USE CASE

Accelerating Sales Cycles

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Accelerating the sales cycle is a critical focus for every successful business and has been a long-standing challenge for data businesses. The inherent complexities of data products make it difficult for the consumer to discover and adequately trial. A lack of collaboration between the supplier and consumer increases friction and reduces the chance of success. This can result in slow and ineffective sales cycles with limited feedback loop mechanisms. With data consumers demanding fast results, accelerating sales cycles can provide a significant competitive advantage.

Harbr customers are accelerating their sales cycles with self-service discovery, instant trials and
granular reporting on sales activity.

Challenges

A broad set of challenges lead to most data businesses experiencing slow and ineffective sales cycles:

1.

It is often extremely difficult for consumers to discover the products that are available and support their use case. Inadequate product descriptions, multiple product inventories, and siloed sales teams create complexity and friction.

2.

Trials often require the creation of customized samples, the physical transfer of data to an external environment and significant investment in development and test cycles by the data consumer with little or no support from the supplier.

3.

Discovery and trials involve multiple systems, processes and departments leading to inefficient hand-offs, poor visibility of progress and a lack of actionable data to drive outcomes and optimize the journey.

4.

The conversion from a data product trial to a commercial transaction is frequently disjointed, creating friction and delay across the sales process.

Accelerating the Sales Cycle with Harbr

Discovery

Make it easy with a unique, curated storefront for each customer, rich data product pages giving them all the information they need and intuitive search and browsing features.

Discovery

Discovery

BYO Data

Customers can bring their own data and match it with yours to create high-value, ‘ready-touse’ data products. APIs support unique IDs and matching,

BYO Data

BYO Data

Instant Trials

Trials happen on-platform in secure collaboration environments that are built on-demand and contain everything the customer needs to prove value. A powerful subscription engine dynamically manages access so you can offer trials of full-volume, updating data products with no risk.

Instant Trials

Instant Trials

Reporting and Subscription

Understand how data consumers discover and trial data products, directly link this to a customizable subscription engine and continually optimize during the sales lifecycle.

Reporting and Subscription

Reporting and Subscription

Direct Collaboration

Provide support to data consumers as they trial products into their environments. Expanding the scope of their products to include data, models and services.

Direct Collaboration

Direct Collaboration

If you’d like to learn more about the Harbr data commerce platform: 

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Quick Guide to Accelerating Sales

From our work with next-generation data businesses across multiple industries, the following guide helps reduce the time and effort of closing data product sales.

  1. Baseline the Customer Journey – Explore the jobs to be done by you and your customers – how they’re performed, the critical path and time taken – to establish a baseline of the current state.

  2. Measure What Matters – Establish methods for measuring whether changes to the customer journey are positively impacting the baseline and identifying any new issues.

  3. Optimize for Speed – Identify the best opportunities to accelerate the sales cycle by optimizing for speed as a core principle and avoiding adjacent opportunities for improvement.

  4. Self-Service – Identify self-service opportunities, especially for processes where sales adds little value or slows down the process such as product discovery and trials.