BUSINESS CASE STUDYSales Kick Off 2013
Company Name: Workopolis Sales Rep: ObaidTohki
Product Name: LitmosClose Date: 4/24/2013
Section 1: PCSB(Problem, Cause Solution, Benefit)
Problem: Current LMS is too hard to use and the functionalities are not helpful to the organization and require training to use/master.
Cause: Requires training before an admin can run reports and takes too long to create courses and distribute them within the organization.
Solution: Litmos
Benefit: * Easy reporting functionality
*Easy to upload courses and to distribute them
* No training required for admin and learners
Section 2: Relationship Mapping (Explain the company’s Organizational Structure?)
Workopolis is a job board website based out of Toronto, Canada for Canadians who are looking for jobs or career advice. It allows employers to post jobs and candidates to post resumes in order to connect online.
It has employees all over Canada and I was working with Carnaby Taylor who was the Director of Sales Effectiveness. Carnaby was in charge of ensuring that the sales people in her organization were trained. Carnaby worked with other people in the organization to see what they were looking for with an LMS. She worked cross functionally with the finance, marketing and operations teams. Training will eventually be rolled out to the rest of the organization.
Section 3: Sales Execution
I. Deep dive of value proposition:
The value proposition of Workopolis was that they were looking for something that is easy to use and did not require training for their people to attend to start implementing an LMS. They want something that is functional and that is scalable so if they to upgrade, they’ll be able to do that with ease.
II. Business Case – Metrics: (What were the driving business metrics (eg. collapsed cycle time, increase in productivity, reduced length of sales cycle, increase cross/sell by x percent, etc.)
*Increase productivity from admin and learner side
* Increase training of sales force so they can sell better
*Increase the time it takes to train new hires
*Increase management awareness of employees assessment results
III. Price Structure on the deal: (What was the pricing strategy that allowed you to differentiate yourself? (other than FREE).
*No set up fees
*No contract
*one month off in a one year contract
*being able to upgrade anytime
IV. Sales Cycle: (How did you accelerate the sales cycle or get it unstuck?)
*Give them one month off in an annual contract
*Did a demo for her first and then did a demo for her entire team while she was on the call to answer any questions that they have or address any worries of theirs.
*Fear tactic, they were considering other LMS’s so I let them know about customers who left other LMS systems that they were using because it was too tough to use and that Litmos is the easiest LMS to use. Referred them to the website “World’s most friendly LMS” and customer testimonials
*Gave them a reference to a current client of ours that is similar to them
V. Obstacles: (What obstacles did you face and how did you overcome them?)
* Gaining trust because the last LMS they used was a horrible experience – Showed them a demo of how easy it was to use.
*Getting them to go through approvals internally with finance – I provided them with any documentation that they needed or references that they needed.
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