Only 7% of Products
Pivot and Survive
Product CEOs must engage with prospects at scale
McLean Analytica helps you...
Validate The Value
of Your Offering
Build Your
Pipeline
Learn How Your
Customers Buy
Close
Opportunities
Where Does McLean Analytica Fit In?
Analytic Insight Solution Providers
We help Analytic Insight Solution Providers learn and sell answers to the “why” questions prospects ask.
Data Vendors
We help data vendors understand the problems a prospect faces that your data can help solve.
You learn the value of solving the problem and the competitive alternatives which allows you to price against value.
Security and Privacy Software Companies
There are 1,500 providers across the security and privacy landscape.
We help you speak to the prospects problem versus getting into a feature/function battle with the last vendor your prospect spoke to.
Let's Schedule A Free 30-Minute Call
Let's talk about the challenges that you and your product are facing right now.
Why isn't your product gaining the traction you need it to? Maybe your prospects just don't understand the value of your offering. Is someone inside your prospect's organization undermining your efforts?
30 minutes on the phone together could bring you a lot of clarity.
The general tendency to overestimate, leads to unwarranted optimism that a plan will succeed.
Daniel Kahneman
Nobel Prize in Economics
Use Case: Employee Risk Discovery and Governance Software
Our client, ClearForce, is a 4 year-old SaaS company focused on mitigating risky employee behavior such as embezzlement, corporate espionage, etc.
The company aggregates public records, internal customer, and credit information around an employee identity while protecting privacy and
maintaining regulatory compliance.
They target companies with 1,000+ employees.
01
The Problem
ClearForce found their initial Security Director prospects were enthusiastic supporters of their solution. But sales cycles were very long and intense resistance occurred as their champion took the solution into the broader organization. Champions were putting their personal, internal political capital at risk when they had to sell up to their boss and senior leaders in departments that had influence over implementing an employee risk solution within the organization. Champions were learning about the legitimate concerns of colleagues and felt they were not prepared to navigate how a joint departmental solution would benefit everyone. Opportunity sales cycles and attrition was a major concern.
02
The Solution
ClearForce hired McLean Anayltica (MA) to identify the prospects' buying process and create a strategic Account-Based Marketing approach to targeting key personas. Within 30 days of the engagement, MA had formulated their attack and ClearForce was out in the market.
Specifically, McLean Analytica:
- Validated the ClearForce solution through prospect and subject matter expert interviews.
- Stood up integrated CRM, Marketing, and Buz Dev automation to reach out to prospect personas at scale.
- Created role and industry content that spoke to prospects problems.
- Tested Bus Dev scripts by making over 900 dials and pitching 48 target prospect executives.
- Iterated 22 versions of Sales Decks and 13 Bus Dev sales plays which were utilized through 2019.
03
The Results
In 2019 alone, McLean Analytica generated:
- 182 validated sales opportunities totaling $150 million in fully penetrated value.
- Qualitative insights that radically changed the product roadmap and customer value.
2020 Covid Messaging Pivot
- Pivoted messaging to recognize shifting focus from employee behavioral risk to employee pressure and stress.
- Q1 2020 opportunity creation was 100% of Q1 2019 as a result.
- April 2020 prospect generation was higher than any prior month.
About McLean Analytica
McLean Analytica is a consortium of skilled sales, marketing, and sales operations practitioners led by Tony Maull.
We bring together a team that most companies could not afford on a full-time basis.
We stand up sales and marketing automation, generate effective content, identify high-propensity targets, create personas and train bus dev and sales teams what to say, when and to whom so that they create and close more sales opportunities.
Tony Maull
Tony has a 30-year history in the data and analytics industry as a strategic advisor and an operator. In all cases, he recognizes the imperative to engage the market quickly - learn, adapt, recruit to win business. At every company, Tony delivered significant “firsts” to the team.
At CIBC World Markets, Tony was a founding member of a newly formed software investment banking team. The group was new to the market with an untested team. Tony secured the team’s first multi-million-dollar engagement and established immediate credibility of the team in the market.
As SVP of Sales at Sentrana (marketing and offer optimization), Tony pivoted an analytics team with experience in food distribution solely and took them into engagements with Global 2000 consumer medical, education, pharma, and aviation.
As Chief Revenue Officer at Endera (public record continuous monitoring), Tony increased the customer base from 1 customer to 35 in two years. He also sold and led a fully outsourced, vendor risk initiative for a leading global airline with their most important vendors. The initiative was completed successfully and on schedule.
At ClearForce (employee risk), Tony was in the market within 30 days of being retained. In 2019 he generated 182 opportunities totaling $150 million (fully penetrated) with companies that have over 5 million combined employees. Marketing was targeted up from Director to CXO, SVP and VP level officers.
The Call is Free. The Insights, Priceless
Let's talk about the challenges that you and your product are facing right now.
Why isn't your product gaining the traction you need it to? Maybe your prospects just don't understand the value of your offering. Is someone inside your prospect's organization undermining your efforts?
30 minutes on the phone together could bring you a lot of clarity.
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