before you make a decision it’d be great to give you an opportunity to learn more about us, do you happen to have 15-20 minutes in the next couple weeks?
Contractual Agreement
“We’re already in another contract…”
Confirm: Most of our early relationships start when customers are in current agreements with vendors…
Rebuttal: Sometimes the evaluation process and decision making process can require multiple people and become an elongated committee-like process, so the earlier we can have these discussions, the earlier we can begin the evaluation process and help you make the best decision for your company at the time of the renewal with the incumbent solution… Roadmunk can ______________.
Customer References:
Trial Close: Can we pencil in 15-20 minutes in the next couple weeks to see if we can improve or augment what you’re doing today?
Missing Feature
“You don’t offer X feature…”
Confirm: Sometimes people think that feature is really important to them…
Rebuttal: But what they find out after better evaluation is that feature is actually not even necessary or sometimes not as important as they thought it might have been.
Because there are other features that we offer that are more advantageous, what you thought was a requirement may not be absolutely necessary. There are always tradeoffs in the world, not everything is perfect, it just needs to be better than what you have today and in some instances when you see the benefits of the other capabilities you make the right tradeoff.
Customer References:
Trial Close: Do you happen to have your calendar in front of you?
Bad Review
“No thanks, you have a bad review…”
Confirm: Reviews are hard to gauge a company by…
Rebuttal: I recently had a great experience with a company that had a really bad review. Not everyone gives a review, sometimes companies can have better reviews than you might think, it’s just the people that, for whatever reason, may have had a bad experience on their part post the review because they are more passionate about it, where the people that had a great experience are passionate, but not so much so where they post a review. So, it’s tough to really gauge a company’s capabilities by just reviews.
Your peers did rigorous evaluations and we feel their experiences have been very different. We may have bad reviews, but we can introduce you to peers that think/speak very highly of us and perhaps even more highly than your incumbent solution. We know definitively that we have customers that had your current solution and migrated to ours…
Customer References:
Trial Close: I know I caught you unexpectedly here today, can we pencil in 15-minutes on your calendar to collect your feedback, get your fingerprints on our product roadmap, and see if we can improve what you’re doing today?
Not Allowed to Disclose
“I’m not allowed to disclose that information…”
Confirm: We don’t want you to disclose any information that you’re not comfortable with…
Rebuttal: In fact, we can make it so much so where we’re the ones disclosing all the information and you’re just asking questions. We can get what’s important to you by the questions you ask so we’ll volunteer everything about the company to see if we can improve what you’re doing today. Happy to do all the talking…
Customer References:
Trial Close: Do you happen to have your calendar in front of you?
Sales Call
“Is this a Sales call?”
Marketing List
Confirm: We saw you responded to one of our marketing programs and were following up to see what’s driving the interest…
Rebuttal: I am looking to schedule 15 minutes for a proper overview of the technology and show you how ______________________.
Customer References:
Trial Close:
ICP/Outbound List
Lower Level (Manager/Director)
Confirm: We were about ready to engage with your leadership team and we thought it would be important to get you up to speed on what we’re doing and why we’re important as you may be a part of the evaluation process…
Rebuttal:
Customer References:
Trial Close:
Senior Level (VP/EVP/C-Level)
Confirm: We noticed that you hadn’t had a conversation with our company and we wanted to see if there would be an opportunity to have you evaluate us in comparison to your current approach to see if we can improve what you’re doing today…
Rebuttal:
Customer References:
Trial Close:
Not Interested
The Confrontational Prospect
Confirm: Totally understand. I wouldn’t be interested after that 30-second claim either…
Rebuttal: But in my experience there is an individual at every company with a duty to the organization to maintain awareness of emerging technologies and the benefits and differentiations. If you are not that person, who should I be speaking to?
Customer References:
Trial Close: Do you happen to have your calendar in front of you?
Technical |
Competitors
“We’re using Aha!…”
Confirm: Great to hear you’re using Aha!…
Rebuttal: However, our customers mentioned with the limitless configurability, there were a few “gurus” that everyone else relied on, even the new collaborators that were being brought in.
Customer References: Something that these former customers enjoy is how easy our system was to learn and now roadmapping is being spread out equally across the teams involved.
Trial Close: Do you happen to have your calendar in front of you? We’d love to schedule some time for a more in depth discussion around some customer success stories.
