Generate growth in a connected world
Actions are less frequently the result of one individual's decision, but are more often driven by networks of influential stakeholders. To engage effectively with influence networks in an increasingly socially networked world requires a new perspective, and new tools.
Ni3 promotes more innovative commercial approaches by providing sales and marketing professionals a platform to assimilate and comprehend complex account dynamics and stakeholder relationships, to discover new growth opportunities, and to prepare themselves to engage more effectively within an increasingly complex environment of collaborators and competitors.
Understand key stakeholder affiliations
Gain better insight into the dynamics of complex accounts, with their internal proponents and opponents and external alliances, in order to develop more sophisticated tactics for introducing new products, acquiring new business, and even re-aligning sales territories.
Standard "Boston Matrix" segmentation (market share and potential) has run its course! With Ni3 you can laser target by combining sophisticated profiling methods, incorporating relationship connectivity scores, with Social Network Analysis (SNA) metrics to better allocate your resources to target the most important stakeholders and opinion leaders, and achieve an impact across a wider network of prospects.
Manage Key Accounts more effectively
Success with complex accounts often means finding the key decision makers and gaining access to them via others who are connected to them. Understanding the stakeholder influence networks within an account, along with the advocacy for your brands, is crucial for penetrating and growing within the account. Ni3 enables you to develop a holistic view of all relevant stakeholders both inside and around your key accounts.
Benefit from more effective team selling
Combining and sharing intelligence on the dynamics of stakeholder ecosystems benefits every member of the sales team and motivates each member to contribute to improving the overall accuracy of the information. Raising awareness by sharing the bigger picture across teams improves commercial effectiveness by aligning on approach, frequency, tactics, marketing messages, and fosters collaboration as a regional team engaging customer networks which reach beyond local sales areas.
Enhance your engagement with communities
Communities are becoming Key Accounts. People connect and form communities because they share similar interests. Ni3 helps you to discover both the common needs of communities and the relevant attitudes and preferences of the individual members. Knowing who to access, and how, is critical to successfully engaging the wider community.
"Salespeople must be taught how to evaluate their own networks. They should get used to asking questions such as "Should I jettison a redundant contact so I'll have more time to build a new relationship?"" (Better Sales Networks, Harvard Business Review)
Ni3 empowers businesses to: