CloudSenseMapping Customer Needs to the Sales Cycle

Like many B2B organisations Cloudsense is on a journey to transform its selling approach from product focussed to consultative. This industry-wide trend has been driven by significant shifts in B2B buying behaviors that have seen customers increasingly demand a more elevated conversation based on big-ticket commercial objectives and not tactical pain points. Making this step isn't an overnight exercise and involves a phased change management process to redefine long-established sales cultures. To help them achieve this Bridge were engaged to conceive, design and develop a new guided selling application.

A series of discovery sessions were held whereby Bridge could establish the current state of the sales approach versus the desired one. This included spending time with members of the sales team to hear and see firsthand how they ran customer meetings, what approaches they applied, and the type of materials they used to support this engagement. Following this process, the concept of a 'needs analysis' customer consultation tool was drawn up and a structure built out to facilitate this. Wireframes were developed, reviewed and refined leading to a fully functional prototype which was road-tested by a carefully selected sales advisory group. This prototype then went through a 3-month technical development phase resulting in the final release of a fully functional, browser-based web application for use by Cloudsense sales reps the world over.