“We’re using Productboard…”
Confirm: Great to hear you’re using Productboard…
Rebuttal: However, our customers mentioned there was more manual work than expected with their Feedback & Idea management feature. Additionally, they felt that it was great for internal analysis, but not for communicating or visualizing to other stakeholders.
Trial Close: Do you happen to have your calendar in front of you? We’d love to schedule some time for a more in depth discussion around some customer success stories.
“We’re using Jira Advanced Roadmaps, formally Portfolio…”
Confirm: This is something we hear all the time…
Rebuttal: and honestly, is amazing context for an initial discussion.
Customer References: With Roadmunk those former Jira AR customers now enjoy…
Trial Close: Do you happen to have your calendar in front of you? We’d love to schedule some time for a more in depth discussion around some customer success stories.
“We’re using Google Sheets Timeline…”
Confirm: Great to hear you’re using Google Sheets Timeline…
Rebuttal: However, our customers mentioned….
Customer References: With Roadmunk those former Google Sheets customers now enjoy…
Trial Close: Do you happen to have your calendar in front of you? We’d love to schedule some time for a more in depth discussion around some customer success stories.
Business |
TBD
“We’re using TBD…”
Confirm: Great to hear you’re using TBD…
Rebuttal: However, our customers mentioned….
Customer References: With Roadmunk those former TBD customers now enjoy…
Trial Close: Do you happen to have your calendar in front of you? We’d love to schedule some time for a more in depth discussion around some customer success stories.
Customer References, Use Cases, & Value Propositions |
Customer References |
List of referenceable customers (spoken word only), organized by vertical.
Microsoft, Salesforce, Slack, Dell, Hulu, EA, Shopify, Nike, Coca Cola, CARFAX, McDonald’s, VISA, Citi, Wealthsimple, Bloomberg
Use Cases |
Case Study
Checklist
Challenge(s):
Not all roadmapping software is the same. Some contain every feature under the sun, however getting your team onboarded can be a complete nightmare! Many can create a visualization that shows what your team wants to share, but limits you to how you can present/share this information, or make changes in flight. And most often, roadmaps are ugly! While that can be ok for team meetings, companies are looking for presentation tools to not only convey the proper information, but to look great while doing so!
Solution(s):
Roadmunk is a powerful roadmapping tool that is designed to create beautiful, flexible roadmaps for all teams and strategies. With the ability to customize, filter, and share – easily create the exact view you are looking for in minutes, allowing you to be confident in your roadmap for any situation.
Business Result(s):
- Carfax
Roadmunk is used by product and project managers at Carfax and their teams to manage their roadmaps. Before Roadmunk, their roadmapping consisted of one big Excel spreadsheet with joined cells and merged data that was difficult to read and update each month. Roadmunk now offers easy to read and simple to update roadmaps that can be shared with others in the organization and ensure effective collaboration and prioritization.
- Pega
Roadmunk is very user friendly and has eliminated much of the manual work of manually entering data from CSVs and Excel sheets. Roadmunk allows Pega to effectively work with a backlog. Before Roadmunk, items would be logged offline or in OneNote. These items would eventually be forgotten or lost. Roadmunk allows for Pega to build these ideas out or present them in the boardroom.
Value Propositions |
See Value Proposition Examples.
Reason for the Call |
General |
COVID-19
REASON FOR CALL: Roadmunk provides …
Our…
I know I caught you unexpectedly, would love to show you how our customers like ________ are utilizing our technology to address these challenges in a bit more detail, what is your availability looking like this week, or next?
Contact Us
REASON FOR CALL: Perfect. I was following up to your Contact Us request and wanted to schedule some time for you with our product and technical experts to address any questions you may have.
What is your availability looking like this week, or next?
Website
REASON FOR CALL: Perfect. I was actually following up, looks like you, or someone at your company, may have been pinging our website/downloaded the [CONTENT NAME] from our website, I wanted to touch base and see what may have been driving the interest and schedule a quick 15-minute meeting to address any questions you may have.
Do you have some initiatives around [CONTENT]?
What is your availability looking like the next couple weeks/month or so?
Webinar
REASON FOR CALL: Perfect. I was actually following up, looks like you may have registered for our [TITLE] Webinar. I wanted to touch base to see what may have been driving the interest and schedule a quick 15-minute meeting to address any questions you may have, and give you a more in depth overview of the technology, specifically how we could potentially fit into your existing environment.
What is your availability looking like the next couple weeks/month or so?
