Professional Documents
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Persona Cards and Value Prompters, New Back Office User
Persona Cards and Value Prompters, New Back Office User
Persona Cards and Value Prompters, New Back Office User
REPORTS TO CFO or CEO MARKET TRENDS & WHY WE WIN RESOURCES / TRUST
COMPANY SIZE CONCERNS • Strategic technology partner aligned to • Gartner CIO Forum/IT Expo
1000+
• Cybersecurity threats, increasing phishing, company’s business goals • CIO-focused webinars
INDUSTRIES All and malware attacks brought on by remote • Peer recommended • Digital platforms
work • Ease of integrations with existing systems
TRAITS: • Organizations governing security standards: ISO,
• The future of the workplace unclear with • Demonstrably fast time-to-value SOC, GDPR, etc
the changing landscape
Strategic Business-Savvy • Comprehensive security certifications & • Closed, vendor-free IT leader communities
• Massive shift & acceleration to cloud practices
Social Early Adopter • Personal IT/CIO network
• Growing need for technology investment
while optimizing costs
BUYER’S JOURNEY HOW TO GET INTEREST CONTENT TO SHARE
• Get in front of/inside peer groups and CIO
• EARLY – Awareness through peer groups • Webinar – the new CIO charter
communities by finding a CIO champion
or events/ conferences. Refers IT leader to • Blogs
investigate. • Content in relevant publications and at key CIO/tech
leadership events • CIOs moving to the Cloud
• MID –IT leader/buyer conveys/proves
• Appeal to motivation of being driver of major • Security Standards
(POC) how solution can achieve CIO’s
digital transformation& cost optimization transformation. Show how CIO can drive strategic • First call pitch deck
goals value across C-suite priorities.
• Cloud sales deck
• LATE – Executive alignment with vendor • Link solutions to both bigger vision and tangible
tactical gains - Metrics & facts – timeframes to ROI • Whitepaper –Everest: Why Cloud-Native RPA
on vision, goals, support
matters
CIO • General awareness: High awareness 2. Why RPA among other automation technologies
3. Unsure of cost benefit of RPA
2. Fastest time to value without re-engineering processes
or migrating from legacy tech (let us show you – POC,
of and preference for automation
technologies botathon)
4. Lack of skilled resources to develop bots and run
3. ROI calculator, case studies
TECHNOLOGIES • Familiar with RPA as part of staying automation program
on top of trends 5. Lack of governance and controls 4. Ease of use for users, AAU, professional services to
• Cloud help you get started, and premium support
5. Centralized control room & audit trails
• Corporate Infrastructure
• Cybersecurity
INDUSTRY KEY WINS CASE STUDIES
• ID & Authentication CONSIDERATIONS
• BFSI: regulatory environment yet • Albertsons $3.6M deal • Vale - $12M+ in savings, driven by IT with global
• Enterprise applications desire to adopt more cloud • Aligned to CIO (economic buyer) strategic impact across functions
• Healthcare: Data privacy and vision and initiatives • NHS - 100% accuracy in data, eliminating clinical
handling risk
• SaaS management • Pitched wide-spread digital transformation
through citizen developers • Qualcomm – IT-led initiative across the functions
• Life Sciences: Data privacy and
handling • Identified champion in IT
• Manufacturing: • Executive connection with CIO
GOALS / NEEDS CHALLENGES
“Cost reduction is
• Generate timely and accurate internal and • Maintain liquidity, growth and profitability in
imperative as we brace for external financial reporting volatile economic environment
economic uncertainty. I • Improve cash flow and optimize capital • Rigorous and frequently changing accounting and
need a solution to keep • Reduce expenses and improve efficiency regulatory requirements
pace with our growth plans • Drive profitable growth and maximize
• Limited resources and tightening budgets
while keeping expenses shareholder value • Significant volume of spreadsheet-based manual
low.” • Ensure compliance with accounting standards
controls and processes
and regulatory requirements (FASB, IFRS, SOX, • Obtain high quality, accurate source data from
PCI-DSS, GDPR) disparate legacy systems
Officer (CFO) • Most CFOs are actively engaged in • Cannot use cloud for regulatory reasons • Bank case studies; cloud on-premise option
digital transformation efforts in • Data security and privacy concerns • Enterprise-grade security; used by top banks
Finance and across company • Difficult to generate ROI since few FTEs doing high- • Focus on high FTE areas first (AP & AR); lower implem
TECHNOLOGIES • Have high-level awareness of RPA volume, manual, operational activities citizen dvlpmt
technology • Already using Blackline/other automation tools • RPA complementary; provides more capabilities
• Finance ERP software: SAP, Oracle • Finance RPA initiatives are typically • Difficult to integrate with antiquated source systems • Easily integrates with most systems; pre-built bots for E
(NetSuite/JD Edwards), Workday narrow in scope and do not span and ERP platform • Achieve immediate ROI; enables data migration
entire organization • Wait until next year / after system migrations
• T&E expense management: SAP
Concur, Chrome River, Coupa
INDUSTRY CONSIDERATIONS CASE STUDIES
• Payroll: ADP, Paychex, Deluxe • CFOs are valued strategic executives • Australia Post – Finance Transformation
in all industries
• Finance Tools: Workiva (reporting), • Hitachi Vantara – Finance Automation
DUCO, (recons), Blackline (close) • Core finance functions similar, but
focus varies across industries • Stanley Black & Decker – Accounts Payable
• Budgeting & Planning: Oracle Hyperion, BFSI: compliance and control are • Quad – Accounts Receivable
Vena, Anaplan, Prophix critical; A/R less relevant • Juniper Networks – AR / Billing
Healthcare: billing/claims focus • Hologic – AR / Collections
Manufacturing: supply chain and
AP/AR are critical
Telecom: cost efficiency focus
Value Prompter: BO Contact/Persona: CFO and CFO-minus-1
Cost Reduction &
Efficiency Play Business Issue: Reduce Operating Expenses & Enable Business Growth
Anxiety Question: How are you ensuring Finance operations are cost efficient, regulatorily compliant, and
scalable to support your company's growth?
