Process
To set up a call for success, you must start with this.
What is ACE & Agenda?
When asking a prospect a tough question, wrap it in this to help it be more digestible.
What is Context?
By making their process more scalable to localize content to specific regional needs, they will be able to more seamlessly execute their international expansion and drive direct revenue.
What is Impact?
This project management tool SaaS company, was using their own custom site building tool which required developers to build and maintain. They needed a scalable solution that would allow their design team to build landing pages at scale. Webflow enabled them to build landing pages with no development resources needed, reducing development by 3x.
Who is Monday.com?
Go into every conversation leading with this.
What is Curiosity?
When doing discovery on a prospect and they share that if this rebrand does not go well, their job could be at risk, they are expressing this type of pain.
What is personal or L3?
Due to the lack of control they have over their website development, it's creating a confusing experience for their site visitors, resulting in lost potential revenue.
What is Pain?
This fitness studio's previous tech stack consisted of a hodgepodge of AEM, Contentful and Wordpress. This was a fragmented, developer-heavy environment that limited the marketing and design team's control, creativity, and speed - taking 3-6 weeks for new builds or updates. After moving to Webflow, they're able to build pages 85% faster and increased their site performance scores from 33 on AEM to 98.
Who is Orange Theory Fitness?
In this important step of a qual call, we look to secure the next meeting with the AE.
What is Connecting the Wagons?
Pain discovery questions should be this.
What is open-ended?
Operating in 6 different regions with different content needs.
What is Situation?
This government organization's site were all previously built and hosted in Drupal, making it difficult to make quick changes and limited their ability to build creative designs, which was critical for their Public Safety department. With Webflow, their team can now quickly make changes, export the code, and host on their infrastructure, without having to worry about maintaining plug-ins to ensure security of the site.
Who is the City of Los Angeles?
Utilizing mirroring and silence effectively, truly listens and digs to understand more than what’s already been said is how you do this.
What is Active Listening? (also accept TALKER framework)
When speaking to a decision maker and digging for pain, we know their pain is often tied to their deliverables/initiatives that are motivated by this.
What are company goals?
They need SSO because they're going through SOC 2 compliance.
Prior to this large global media and tech company using Webflow, their developer heavy structure limited the team’s ability to create interactive and rich experiences - something critical to maintaining their brand identity. As well, changes to the website could take 2-3 weeks. Webflow cut their process down to 2-3 hours. They no longer have to depend on the engineering team, who can now focus on more strategic projects. Webflow’s ease of use also has empowered the team to easily creative rich, interactive web experiences through animations.
Who is Yahoo!?
A date by which something needs to happen or change and the consequence if that something doesn't happen will help you identify this.
What is timing and urgency?
When speaking to an individual contributor and digging for pain, we know their pain is often tied to this.
What are individual/personal workflows/ability to execute job?
The need a better way to manage and build these sites at scale.
What is Pain?
This New York based financial institution was previously hosted with Fiserv, which didn’t allow Marketing/Design to easily make change to the website or track website analytics. They relied heavily on developers to make any changes to the site or launch new content. The site was also not meeting security compliance. By moving to Webflow, Marketing was able to take back ownership of the site and are able to quickly spin up pages or make changes on their own. They can measure and track conversions, and are meeting security & compliance standards, which are tables stakes for a financial instituation.
Who is Ponce Bank?