Onboarding Flashcards
(20 cards)
What is MCAPS?
Microsoft Sales Org under Judson. Also called ‘field’ that sells our products
What is an SDR?
Sales development rep (our target persona) or also called ‘digital seller’
What is MSX?
Custom ‘D365 for Sales’ implementation for MCAPS
Who are we building for?
- We want to solve this problem for all customers not just MSX
- The AI agent will be customizable for any customers including MSX. This is not part of the first release though.
- Some UX elements will be MSX-specific but we are keeping them minor. The concepts will be consistent across products and industries.
What are the 3 personas and who are we targeting?
Marketer: runs the marketing campaigns to generate interest
Sales development Rep (SDR) - this is our target persona:
○ More of the ‘hunting’ hat - works at the very top of the funnel.
○ Shortlists good leads for a list of marketing qualified leads that were handed off by the marketer.
○ Does research and starts initial outreach and qualified leads for sellers
Seller: Progresses and closes the lead
More of the ‘closing’ hat
What is the vision for lead management?
An SDR does a lot of tasks:
○ Lead discovery
○ Research and prioritization
○ Outreach and follow up
○ Meeting prep for the first meeting with the lead
○ Discovery meeting
○ Qualifying the lead as an opportunity
Today, all the steps above are human-reliant (3 meetings book, 1 qualified lead) but by phase 2, we want to use Agents to automated the first 3 stops and have co-pilot assisted experiences for the last 3 steps so that you can leave in a world where you have 15 meetings book and 10 leads qualified in a week
What do sellers do today (3 main steps)?
- Spend 1h/week to discover the lead (based on all these people who attended ignite, who should I reach out?)
- Research to determine whether to reach out : once I’ve discovered leads, do research to understand if the lead is a decision maker? Has anything interesting happened at their company recently? Is
- Outreach: write a compelling email that will get the lead to accept a phone call/teams invite.
In general, all this requires sellers to be using 5+ different tools
How do recommendations show up in SA
When a seller gets a recommendation, the suggested contacts in that recommendation are based on how the recommendation showed up. But as our lead discovery agent comes to life, we might have to work on a feature where a seller can add a contact that is not a suggested contact.
Why does it (accept/decline rec in research hub) have to be here in addition to SA ? This is specific to MSX. Do we want to hold on to placing it here until we have clarity across customer base (MSX, non-msx, SF)
Yes, this will be specific to MSX on the UX. We wont have the ability to accept/decline a Rec for external customers
Why not allow users to draft directly in outlook, either on canvas or the C4S panel?
the email drafting experience in outlook canvas has a dependency on M365 team - and M365 doesn’t have an extensibility model yet that allows us to customize the outlook canvas for c4s. M365 is working on this extensibility model but this is still a while away.
Why can’t you have full editing capabilities in metaOS for the email draft?
Design made a conscious effort to draw a line between the first draft in metaOS and any finetuning must be done in outlook.
What do sellers hate about Sales Accelerator?
The data is usually stale (2 weeks old) so when they reach out to recipients about a whitepaper they downloaded 2 weeks ago, they are not going to remember.
Why do sellers prefer marketing insights over Sales Accelerator
Marketing insights has more up to date information about vs Sales accelerator has state data that is 2 weeks old
why is sales accelerator 2-3 weeks old
they are aggregating the data over a period of time to make a recommendation on.
What marketing interactions are SDRs looking for in MSX?
Top ones are in-person event and trials, 5+ people in the company are looking at the same marketing content, downloaded content is lower tier.
Why do sellers use sales navigator?
sales navigator is the source of truth. When people are attending events/downloading whitepapers; they can use the wrong email/title.
why do sellers use zoom info?
It easily collects multiple people’s contact info all at once instead of having to go to MSX and manually collect all of them one by one
why do sellers decline a recommendation in SA + examples
(1) the contacts proposed are not relevant - not a decision maker - , (2) interaction is not relevant - not an event registration or trial - , (3) the recommendation insights is not relevant - i.e the company is actually not in a position to buy
what happens when sellers don’t interact with recommendations for sales accelerator?
Seller have KPIs where they must accept/decline recommendations otherwise managers get notified
