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Xactly is a cloud-based software company that provides sales performance management and incentive compensation management solutions to revenue organisations

Their sales team was struggling to effectively present their solutions to prospects in a way that resonated with their specific use cases. With a wide range of solutions catering to different job functions, the sales team needed a more personalised approach to their presentations. However, creating customised presentations for each prospect was time-consuming, and the process often caused delays in the sales cycle.

“The value to person first should be crystal clear on what business problem they’re trying to solve. I’m not the kind of person that will ever be like, “Let me just see a generic demo.” That gives me no value. It has to be specific as to my specific pain points. I still have that frustration with Salesforce. They’ll come in and do these like very high level generic demos. If we’re just going to talk about somebody that makes corkscrews over in Africa, vou’re wasting my time.”

– Irina Emmerich, VP RevOps, Central Square

Inspired by a qualitative interview that we conducted for the Persona Studies project, we created a series of interactive presentations that was designed in a Choose-Your-Own-Adventure style that would jump to relevant solutions depending on the persona’s pain point.

The sales presentation followed a classic storyline that:

  • Established the Setting
  • Introduced a Complication
  • Offered a Resolution
  • Explained the Solution
  • Provided the Proof

As a result, the interactive presentation significantly improved the sales team’s ability to present solutions to prospects, resulting in increased conversion rates and reduced sales cycle times. The sales team was now able to tell the Xactly story in a more personalised and engaging way, enhancing the overall customer experience.

RI&O

ICM

SPM

Collaborators

Chrissy Lim

Chrissy Lim — Creative Director

“I live for the flow. Time stands still and every stroke, every pixel nudge is inspired by a supernatural genius.”

In a world riddled with complexity, Chrissy Lim has the background and imagination to make sense of it all, traversing the realms of technology, business, and creativity. In a world of flux, she connects the dots. She has steered two of her start-ups into multi-million dollar successes, and directed the global ad accounts for brands like Johnson & Johnson, Coca-Cola and Mercedes-Benz.

Chrissy founded Paperplane to bring together the promise of creativity and technology to celebrate stories in an age of new media. The interplay of disciplines is where Chrissy thrives, and where the classic paper plane gains its charm: a humble sheet of paper transformed through engineering and imagination. Photographer, scuba diver, inveterate foodie, Chrissy carries it all off with child-like enthusiasm.

Marco Munoz

Marco Munoz — Account Executive / Digital Producer

“The great thing about my job is that I’m not really limited to my role.”

Marco loves to live free of limitations. He believes that if you want to stand out, you need to think differently, speak differently, and live differently. That’s why Marco pushes himself to try a lot of things and adapt. He finds that flexibility helps him think without restrictions and try new things, both personally and at work.

Marco has over a decade of experience in Digital Marketing, SEO and Statistical Analysis. As a driven, self-educated digital marketing professional, he has strategised and executed successful SEO campaigns for clients like Deloitte. Marco values the people he works with and a team environment that allows him to work autonomously, experiment, and leave his mark on each of the projects he’s involved with.

Marco also enjoys working on web design and development and, after work, he likes to unwind by playing video games and creating YouTube videos.

William Lau

William Lau —

Fatima Ocampo

Fatima Ocampo — Graphic designer

Chrissy Lim

Chrissy Lim — Creative Director

“I live for the flow. Time stands still and every stroke, every pixel nudge is inspired by a supernatural genius.”

In a world riddled with complexity, Chrissy Lim has the background and imagination to make sense of it all, traversing the realms of technology, business, and creativity. In a world of flux, she connects the dots. She has steered two of her start-ups into multi-million dollar successes, and directed the global ad accounts for brands like Johnson & Johnson, Coca-Cola and Mercedes-Benz.

Chrissy founded Paperplane to bring together the promise of creativity and technology to celebrate stories in an age of new media. The interplay of disciplines is where Chrissy thrives, and where the classic paper plane gains its charm: a humble sheet of paper transformed through engineering and imagination. Photographer, scuba diver, inveterate foodie, Chrissy carries it all off with child-like enthusiasm.

Marco Munoz

Marco Munoz — Account Executive / Digital Producer

“The great thing about my job is that I’m not really limited to my role.”

Marco loves to live free of limitations. He believes that if you want to stand out, you need to think differently, speak differently, and live differently. That’s why Marco pushes himself to try a lot of things and adapt. He finds that flexibility helps him think without restrictions and try new things, both personally and at work.

Marco has over a decade of experience in Digital Marketing, SEO and Statistical Analysis. As a driven, self-educated digital marketing professional, he has strategised and executed successful SEO campaigns for clients like Deloitte. Marco values the people he works with and a team environment that allows him to work autonomously, experiment, and leave his mark on each of the projects he’s involved with.

Marco also enjoys working on web design and development and, after work, he likes to unwind by playing video games and creating YouTube videos.

William Lau

William Lau —

Fatima Ocampo

Fatima Ocampo — Graphic designer

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