Not a single opportunity gets lost

The challenge

One story for a table full of different people

The buying group had grown. Internal prevention advisors, HR directors and managers, comp & ben, HR business partners and procurement all sit at the table now, each with a different reason to care. As Dimitri puts it, you can't go to all those people with one single story, because they won't recognise themselves in it.

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"With uman, we're really going to tell a story tailored to a company and tailored to a stakeholder. That's the big difference."

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A sales process that kept getting slower

More stakeholders means more conversations before anything is decided, and every one of them has to be prepared. The process stretched out without any more deals coming out the other end.

A saturated market with nothing new to say

Every prospect already has a social secretariat and an external prevention service. Small irritations aren't a reason to switch providers, so the only way in is to arrive with something the buyer hasn't heard. Without that, there's no reason for the meeting.

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Breadth that nobody could carry

Attentia's offering spans HR and well-being, but a seller preparing a conversation had to work out on their own which part of that range fitted the account in front of them, and pull the background together from intranets and social profiles.

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The solution: uman

Attentia rolled out uman across its sales and account management teams as the layer between what the company sells and the conversation in front of a customer.

With uman, Attentia can now:

• Build a version of the story for every stakeholder in the room
• See which Attentia solution fits an opportunity, and how to prep for it
• Get proactive signals on the accounts they own
• Capture the meeting, set the action points, send the summary
• Show the management where growth lies

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Adoption came from the account managers themselves, because the signals arrived on the accounts they already cared about.

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Why it matters

Attentia's sales organisation used to run on one story and a lot of individual preparation. It now runs on a version of the story that belongs to the account and the person in it, which is what makes a conversation in a saturated market worth taking. The commercial effect is that the internal sales function is no longer needed, deals with existing customers close after fewer conversations, and the team is putting less effort into the commercial process overall. The results keep growing, and the headcount doesn't. As Dimitri says, the tool should adapt to the reality of the team and the reality of the market, not the other way round.