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First Call Custom Brief

Here are some prompts to help you better understand your customer before jumping on that first call.

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Pain Points & Priorities

Based on your inputs, these are pain points your customer may be experiencing:

  1. Marketing ROI Measurement: The C-Level Marketing executive is likely concerned about accurately measuring the return on investment (ROI) of their various marketing campaigns and initiatives. They may want to ensure that their marketing efforts are generating a positive impact on the company's bottom line.
  2. Omnichannel Customer Experience: Given the nature of the Retail industry, the customer experience across multiple channels (brick-and-mortar stores, online platforms, social media, etc.) is crucial. The Marketing executive may be looking for ways to enhance the omnichannel experience and increase customer engagement.
  3. Data Analysis and Insights: Understanding customer behavior, preferences, and trends through data analysis is vital for making informed marketing decisions. The Marketing executive may require tools and strategies to effectively analyze data and derive actionable insights from it.
  4. Competition and Market Trends: Keeping up with the competitive landscape and industry trends is essential for staying ahead in the Retail sector. The Marketing executive may be seeking ways to monitor competitors, identify market opportunities, and adapt their marketing strategies accordingly.
  5. Personalization and Targeting: In an industry that serves a wide range of customers, personalization and targeted marketing are key to driving customer acquisition and retention. The Marketing executive may be interested in leveraging technology to deliver personalized messages and offers to different customer segments.
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Objectives & Key Results

Use these OKRs (objectives and key results) to help your customer find success:

  1. Understand the current pain points and challenges faced by the customer in their marketing efforts.
  2. Identify specific areas where the customer is looking to increase productivity, collaboration, and visibility within their marketing team.
  3. Discuss the customer's current tools and processes to assess where improvements can be made to streamline workflows and enhance efficiency.
  4. Gather insights on the customer's goals and objectives for the upcoming year to align on how the SaaS platform can support their initiatives.
  5. Establish an open line of communication and build rapport with the customer to foster a strong partnership and ensure their success with the platform.
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Tactical Considerations

Consider these tactics and strategic initiatives your customer may be planning:

  1. They may struggle with coordinating marketing efforts across multiple departments and locations within their organization.
  2. They could face challenges in aligning their brand messaging and promotions consistently across various channels.
  3. Keeping track of the performance of marketing campaigns and analyzing the ROI effectively may be a constant concern for them.
  4. They might encounter difficulties in managing internal communication and collaboration between their marketing team members and other departments.
  5. Adapting to changing consumer trends and preferences in the retail industry and implementing new strategies to stay competitive could be a daily strategic consideration for them.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Understand the goals and priorities of the customer's marketing department, including any challenges they are currently facing in terms of productivity, collaboration, and visibility.
  2. Research the specific pain points that the Retail industry faces in terms of customer engagement, brand visibility, and technology adoption.
  3. Prepare specific examples of how your B2B SaaS solution has helped similar companies in the past to increase productivity, collaboration, and visibility within their organization.

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