Listen from 8:11 - 17:24
Criya <> PFGMed: Follow up meeting
TRANSCRIPT:
with your businesses, as with us. A lot of you know what we're dealing with is a lot of buyer competition, right? So our objective is, how do we essentially boost engagement with the buyer by having more personalized content that feels more curated for them. So at cria, what we do is we specialize on like effortlessly creating on brand, interactive and trackable professional assets really fast, objective being. You want to captivate those your prospects stand out from the competition, and boost that engagement with the buyer so you know this, right? Like, when you pitch a client, you know the buyer is, like, like, Jennifer is is out right now, we want to come back and, like, it's two weeks, it could take two months. It could take much longer to close, right? And you guys work with big pharma, like Pfizer and so on. So these are long, long prospective, like calls. So it's really important that we keep you know your buyers engaged through this journey. And traditionally, what we are likely doing today sending them emails and PowerPoints and like links and social proof things are going to keep the conversation going, to like, help them through the buyer journey. But as you know, like, marketing is about going broad. Sales is about how much more personalized can this get, so that they are seeing exactly what they need to take them through the funnel. So long story short, what we're dealing with is, you know, buyers have hundreds of options end of the day, and you guys go through the RFP process, so knowing already that you're being pitched against competition, they're obviously going to do some research on their end. So they're likely going to your website or looking at other places where they can get that conviction. It's not necessarily personalized, so they can see drop offs. Now, obviously the point being that in our case as well, like, if I'm pitching your company right, it would be great if there's a way to convince pfgmed that we work with other companies which are in this space, like consulting businesses, marketing businesses, and only have social proof and so on that's relevant to that. So you're not kind of getting lost among the sea of information. So what we have recommended is the idea of virtual spaces, okay? These are basically these buyer micro sites, and you can have related assets with them, right? So what you're doing is you're combining resources that are, let's say, relevant, just for Pfizer to see, right? That would help them through the buyer journey. So you can aggregate your sales content, you can even summarize your follow ups, maybe through a call summary and things like that. And you can track engagement across the board with a single platform. I'll give you some examples. In a nutshell, what we're trying to do is we can have these buyer portals where you can personalize, let's say, a pitch deck, or provide a standard pitch deck, but it's in this personalized experience where there's links to miss passing demos or testimonials from your customers, social proof and so on. You can track engagement on every asset, whether it's this landing page, it's individual assets that you've sent to them, all of this so they spend some time on pricing. You will get to know you can drive that active follow up through. And AI is at the heart of this. And as a marketer, this would be, this is kind of where the essence is. A lot of the content, essentially can be curated easily with AI, and I'll share that in a second. So here's just an example of what a simple microsite would look like. Okay, we work with this company called Up Squad. They essentially pitch into four or five different verticals. Okay? So an example being upsquad is like a software company, but they pitch to they buy verticals, our schools, government agencies, and, I think nonprofits or something like so then Deb, like for us, we want to have, like, a simple, curated experience. Let's say that we would send to schools. It's a link like this. So the sales team. Once it's portals put together, the sales team just replaces the logo of the client, adds like that, HubSpot link or something like that. The rest of it is ready to go. So links to like all the logos of customers, which are in the schools, the university, vertical link to a product deck that's maybe standard or maybe verticalized for them, a case study that's relevant for this use case alone, pricing. Because oftentimes what happens is the buyer goes and you're like, Okay, here's like, 17 case studies, right? Like, they just need to see the one or two that's relevant for them. Other stuff in here, maybe couple of testimonials videos that's relevant to this use case. And again, just link, you know, to them, like book, a demo and so on. So the idea being that if we have some of these pre curated, uh, microsites, it's easy, and the bio feels like it's a more experience, more personalized experience. Can take it a step further, which is where the AI comes in a little bit more. Let's you have a call transcript, or let's just take notes from a call, right? You can even add a section saying, Hey, here's like an executive summary, right? Just drop those bullet points in here. It'll generate it in the exact format you want it to. So for example, you want bullet points on the left, you want like a blurb on the right, it'll generate it for you, right? And it's going to be like marketing ready language, so that it's not, it's wordsmithing. You're limiting the wordsmithing. Another example being, I'll share another one. So in and essentially like you can upload, once you create, like these landing pages, you can upload any of your assets, a PowerPoint deck, a PDF, a data sheet, any of your pricing, any of these things, right? So you can have all of this and kind of put it together in a data room, kind of concept, and send it over to your bio. You get tracking analytics on every stage, every every asset. So for example, for this bridge, IT consulting group that we worked with, we can track every time someone has come and visited them, where they spent time, both at the high level as well as at an individual asset level. Okay? And we envision this really as, like a full cycle, right? Like it's going from the first time the buyer hears about you to follow ups as there's more interest to signing a proposal, even with your pricing link and FAQs contracts, all the way to possibly, in your case, if there's any kind of onboarding or renewals, things like that, right? Maybe I'll move through this a little bit quickly. So what, when we come, when we engage with the with the client, what we typically do is we actually try to understand your your buyer journey, right? Because it varies for everybody. Broadly. We're trying to understand what are the app, what are the assets you use at each phase, right? So from lead to prospect, maybe there's a pitch deck, maybe there's a case study when they become an opportunity. Maybe there's a there's a deep dive, things like that. We just sort of map these out. These are more detailed than they need to be. And then we'll help, like, curate templates. So there's a bunch of templates that are already in the system. You can easily start with those, but we'll work with you to curate, like, at least one template to get started with. And the way it works is, like, you just program your branding in, okay, you can upload your colors. And once that's programmed in, literally any asset that you create, after that will automatically pick it up. So you're kind of not dealing with any more, like branding setup and things like that. And like I said, any net new content, if it's a new presentation or anything that you want to create, you can just drop in bullet points. You're never going to worry about your run on sentences. It's going to build it in a way that you want it to right, like, whether it's a problem statement, solution, all that. Then the designer is the is the other part of the AI that I want to talk about, which is, once you have your branding program in late so let's say you want, like, let's say one also create a grid. So the AI also will generate a grid, kind of a response where you have like a problem statement, you have three with, like a heading and a subheading which fits in the box, things like that. But also the branding colors will be such that if the background, if you want to switch the background to a dark green, it'll automatically adjust the shades of the the, you know, these boxes, the hover buttons, everything. So it'll automatically take care of it so you're not dealing with formatting stuff. It's kind of a huge time saver, and always looks good, basically. And you can swap images out with videos as an icon library. All that stuff is baked in. There's other stuff. Like, you can build an entire page, like a whole presentation. So like you wanted to have, it'll come up with a structure you can replace this saying, exact summary first, then maybe I want problem statement, solution, something, something. These are all prompts to the AI. You can drop, like, an entire, like, like, big bunch of document documentation in here. It'll go off. It'll do its best to come up with, you know, like an entire asset for you. Again, I always say, like, this is a great place to start. But then you can, you know, edit each of these sections the same way, with just like, controlling each slide edition other stuff, like, you can password protect like, specific assets, maybe is a contract that's been sent. You can password protect it. You can also capture email right of people who are coming in, just like, Doc send, essentially, right? Yep, but yeah, like, there's a huge opportunity like, measure engagement, see which of these are converting into opportunities so you can reuse and surface those types of content ahead of time. Revenue, impact, adoption, rate of like, these assets, these are more relevant, likely for larger companies, right, that they have, like, a huge number of sales teams. But these are all relevant marketing use cases. This other stuff I wanted to give you a visibility into is that knowledge bank, so, like, you can even train the AI with, like some company into information that you wanted to already be aware of, so that you know, like with chat, GPT will get, like, a generic answer, right? Like this model, we train with your information so that value proposition customer pain points are already, like, fed into it. So those are contexts that's already created. We have things like that. It syncs with Salesforce, HubSpot, things like that, so that automatically opportunities are updated. You can collaborate within the team, and there's like enough access control so you have internal assets which are only viewable by your team. Public like these, like public sites, sales rooms, which are viewable by the customer, all that stuff. So pretty much ready to go. And like we do organize like a lot of in addition to like, General, generally providing these templates, we also have, like, a library that we like to set up for our customers where it's like, oh, everything that's for the sales of like sales team or like sales vertical can be used in this manner, like the one page or the product deck, it's all kind of baked in here, versus, let's say we want to use something, you know, for customer success, or something like that, that's all baked in here. Things like that is like a whole QBR onboarding plan. Things I'm going to pause because I spoke straight for a few minutes and see if there's any questions. Oh,
Another example:
Listen from 7:25 - 18:46