Objections
Positioning
Company History
Clients
Recent Launches
100
This objection is commonly offered by the prospect as a simple and incorrect way to define our technology
What is screen scraping?
100
When your prospect tells you they want a secure platform, your response should be
What is "Usablenet is secure; we never host, scrape, cache database or log any data and we're PCI-DSS compliant"
100
Usablenet was founded in this year
What is 2000
100
This Airline supports multiple languages
Who is British Airways?
100
These iPhone and iPad apps were recently launched by us for which UK based website?
Who is ASOS?
200
This cold-call objection is commonly made by non-decision makers
What is "We're not doing mobile until next year."
200
Our cloud-based service is described as such because
What is "No software downloads are required and we can scale quickly to grow with you."
200
Usablenet's largest client by initial year booked revenue?
What is Tesco?
200
This UK based sample sale company just launched a mobile web site with Usablenet
Who is "Brand Alley?"
200
This major US cable company recently launched a second project for Tablet Mail optimisation
Who is "Cablevision?"
300
If you hear this objection, you probably haven't been successful in proving value
What is "Your price is too high."
300
Use this positioning when a prospect argues that "You said there were no IT resources required and now you are saying there is work my team needs to do"
What is "Redirects are required regardless of which method you use for mobile."
300
This prominent US Retailer uses our platform only for mobile search and checkout
What is Target?
300
This seattle based client offers product recommendations on their mobile website
Who is "REI?"
300
This long time Usablenet client just launched an Italian version of their mobile website
Who is Expedia?
400
The answer to this objection is: "When is this going to actually take place?"
What is "We're replatforming."
400
Your response should your prospect ask for a paid proof of concept
What is "We have over 300 live examples we can show you; what were you hoping to achieve with a proof of concept?"
400
We signed about this number of new deals in 2011
What is 80.
400
These 2 clients offer different currency options on their mobile web sites
Who are ASOS, Net-a-Porter or J.Crew?
400
We're only powering one small section of this large telecom operator's mobile website today
Who is Telefonica?
500
This objection is common during the sales process and is often planted in the prospect's mind by competitors
What is "Concerns over Change Management"
500
Your answer to "Other proxy-based solutions do the same thing but cost much less"
What is "There is more to mobile than just proxying a website and re-arranging for the smaller screen, such as addressing interoperatiblity issues and code like Ajax and javaScript that does not work on some phones, and slows down page load time on others."
500
Usablenet Mobile was derived from this tool, which was derived from a DreamWeaver and FrontPage plugin
What is "Usablenet Assistive?"
500
This company was our second major UK retail client
Who is Marks & Spencer?
500
In March of 2011, this global publishing and research company launched an IP-restricted mobile site with Usablenet
Who is Thomson Reuters, Web of Knowledge?
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