Engagement plan and Proposal

Product Deployment and Configurations

As discussed in the meeting today we will be deploying the view of whitespaces, signals as well as the opportunity details within Capillary’s Salesforce instance. This will include the following views:

Whitespaces for each account, which includes the overall universe of whitespace size (in dollars) as well as which whitespaces are showing signals today

Account planning - view of all opportunities currently showing signals along with the signal strength that can be used to prioritise the ones that have the highest propensity to convert and are the biggest ones in terms of dollar value.

Each whitespace will have its explanation of signals that list all the insights that contribute to the signal. These will also include the key stakeholders who would be involved in the decision-making.

The implementation scope includes the following (there’s no cost counted for this in the proposal):

Setting up the whitespaces for each account, broken down by geography, business unit, brand and the product lines and services of Capillary.

Configuring all keywords, personas, roles and tools relevant for each product line and service line.

Integration with your Salesforce instance (sandbox for testing and then rolling out to the team) and configuring workflows to create and track opportunities, as well as the signal insights in all custom and standard objects.

The insights that we track are at a whitespace level that is the number of different geo-locations and business units at which opportunities can be detected for every product and service line.

For 25 customers we conservatively assume that there will be 250-300 (geo-locations x business units) tracked continuously. Considering only the 4 product lines (while we will also track the different service lines as well), the proposal is $2 per product line per whitespace.

No. of Whitespaces

Product/Service lines

Rate per month

Annual ammount

250

$2.00

$24,000.00

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Customised Services and Consultancy

We understand that for each company there are specialised use cases and to have the tool adopted and used to discover and pursue opportunities the insights will have to be tuned to match the use cases and the unique structure of each account.

To consult and fine-tune the insights to each account and whitespace the following is the estimation of professional services.

4 hours every week with the team and leadership to understand the customisation needs for different use cases and accounts

Hours per week

Rate per hour

Annual ammount

$80.00

$16,640.00

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Success Metrics

Sales Pipeline Growth: We project increase in the total value of potential deals in your pipeline after deployment. This demonstrates our platform’s ability to identify valuable whitespace opportunities.

Conversion Rate Improvement: We expect to see improvement in the conversion rate of opportunities flagged by our platform compared to the overall rate.

Expansion revenue predictability: With insights over whitespace in every account, we expect better forecasting of revenue every year.

Actionable Insights Generated: Measure the number of actionable insights generated that inform Capillary's sales team on specific decision-makers and relevant product lines for each whitespace opportunity.

Number of Opportunities Created and Tracked with Signal Insights: Measure the number of sales opportunities created and tracked within Salesforce that leverage insights on whitespaces and signals.

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