Events
(Trade Show/Field Event)
REASON FOR CALL: Perfect. I was actually following up, looks like you may have registered, attended, maybe stopped by our booth at [EVENT NAME], wanted to see if we could pencil in a quick 15-min for a bit more in depth overview of the technology/company, get some of your feedback, and see if we could a potential fit in your environment…
What is your availability looking like the next couple weeks/month or so?
Email Campaign
REASON FOR CALL: Perfect. I was following up, wanted to see if we could get 15-minutes on your calendar for quick meeting.
By chance, are you familiar with COMPANY?
[Treat as Cold if No Evidence of Multi-clicks] If they ask you to send them an email, mention you did and find out if they received them then leverage that to book a meeting. “I already sent you some info before, I know you have to read through them first, but I’ll send you a calendar invite for a few weeks out so we can chat further on this with our technical team.” If they object, just follow up. If they do not object, meeting scheduled.
Paid Advertising
REASON FOR CALL: We saw someone responded to one of our marketing programs and thought you’d be appropriate person to speak with to see what’s driving the interest…
By chance, are you familiar with COMPANY?
[Treat as Cold] “Someone from your company has visited our website” may take the conversation sideways. If you find yourself answering more questions around visiting the website and struggle to move forward in the conversation, just treat it like a cold call.
Content Syndication
REASON FOR CALL: We saw someone responded to one of our marketing programs and thought you’d be the appropriate person to speak with to see what’s driving the interest…
By chance, are you familiar with COMPANY?
[Treat as Cold] “Someone responded to one of our marketing programs” may take the conversation sideways. If you find yourself answering more questions around visiting the website and struggle to move forward in the conversation, just treat like a cold call.
Closed Lost
REASON FOR CALL: Perfect. I saw we’ve been engaged with you in the past and I wanted to reach back out to see if we could get 15-20-minutes on your calendar to get you some company/product/product roadmap updates as a lot has changed since we last spoke.
What is your availability looking like the next couple weeks/month or so?
Note: Knowledge of what they assessed before helps a lot, but in some instances the prospects won’t have knowledge of the previous engagement, if that is the case, focus on what’s new and exciting items on the product roadmap for 2020. “I wanted to schedule a time to chat. We’ve had a lot of advancements in the Subject Matter and are the best Subject Matter solution for Applicable use cases. I know there’s more on the roadmap I cannot discuss, but would you be opposed to an update call?”
Campaign-Specific Messaging |
See Campaign-Specific Examples.
Executives
GREETING: Hi PROSPECT this is YOUR NAME with Roadmunk. How’s it going today?
IDENTITY: [Acknowledge Response]. I apologize for the unexpected call…
- CONFIRM TITLE: I understand you’re the [TITLE] at [COMPANY] and thought you’d be the most appropriate person to speak with at [COMPANY]…
- Note: IF they correct the title, Apologize, I’ll update my records, by chance, are you involved in ______________?
- Note: Guessing you’re responsible for reviewing product and marketing roadmaps and strategy?
REASON FOR CALL: Perfect. I was actually calling to schedule a meeting with you. By chance, are you familiar with Roadmunk?
Note: Can reference more specific reason for the call based off the list/Fuel Line you are currently dialing.
WHO WE ARE | WHAT DOES ROADMUNK DO: Board members at Nike, Hulu and Salesforce had their product and marketing executives reach out to us because they felt the could communicate their company’s product strategy more effectively.
10-SECOND CLAIM | HOW WE DO IT: They needed a better visualization of all departments involved with product strategy, information around timelines, dependencies, risks and milestones for more informed decision making, scenario planning to understand how strategies could effect the company’s overall performance and data pivoting based on a specific audience.
Note: .
SKIP to CLOSE
BENEFITS CLAIM | HOW DO OUR CUSTOMERS BENEFIT:
- Simplified workflows with real time collaboration
- Clearer visibility
- Better collaboration
- Improved decision making
- Enhanced productivity
- Better resource allocation
- Clearer view of dependencies and timelines
CLOSE: I know it’s incredibly difficult to get on your calendar. Could we grab 15 minutes with you to outline what information is missing from your product strategy meetings and from there we could prepare a presentation on how we could help?
Product
GREETING: Hi PROSPECT this is YOUR NAME with Roadmunk. How’s it going today?
IDENTITY: [Acknowledge Response]. I apologize for the unexpected call…
- CONFIRM TITLE: I understand you’re the [TITLE] at [COMPANY] and thought you’d be the most appropriate person to speak with at [COMPANY]…
- Note: IF they correct the title, Apologize, I’ll update my records, by chance, are you involved in ______________?