PROBLEM SOLUTION
1. Financial operations are labor-intensive and inefficient resulting in higher expenses, 1. Optimize resource utilization by automating all manual transactional activity
restricted cash flow, and inability to scale finance operations as business grows • AP– intelligent invoice data extraction; automated vendor setup and invoice validation/payment
• AR – automated customer setup/billing, payment processing, and collections
2. Potential financial errors and non-compliance with accounting standards and
• Financial Ops – automated journal entries, cash position analysis, financial reporting
regulatory/audit requirements due to prevalence of manual controls
2. Deploy robotic process automation to automate manual reconciliations, replace manual controls, and produce
3. Modernization of finance operations and legacy systems has been slow to evolve, despite
detailed audit trails for all automated processes
being crucial to bottom-line growth, since it is complex, costly, and disruptive to the
3. Quickly automate operations by deploying automation in the cloud, enabling citizen development, and providing
business.
digital assistants for help with everyday tasks. Accelerate legacy system conversions using RPA to migrate data to
new platforms.
“Tell me about it…” “is it because…” Confirm “what would it take to solve?” “what if you were able to…?” Confirm
REPORTS TO CEO MARKET TRENDS & CONCERNS WHY WE WIN RESOURCES I TRUST
COMPANY SIZE Enterprise
5,000-100K • Recommended by peers Gartner and other top analysts
INDUSTRIES All • COVID-19: respond and new workplace • Support beyond the sale Peers
strategies Board of Directors
• Understand HR function and issues
• Technological trends: enable managers to
• Experience with similar projects of similar scale Specialized resources:
assess mobile and remote workers.
Analytical Fact-Based at similar companies • https://www.shrm.org/
• Social trends: How to make work more
human, ensure employee inclusion, • https://www.hrexchangenetwork.com/
Personality satisfaction, and work-life balance? • https://www.hrci.org/
BUYER’S JOURNEY HOW TO GET INTEREST CONTENT TO SHARE
• Reach through the trusted source: colleagues, • E-book:
• EARLY – Awareness through peer
partner, board members Creating a better Employee Experience with Intel
groups or events / conferences ligent Automation
• MID - Tech/vendor assessment by • Follow up to the event they attended
• Webinar with Tricor:
HR tech team • Show success in a similar environment, similar HR and the Digital Workforce: The changing natu
• LATE – Final decision by CHRO & IT company re of work
• Comment about a recent LinkedIn article they • Blog -
shared Creating a Strategic HR Organization with a Digit
al Workforce
Given all that has happened over the last year, how prepared are you for the next
Anxiety Question:
big shift this year?
PROBLEM SOLUTION
• Employee NPS: Low employee NPS due to slow requests, limited programs An intelligent automation platform to help your team eliminate their HR administrative activities and errors
• Improve employee NPS: Ensure your employees feel cared for by automating payroll, benefit, and request
• Attracting talent: Inability to attract next-generation talent that consider technology, delivery while freeing your HR team to launch new programs.
digital assistants and immediate responses as table stakes. • Attract the next generation of talent: Low and no code automation to help employees remove their biggest
• Improve agility: Inability to quickly react to external forces requiring talent changes headache-provoking tasks.
• • Improve agility: React quickly as demand warrants by automating onboarding and offboarding.
Driving Leadership: Inability to raise the HR team above a support function and become
strategic to corporate business objectives. • Ensure HR’s leadership role: Embrace the digital assistant trend to create a productive blended human and
digital workforce that focuses on delivering customer value.
“Tell me about it…” “is it because…” Confirm “what would it take to solve?” “what if you were able to…?” Confirm