Delight Users By Solving Their Problems with CentreStack
In a recent conversation, a valued channel partner wanted to talk about generating more interest in CentreStack. They sent thousands of pieces of collateral, had hundreds of meetings but were a little disappointed with the 5% conversion rate. After reviewing the collateral together, we quickly identified the problem. Turns out they were focused on promoting CentreStack features instead of identifying customer problems.
This approach worked fine when a customer was already in an advanced stage of their "buyer's journey" and had already done the pain translation work; but, more often than not, the customer was still in the earlier stages of their journey and didn't even realize they had a problem that CentreStack could solve.
This approach is based on the notion that most restaurant patrons would be more likely to salivate over a beautiful picture of their meal than a list of its ingredients. Furthermore, how often do we see patrons asking their waiter about dishes that were delivered to neighboring tables after being inspired by the sights, sounds, and smells of the fully prepared meal?
We're therefore determined to make it easier to serve up a complete solution instead of presenting features as ingredients that must be turned into problem-solving meals. As an example, let's explore the difference between CentreStack's secure folder sharing features presented on their own vs in the context of a significant pain point.
Pitching "Secure Folder Sharing" Features
- CentreStack provides secure file sharing
- Shared folders can be configured to send change notifications to the sharer and recipient
- Shared folders can be protected with encryption and multi-factor authentication
- Data in the shared folder can stay on-premises and never has to go through third-party servers(eg. Exchange)
- Instead of emailing invoices, you'll use a shared folder with several security features like encryption and multi-factor authentication to guarantee the integrity of the data and the identity of the user.
- You'll maintain control of the location of the invoices so there's only one copy of the data and we can always see exactly what the bank details are.
- You can even go so far as to prevent downloads of the invoice so it can only be viewed from its original location and cannot be copied.
- Once you've invited the payor to the shared folder, they will be notified when a new invoice has been added to the folder.
In the meantime, you can learn more about secure file sharing here:
Looking forward to hearing from you!