- Note: Does you team work with product roadmaps or communicate product strategy?
REASON FOR CALL: Perfect. I was actually calling to schedule a meeting with you. By chance, are you familiar with Roadmunk?
Note: Can reference more specific reason for the call based off the list/Fuel Line you are currently dialing.
WHO WE ARE | WHAT DOES ROADMUNK DO: Executive leadership at Nike, Slack and Adobe had their product team reach out to us because they needed a more effective way to communicate strategy across their organization.
10-SECOND CLAIM | HOW WE DO IT: There were comments from the board and customers that their product roadmaps weren’t visually compelling, couldn’t pivot data to fit different audiences, lacked information around timelines, dependencies, risks and milestones and needed a more effective way to communicate what the organization was working on with a portfolio-like view.
Note: .
SKIP to CLOSE
BENEFITS CLAIM | HOW DO OUR CUSTOMERS BENEFIT:
- Simplified workflows with real time collaboration
- Clearer visibility
- Better collaboration
- Improved decision making
- Enhanced productivity
- Better resource allocation
- Clearer view of dependencies and timelines
CLOSE: I know I caught you unexpectedly. Could we pencil in a 20-minute call to share an easier way for you to create, maintain and share roadmaps within your organization?
Appendix |
Notes |
Introduction with Annotations |
| Greeting |
Hi PROSPECT this is YOUR NAME with COMPANY. How’s it going today?
Notes:
Informal Logic: Stating the prospect’s name draws them to question how you know their name. Was is it a referral from upper management / their boss? Did someone they know refer you to them?
This is an opportunity to be personable and mirror the tone of the prospect. It helps to ask how the day is going to (1) hear the tone (understand if they’re in a hurry or anxious to speed up your conversation to accommodate OR if they’re laid back take a more relaxed approach), (2) get them talking and (3) build a strong follow-up task to reference understand them as a person.
| Identity |
[Acknowledge Response]. I apologize for the unexpected call…
Notes:
Informal Logic: “Apologize”; No sales rep does this, this is your first differentiator- make the statement.
I understand you’re the [TITLE], is that correct?
Notes:
Informal Logic: This statement adds to the question above, how do they know my name AND title? Do they know my boss?
ICP:
Level:
Function:
Role:
| Reason for the Call |
Great. I was actually calling to schedule a meeting with you. By chance, are you familiar with COMPANY?
Notes:
“I was calling to schedule a meeting with you, because I thought you would be the most appropriate person to speak to about…”
Can reference more specific reason for the call. “I apologize for the unexpected call,:
– …I saw you may have registered / attended the [Tradeshow name]…”
– …I saw you may have downloaded [Whitepaper name]…
The interest is based off the list you are currently dialing.
| Who We Are |
SKIP TO CLOSE
Notes:
Informal Logic: Why should I change what I’m doing today?
SKIP TO CLOSE
| 10-Second Claim |
Notes:
Informal Logic: Why they chose us out of all the other options?
| 30-Second Claim |
| Close |
I know I caught you unexpectedly. Could we pencil in a 20-minute call to see if we can improve what you’re doing today?
Notes:
Informal Logic: Why meet with us now?
Informal Logic: “Pencil In” – The phrase “pencil in” is used to play to the fact that prospects subconsciously do not want to be locked into a meeting, but prefer to have the option to attend and control their calendars.
Informal Logic: Reason for the Meeting –
(a) “Collect your feedback” – treat them as the expert in the industry and you’d like the opportunity to hear their feedback
(b) “Get your fingerprints on our product roadmap” – get their opinion to help shape the roadmap of the product and company
(c) “See if we can improve what you’re doing today” – opportunity for improvement?
(d) “Market intelligence / awareness” – see what your peers are doing and review some case studies & use cases
| Agreement |
SCHEDULE DATE & TIME
“Great. Do you happen to have your calendar in front of you…”
“Great. What’s your calendar looking like in the next week or two…”
CONFIRM EMAIL
“Excellent. Now, to make the best use of your time and make sure we have the right resources are on the call, I’d like to ask a few quick questions…”
SKIP TO DISCOVERY & QUALIFICATION QUESTIONS
Notes:
Informal Logic: We chose this phrase to show we value the prospect’s, as well as our own, time and resources. We want to bring the proper resources from our end to the call to ensure we do not waste the prospect’s time. To accomplish this we ask a few, quick discovery questions.
| Rejection |
NOT RESPONSIBLE: SKIP TO REFERRAL – Disqualified – Incorrect Contact
RESPONSIBLE: SKIP TO OBJECTION HANDLING
| Referral |
Could you introduce me to REFERRAL? Who else do you know that could benefit from working with COMPANY?
