Persona Priotities
These personas likely care most about billing, budgets, and visibility
Who is Finance?
This competitor has a slow "Request to Book" process that can take a long time to confirm
CLC
This is the built in mechanism to ensure the costs of Engine lodging beats all of our competitors
What is the Best Price Guarantee
"I fill out CC auth forms and get them to the hotel 24 hours before check in"
What is Direct Bill
This is our NUMBER ONE PRIORITY when faced with an objection?
Pause, then ask a question to seek to understand
I answer the phones, do the booking via Expedia (OTA), and work heavily with AP to make sure we're all buttoned up. How could you possibly make my life easier?
3 part answer
What is inventory (time on task), rates, and consolidated billing
The two reasons someone may be using direct to hotel for their booking process
What is loyalty and LNR
Allows companies to capture additional data like codes or reason for travel at time of booking.
Custom Fields
"we travel to the same places and negotiate directly with the hotel"
cost savings, trends and reporting, billing
Awesome, what are the one or two top priorities to include in that email?
Then discovery again!
Chasing down receipts, that's no fun; trying to find out where all my money is keeps me on the run! This product feature would allow me to search and sort, keeping the ball completely in my court!
What is Custom Fields (job codes)
True or False: against an OTA, Engine definitively wins on inventory, rates, and billing process
False: inventory not a definitive win
The three benchmarks required for Direct Bill
1. $50k AHS
2. Application process (soft credit check)
3. Finance team approval
"I keep everything organized in a spreadsheet" and/or "we upload expenses into an expense management platform"
custom fields, visibility (cross funcitonal), trends and reporting
Recap pain
Engine value
ask for permission and/or make a recommendation
Drive!
All my guys book on their own, and I wouldn't have it any other way. The last thing I want to do is worry about booking for everyone else.
What kind of account am I, and who do you look for to find your way in?
What is decentralized account, go to controller (or finance)
This competitor could take up to a month (or 6!) to provide invoicing
CLC
Tthe core value difference between Direct Bill and the Incidentals Coverage Program
Direct Bill simplifies company invoicing; Incidentals Coverage removes the employee's personal credit card from the transaction.
"I go through Expedia most of the time to book my hotels"
live inventory, receipt consolidation, and/or budget + cost savings/priorities
We want to wait til Q1 budget review to think about adding something new
Got it
What's the concern with budget?
How is travel incorporated into budget right now?
Tie value before Engine prompt, then = free to use, people vote with their dollars;
When selling to C-Suite and/or Exec, these 3 components of travel are where I want to focus
Overspending or late expense discovery
Audit or regulatory pressures
Pushback on travel policies
Where might Engine separate a company from a TMC? (3 answers)
No membership fees.
Better pricing and discounts.
Engine has its own rewards program.
The 3 key value adds of implementing travel policies
1. Role Based Permissions
2. Customized Cost Control
3. Travel on Autopilot
"I HAVE to book for everyone, ha!"
travel policies/traveler permissions, direct bill
Got it.
Who mandates?
Is Everyone mandated?
No membership fees.
Better pricing and discounts.
Engine has its own rewards program.