How TIS’S Sales Team Used Content To Their Advantage With Paperflite While Dealing With Complex Buying Cycles.

The sales cycles at TIS are quite long and include a lot of people. And during the sales cycle, it’s always tough to make sure that everyone involved has all the material at hand and has access to the latest version.  The Sales team wanted to ensure that their prospects don’t go hunting for a specific white paper or a video.

The Obstacle

“My goal was to have everything in one place and make it as easy as possible to do business with us,”

So what were the solutions considered??

In complex sales cycle, its critical to ensure that everyone involved in buying the center has access to the latest material all the time. 

Organize and manage all Sales content according to different stakeholders

Ensure everybody involved in the complex buying center had access to the latest information at all times

 
Make a good first

impression on prospects
Personalize the

content for each

prospect

Markus Holzmüller, VP of Sales at TIS,  joined us to reveal how Paperflite and Cleverstory helped their Sales team                                                                       

‘We can't afford to let you down. And we can't afford to offer bad service’

Apparently this sentence in combination with the flexible contractual conditions which paperflite offer was great and made them go for it.

Despite looking into two American and Canadian companies, they chose Paperflite because of the sales person's convincing words

The Savior

‘We can't afford to let you down.

And we can't afford to offer bad service’

Internal buy-in for Paperflite

Once Markus and his team decided to go with Paperflite, they had to get the internal buy-in at TIS.  

“The fact that you had this short commitment period made it quite easy to get the internal buy-in. It took me one phone call to our CEO to explain what you were offering, how that’ll hopefully help us to win some more deals and cut the sales cycles a bit. He was immediately convinced and that’s when we decided to go ahead with Paperflite”.  

Implementation of Paperflite

Cleverstory to structure our Sales landing page 

Structured the page based on the different stakeholders we’d interact with. 

We  wanted to easily make information available for the different people in the buying cycle and we've gotten great feedback from the customers

“It was a good exercise for us to organize all the marketing content we had and sort out the ones that weren’t relevant anymore. But as the VP of Sales, I was even more interested in the Sales pieces. We have around 20-30 main content pieces for our sales process. 

So if you are a legal person involved in one of our deals, you just go to Cleverstory and hit the legal button. You’ll then see your NDA, a statement of work, and the general terms and conditions service level agreements, that kind of stuff. Whereas if you are in IT security, you’ll be able to see all the certificates and the integration information”. 

"My team  likes how easy is to create a personalized micro page for each prospect, password protect it, and share different information  with the prospect as they move forward in the buying cycle "

“We also like that we can make the contact details always available in one corner. So even if someone was never involved in the project and just got this link forwarded from someone, they could easily hit the chat directly button or the email button or just give the salesperson a call”.

What's In The Box??

Results seen with Paperflite

“I guess we would have closed the deals we wanted as well without Paperflite. But I think the whole conversation was smoother because whenever we wanted to know if we shared a specific piece of content with a customer or not, we could always log into Cleverstory and check it. 

And when there was a new version of a content document, it was as simple as updating this version, publishing it, and sending the customer champion an update about it".

For smaller deals, we had buying centres of five people. But in bigger accounts, we have up to 30 people in the buying centre. Making sure that all 30 of them had the right information available always can get tough and that's where Cleverstory helps us a lot” 

What do you like about Paperflite?

• Clone functionality, ease at which sales people can create micro pages without the help of marketing or IT

• Video embed functionality and flawless performance 

• Easy to do business, because you find all information that is necessary. 

• Looks nice, it's well organized, you can download and easily share

• The performance is flawless and we’ve never had any issue where stuff wasn't fast

• I also like this video embedding functionality because it allows us to share confidential videos in a secure way

I’d recommend Paperflite especially to those companies who deal with complex buying centres. If it's only one or two contact persons I would say, you can simply have a OneDrive or whatever. But the more complex the buying centre, the better you must be able to share information easily. 

Also, if you have similar information you're sharing all the time. In our case, it's certificates, contract templates, and videos about the platform. The more repetitive the stuff you're sharing, the better it is. 

And in general, I think, for everyone who wants to make a good first impression because it's really nice to have a customized link that’s also password-protected so you can share confidential information securely. So I would say this first impression, if this is important for your business, then Paperflite is really a good solution!"