Notes:
Note: Acknowledge they are not responsible, thank them for their time, and politely ask for the contact information of the person they believe is responsible. Remember, the technology is a breakthrough in the industry, IT Dept’s have to do more with less resources, & companies must due their due diligence and don’t want to “fall behind the eight ball.” (**”Clone Lead” in Salesforce if necessary)
Value Proposition Examples |
It’s a very effective exercise to have the sales team provide 5 accounts and synthesize down the value Company provides, into a single “golden nugget one-liner” that we can drop in discussions.
Company &/or Industry
Anthem – Health Insurance
One-liner: Company powers the Medical Enrollment for all of Anthem global customers.
Use Case: They use our platform to run 2000 Services 2000 in production running 4000 containers. Non Prod represents another 3000 Services on 5500-6000 containers. The type of services focused on customer enrollment of medical services and plans which includes a website for customers to enroll, Anthem agents to that work remote supporting both internal and external services.
TransUnion – Consumer Credit Reporting
One-liner: Company powers TransUnions Credit Reporting capabilities for 500 Million Global Consumers.
Use Case: Company supports TransUnion Consumer Interactive Group, a global leader in credit and information management, which maintains credit histories on an estimated 500 million consumers across the globe. Company today represents their largest Kubernetes datacenter for managing containers..
Campaign-Specific Examples |
Gaming
Background
Online gaming operators are using our Intelligent KYC to safely achieve significant growth in their customer bases with auto-approval rates up to 90%. We unlock speed and scale in customer acquisitions by automatically capturing a higher percentage of new players online across a broad range of demographics at scale, including recently of age players and “new to country.”
KYC and DocV are part of the comprehensive COMPANY ID+ identity verification platform which includes Global Watchlist with Monitoring for compliance, and our flagship Sigma Fraud Suite. The platform uses numerous data sources, including proprietary data with over 350 million good identities, as well as over 7 billion records from credit, utility, telecom, and other authoritative sources to deliver market-leading matching accuracy.
Conversation Guide
WHO WE ARE | WHAT DOES COMPANY DO: COMPANY is the leading digital-first identity verification solution in the U.S. Our Intelligent KYC is trusted by top brands to accurately identify qualified new players and flag potentially ineligible applicants for further review.
10-SECOND CLAIM | HOW WE DO IT: Our platform passively verifies the identities of qualified players online quickly and accurately to safely increase new player conversions and reduce drop-off rates.
Note: If an applicant fails the initial passive verification, they can be stepped up to DocV, an automated, fool-proof document verification process that guides the prospect through capturing a government-issued ID using their mobile device.
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BENEFITS CLAIM | HOW DO OUR CUSTOMERS BENEFIT: Online gaming operators are achieving significant revenue growth by auto-accepting a higher percentage of new players across a broad range of demographics at scale, including recently of age players and new-to-country.
- Proven auto-acceptance rates up to 90% drive player growth
- Exact date of birth and address matching to meet compliance requirements
- Outperforms leading competitors in the 21- to 34-year old demographic
Webinar Title
Background
Last week (3/30/2020) we held a webinar, “Webinar Title.”
This is part of our pandemic-era marketing, which focus on the following topics:
- Preparing for an increase in fraud patterns resulting from COVID-19 scams and financial fallout
- Preparing banks and fintechs to engage in stimulus plan support, including handling newly disbursed checks and small business lending with identity verification and fraud prevention in mind
Next steps with this list:
- We will send those who attended a thank you letter with a link to a fraud survey we are launching. We will also include stats from our live polls launched in the webinar
- For those who didn’t come, we will send a “sorry we missed you” along with a link to the recording of the webinar and the survey link
Conversation Guide
WHO WE ARE | WHAT DOES Roadmunk DO: Roadmunk provides a data science-based approach to digital identity verification and identity fraud risk to solve for synthetic identity fraud.
10-SECOND CLAIM | HOW WE DO IT: Our platform is currently in production with some of the largest banks, fintechs like X, Y and Z, as well as a number of the largest Xers, Yers, and Zs helping them:
(1) Proactively identify fraudulent synthetic identity behavior to avoid bust-out.
