CASE STUDY
Elevating the Customer Experiences:
Enhanced Visual Assets & Curated Content
In the dynamic landscape of business-to-business (B2B) sales, the traditional methods of pitching products and services have undergone a remarkable transformation. The shift towards enabled B2B selling has revolutionized the customer experience, placing enhanced visual assets and curated content at the forefront.
Businesses that focus more on personalization can have up to 25% higher conversion rates and a 15% increase in revenue.
This evolution not only benefits the brand seller but also provides substantial value to the buyer, creating a win-win scenario for all stakeholders involved. Elastic Suite provides a platform to support digital transformation for brands and their customers, enabling product curation, collaboration and organization to deliver personalized digital customer experiences.
Creating a New Customer Experience:
Incorporating Enhanced Visual Assets
Gone are the days when B2B sales pitches were limited to text-heavy documents and dull presentations. Elastic Suite brings together the power of enhanced visual assets, utilizing engaging imagery, videos, infographics, and interactive content, in addition to product details and specs in one place. A buyer’s innate preference is to consume visual content first and, secondly, product information and specs. Such visual assets transcend language barriers, enabling buyers and sellers to communicate effectively to a global audience.
Curating Content for Customize Selling
An effective B2B sales enablement solution is not a one-size-fits-all approach. Elastic Suite recognizes the diversity of buyers’ needs and preferences and enables the seller to create tailored customer content accordingly. Customized selling involves curating content that addresses specific pain points, industry challenges, and desired outcomes for each potential customer. This approach builds a stronger connection between the brand and the buyer, showcasing a deep understanding of their unique requirements and personalizing the offering to their needs specifically.
PART TWO
Building Value for Brands & Manufacturers:
Sales & Marketing Collaboration
The Elastic Suite platform bridges the gap between sales and marketing teams. Collaborative efforts between these two crucial teams ensure that the content created is not only on-brand and visually appealing but to ultimately prepare and support sales reps to have high-value conversations with prospects.
“Organizations need to invest in technologies that provide real-time access to specific data, so reps can align themselves with what their prospects want and need – not what they already know.”
– Kurt Andersen, for Adobe
Accelerating the Sales Pipeline
The synergy between enhanced visual assets and curated content significantly accelerates the sales process. Buyers are more likely to move through the sales funnel quickly when presented with compelling visuals and personalized content that directly addresses their pain points.
Most buyers are unhappy with the information that sales rep provide and 75% of decision makers believe sales reps are underprepared for meetings.
Brands that invest in enabling their sellers with Elastic Suite to create curated content can not only improve time-to-close but also increase the value of each individual sale.
Competitive Market Position
In a competitive B2B landscape, differentiation is key. Elastic Suite’s sales enablement features provide a unique opportunity for brands and manufacturers to stand out by offering a visually immersive and tailored experience for their prospective customers. This approach not only attracts potential buyers but also positions the brand as innovative and customer-centric, setting it apart from competitors relying on outdated sales methods.
Assets for Marketers
From the marketing perspective, Elastic Suite streamlines the content creation process. With a focus on building high-quality visual assets and curated content, marketers can invest their efforts upfront to develop assets that have a longer shelf life. This reduces the need for constant content generation and empowers marketers to allocate their time to other strategic initiatives.
Brands that don’t lead the way in customer experience will be left behind and will undoubtedly lose out on revenue opportunities.
56% of Enterprise CMOs are dedicating budgets in 2024 to enhanced customer experience.
Time & Efficiency Gains
One of the standout benefits for sellers is the time-saving aspect of enabled B2B selling with Elastic Suite. The availability of expertly curated materials means that sellers don’t have to start from scratch for every pitch, or default to sending the same standard one-pagers or catalogs.
Instead, they can utilize a library of engaging content and prepared specs sheets, allowing them to focus on personalizing the packages rather than reinventing the wheel for every interaction. This efficiency not only improves the sales close rate, but also enhances the overall buying experience for customers.
