C: SecurFinacial One
The Goal
Learn and practice how to deliver a customer pitch (including a live demo) that shows how Adobe Real-Time Customer Data Platform solves business challenges in various industries.
Read before you start the lab
Here are some practice tips for preparing your use case before you start this exercise. Firstly you have limited time and it will flow very quickly, so our advice is to use your time wisely. We recommend you to not devote too much time to discussions. Instead spend enough time to decide on one to three scenarios that you can use for a Point of View (POV) document that are feasible to develop. Our mentors will help and guide you to build your demo. We would recommend you introduce your team first and learn about their strengths. Break your team into business and technical teams, with the business team working on the presentation while the tech team works on building the demo.
Workshop Context
To make a discovery with the client, you will meet with the client representatives (incl. CMO, Audience Programme Manager, Director of Privacy, Director of Operations).
Based on the given scenario, you will need to do the following:
Write discovery questions given the customer's current challenges.
Create/update the Point-of-View deck (information provided below) to create a presentation and pitch it to the customer representatives.
Use the Adobe demo assets provided, customise them and show the solution in action to the customer. (Demo details provided below)
The whole presentation shouldn't take longer than 15 minutes and will be followed by a short 5 mins Q&A.
Presentation Criteria
When building your presentation try to consider these aspects of a great customer pitch:
Solution Design
Demo
Applicability (Fly towards Amplify https://adobeamplify.com/)
Innovation/Creativity
Collaboration and Completeness
SecurFinancial One(FSI)
Scenario
Secure Finance One is a financial services institution (FSI) that offers a wide range of products and services such as banking, investments, insurance, and loans. To stay competitive in the rapidly evolving digital landscape, Secure Finance One aims to provide seamless and personalised customer experiences across multiple touch points. Their main objective is to create personalised and contextualised customer journeys that can be delivered through mobile (push and in-app) and email.
Their main Business goal is to grow revenue for engaged Customers through upsell/cross-sell.
Problem Statement
Inefficient Customer Data Integration and Real-time Knowledge: Secure Finance One faces challenges with siloed technology systems that hinder the real-time knowledge of their customers. The lack of integrated customer data prevents them from gaining a comprehensive understanding of their customers' preferences, behaviour, and needs. This limitation inhibits the ability to deliver personalised and contextualised customer experiences across multiple touch points effectively.
🤔 Tip: How can SecurFinancal One overcome the problem of inefficient customer data integration and real-time knowledge to provide seamless and personalised customer journeys?
Limited Intelligent Personalisation Capabilities: SecurFinancal One lacks intelligent personalisation capabilities, which hampers their ability to deliver highly targeted and relevant content to customers. Without the means to dynamically tailor customer experiences based on individual preferences and behaviours, SecurFinancal One struggles to engage customers effectively and drive revenue growth through upselling and cross-selling.
🤔 Tip: How can SecurFinancal One enhance their intelligent personalisation capabilities to deliver unique and tailored experiences that resonate with customers, ultimately leading to increased revenue?
Inconsistent Channel Coordination and Engagement: SecurFinancal One needs to improve the coordination and engagement across various customer communication channels, including mobile (push and in-app) and email. Currently, there is a lack of seamless integration and synchronisation between these channels, resulting in an inconsistent customer experience and missed opportunities to engage customers effectively.
🤔 Tip: How can SecurFinancal One optimise channel coordination and engagement to ensure consistent and personalised customer journeys, regardless of the chosen communication channel?
💡Some of the ideas that you may be interested to follow:
A potential Customer is looking for opening an account with a bank and is browsing saving banking solutions to take advantage of the current higher interest rates.
An article about SecurFinancal One gives great references about the financial products offered. Customer decides to go to their website and starts looking for saving accounts and other saving options.
Meanwhile decides to create an account with the Bank registering on the website. A personalised email confirmation is sent to the Customer containing some savings offers/content with a link to the respective savings form.
Customer fills the form (or is pre-filled) and submits the request receiving a mobile push confirmation or email depending on the channel preference.
Supported environment information
1. Customer Pitch Deck
For your final presentation, please use the following pitch deck which you can download it here.
2. Prepare your Customer Pitch using the POV template
Sales Play
We have crafted a repeatable approach to address our customers’ most pressing business issues. Through our Sales Play series, we anchor each conversation to the customers’ objective and offer a solution to facilitate purchase. All Sales Plays are grounded in proven sales motions and are foundational to progressing pipeline.
Click on the link to see all Sales Play
Below you will find set of collaterals for your customer pitch using the existing POV and additional valuable content that you may opt to use it for your presentation.
If you are not sure which template to use please connect with Adobe mentors and we will be happy to help you!
Retail Personalization Value Proposition
Sales Play (Recommended): Personalized Insights & Engagement
This play represents a platform approach to solving the all-too-common challenge of fragmented customer data leading to fragmented customer journeys. It highlights several key use cases that the potent combination of Real-time CDP, Journey Optimizer, and Customer Journey Analytics unlock for our customers.
🥧🥧🥧 We love PIE! ❤️ Who doesn't? It is highly recommended that you use template as your starting point.
You may also like to view the some of the specific application sales plays and use it's content to build your overall final pitch.
Digital Experience blueprints
Digital experience blueprints are repeatable implementations that let you address strategy and quickly solve established business problems. Each Blueprint provides a series of artefacts that explain the high-value business problem, architectures, implementation steps, technical considerations, and links to the relevant documentation.
Do not forget to check out the blueprint links which you may add to your presentation and get additional brownie points. Best of luck!
3. Build your demo using Demo Systems Next
SecurFinancial One Workspace
Demo Systems Next offers all configurations through the DSN Workspace. With the DSN Workspace you will be able to:
See your project settings
Your demo website that is already linked to the Sandbox provided
Your demo mobile and its configuration
Your Customer Experience App that you can simulate call centre activities
See environment settings
Click here to go to your the DNS Workspace.
| Demo Supporting Content | Links & Images |
|---|---|
Mobile App Open QR Code for your project: To run this project, simply:
Visit the Mobile instructional page to review instructions on how to connect mobile app | |
Additional comprehensive set up details can be found here. |
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