(2) Integrate and assess the massive (and disparate) data sources necessary to detect synthetic identity.
Our average customer sees a 10x return…
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BENEFITS CLAIM | HOW DO OUR CUSTOMERS BENEFIT:
Specific Talking Points
- COMPANY has been monitoring fraud patterns among our customer community due to recent events.
- We’ve seen a consistent increase in attempted frauds in new credit card account enrollment and early signs of an increase in lending at enrollment.
- We expect these patterns to continue for two key reasons:
- In past times of financial crisis, we saw a significant rise in identity and new account fraud – this will be a repeated pattern.
- As banks and fintechs disburse stimulus funds, we expect to see fraudsters working diligently to steal checks and establish new accounts to deposit and gain access to cash. We also expect to see them gaming the system to gain access to lending.
- It is crucial that both fintechs and traditional financial institutions prepare themselves with an identity verification and identity fraud strategy which enables banks and fintechs to support consumers in digital banking without putting themselves at risk.
CLOSE: I know I caught you unexpectedly. Could we pencil in a 20-minute call to give you a proper overview of the technology and show you how Chief Risk Officers have incorporated us as part of their strategy as they navigate through these challenging times?
Paycheck Protection Program (PPP) Identity Fraud
Background
On March 26, the federal government approved a $2 trillion COVID-19 era stimulus plan, which designates $350b+ to small business lending through the Payroll Protection Program (PPP). The program provides businesses with up to $10m – or 2.5 times their monthly payroll – and these loans can be forgiven if these organizations maintain their headcount.
Banks began administering these loans Friday, April 3. Some big banks saw 200K+ applications in the first 48 hours of launch. They’re already seeing fraud, and they don’t have appropriate identity verification, fraud and KYC controls in place.
Here’s a wider range of problems banks are facing:
- Many don’t have digital channel lending platforms, but these loans must be administered remotely
- Those that do have digital platforms don’t have technology prepared to handle this level of volume
- Many banks went live without fraud controls in place – and they’re already seeing fraud problems (in some cases fraud teams were not contacted by lending teams that the program was going live)
- Banks need to run KYB and/or KYC on these applications/accounts
- Some banks don’t have the cashflow to back up these loans, so the Fed had to step in
Who qualifies to administer PPP loans?
Any traditional bank qualified as a Small Business Administration 7(a) lender. Here’s the list that has been published by the SBA.
As of April 8, it was announced that fintechs could apply to administer these loans as well. Here is an initial list of fintechs:
- https://www.lendacademy.com/fintech-lenders-can-finally-apply-to-be-part-of-the-ppp/
- https://www.pymnts.com/news/b2b-payments/2020/fintechs-help-banks-ease-the-ppp-lending-pain/
Personas to Target:
- Lending teams
- Fraud teams
- Digital Channel/Authentication/Identity
Personas:
- Lending
- Fraud
- Digital Channel
Conversation Guide
REASON FOR CALL: As our community goes live in administering PPP loans, we know there are a range of challenges in identity verification and fraud prevention. We’d like to speak to you about addressing these issues as easily and quickly as possible considering the time pressure for banks and fintechs to administer these loans.
WHO WE ARE | WHAT DOES COMPANY DO: Roadmunk provides a data science-based approach to digital identity verification and identity fraud risk to solve for synthetic identity fraud.
10-SECOND CLAIM | HOW WE DO IT: Roadmunk provides real-time identity verification and fraud detection at enrollment. These controls are coupled with intelligent KYC and document verification, which together can be leveraged at enrollment for PPP. Leveraging a single API, these solutions can be launched in a day, preparing your organization immediately to administer PPP loans.
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BENEFITS CLAIM | HOW DO OUR CUSTOMERS BENEFIT:
Specific Talking Points
- Roadmunk has been working all week with the biggest banks and fintechs to ready them for PPP lending.
- We have provided real-time identity verification and fraud at the point of enrollment to protect banks as they cope with a vast volume of applications
- Relying on a single API callout, we can answer your identity verification and fraud needs in a single day
- It’s important to move on this now – the government is preparing to release another $250b this coming week. PPP is likely to strain your organization for another two months at the very least.
CLOSE: I know I caught you unexpectedly. Could we pencil in a 20-minute call to give you a proper overview of the technology and show you how SBA Lenders have incorporated us as part of their strategy as they navigate through these challenging times?