Competitive Market Position
In a competitive B2B landscape, differentiation is key. Elastic Suite’s sales enablement features provide a unique opportunity for brands and manufacturers to stand out by offering a visually immersive and tailored experience for their prospective customers. This approach not only attracts potential buyers but also positions the brand as innovative and customer-centric, setting it apart from competitors relying on outdated sales methods.
Brands that don’t lead the way in customer experience will be left behind and will undoubtedly lose out on revenue opportunities.
56% of Enterprise CMOs are dedicating budgets in 2024 to enhanced customer experience.
Time & Efficiency Gains
One of the standout benefits for sellers is the time-saving aspect of enabled B2B selling with Elastic Suite. The availability of expertly curated materials means that sellers don’t have to start from scratch for every pitch, or default to sending the same standard one-pagers or catalogs.
Instead, they can utilize a library of engaging content and prepared specs sheets, allowing them to focus on personalizing the packages rather than reinventing the wheel for every interaction. This efficiency not only improves the sales close rate, but also enhances the overall buying experience for customers.
Assets for Marketers
From the marketing perspective, Elastic Suite streamlines the content creation process. With a focus on building high-quality visual assets and curated content, marketers can invest their efforts upfront to develop assets that have a longer shelf life. This reduces the need for constant content generation and empowers marketers to allocate their time to other strategic initiatives.
Value for the Buyer & Customer:
Informed Decision Making
For buyers, Elastic Suite’s enabled B2B selling platform is a game-changer in terms of making informed decisions. Visual assets and curated content empower buyers with comprehensive information about products, packages, and solutions. Instead of sifting through lengthy workbooks or deciphering complex spec sheets, buyers can engage with content that presents information in a clear, concise, and visually appealing manner. This transparency fosters trust and confidence in the brand.
Visual Process Driven by Asset-Rich Marketing Materials
The adage “a picture is worth a thousand words” holds true in B2B selling as well. Asset-rich marketing materials provide buyers with a visual roadmap of what the brand offers. Whether it’s a demonstration of a product’s functionality, a video showcasing the benefits of a cornerstone style or an infographic highlighting compatibility between products, these visuals simplify the decision-making process. Buyers can grasp the essence of offerings quickly, aiding them in evaluating how well the product aligns with their needs.
PART FOUR
Client Case Study:
Asset-Rich Marketing in Action
“The ease of ordering has led to tremendous growth for Stanley PMI… on top of that, Elastic has helped standardize the way Stanley PMI’s products are merchandised. Now retailers are all in lockstep with Stanley’s branding, vision, and most up-to-date technical product knowledge.”
Ray Brown
Director of Program Management
CHALLENGE:
- Brand and marketing teams needed a way to communicate and standardized consistency with in-store merchandising, especially across channels
- Marketing and wholesale sales needed a collaborative tool to drive buzz around new product launches
- Retailers needed the ability for self-service for quick orders & reorders
SOLUTION:
- 87% increased dealer engagement
- Streamlined in-store merchandising leading to massive shift in marketplace demand
- Marketing & wholesale sales collaboration led to strategic in-store placement and viral product launches
- Saved up to $100,000 per season on printed materials
PART FIVE
Conclusion:
Empowered & accelerated B2B sales
Sources:
- Zippia B2B Statistics
- Adobe Sales & Marketing Alignment
Elastic Suite introduces a revolutionary digital solution that places enhanced visual assets and curated content at the heart of the buyer’s CX journey. This approach redefines traditional B2B sales methods, benefiting brands, manufacturers, and customers alike. Through cross-team collaboration, acceleration of sales, competitive positioning, and time-saving efficiency gains, manufacturers can leverage this approach to create a lasting impact.
For buyers, the value lies in well-informed decision-making processes and a visual journey that simplifies complex choices.
As the B2B landscape continues to evolve, Elastic Suite’s sales enablement solutions stands as a beacon of innovation and customer-centricity.
If you want to experience how you can boost your revenue with empowered sales:
If you want to incorporate elevated selling strategies into your current Elastic site: