Mapistry

“Fast forwarding again to twenty-twenty, we had our first round of cab calls in Q-two. We ended up with two subcommittees, which I'll dive into how we were structuring that, with 27 members total, about half each of executive and practitioners, and a mix of ind…”

“The first was members value knowledge from diverse industries. So, I did mention before that we had two subcommittees. Originally, we structured them, ah, by industry type, but after the first round of calls, there are customers vocalize, like, yeah, I really …”

“At the end of the conference, we realized that the level of feedback was invaluable, because yes, of course, we were doing discussions one-on-one with our key customers, but those were really just puzzle pieces of the puzzle. This group dynamic allowed us to s…”

“There is seriously some value by adding new customers to your cabs, too, because their experiences with your sales cycle, with your onboarding processes are fresh on their mind, and they'll be able to put that perspective into the mix. And one great, ah, value…”

“In Mapistry, we wanted to do an in-person com, or in-person cab calls, but with COVID, obviously that didn't happen. We did have the discussion of, we weren't at a place where we can financially compensate folks for joining the cab. But we wanted to reimburse …”

“Three ways that we've done that in our own practice is one, create retrospectives with your leadership team after every meeting. So after a cab call, bring together your internal, ah, stakeholders. Ask them questions like, what went well? What did you love? Wh…”

“So what you want to do is narrow it down to one, maybe two themes for each quarter, but make sure you're rotating these themes, so again, you can follow through with your objectives. I highly don't suggest going over two, just because you're diluting the infor…”

“Lastly, ah, turnover, acquisitions, and churn affect attendance. So I'm sure you all understand what all those three terms mean, but what this alludes to is that when, if you've drafted out your key players once throughout the year, continue to build that list…”

“When we hire a new AE, they have access to our recorded cab calls, and that allows them to learn very quickly how our customers are talking about us, how, ah, they make decision making, or how they make decisions to buy the software, and how they want to see u…”

“On the right hand side is a screenshot of an RFP from a recent Fortune 500, ah, deal, and in section 6.8, they asked how, how they can actively voice, participate, and influence the products that they were, ah, that they might buy. In our response, of course w…”