Tyler 

  • Tyler is a Sales Executive at a major SaaS firm.

    Tyler has been working on months of discovery, demos, and deal-scoping for an Enterprise License deal with a Fortune 10.  Tyler finally gets the opportunity to pitch their proposal to the client C-Suite.  

  • Tyler is presenting to ten people from the Client Team:  two of whom hold the budget and decision-making power:  the CFO and the Head of Procurement. 

    The remaining people are administration and project managers, and they are leading the cadence of the meeting and doing most of the talking, despite not having any decision-making authority.

  • Limited Engagement: Key decision-makers may become disengaged if the presentation is not directly tailored to their concerns, while others without decision-making power might not feel incentivized to participate actively.

    Inefficient Use of Time: Time is spent presenting to individuals who do not have a direct impact on the decision-making process, potentially extending the duration of the presentation unnecessarily

    Feedback Complexity: Receiving feedback from a larger group can complicate understanding the priorities and concerns of the actual decision-makers

    Increased Preparation Time: Tailoring a presentation to a diverse group requires more preparation time to ensure it is accessible and engaging for everyone, even those not involved in decision-making.

  • SocialQ tackles Group dynamics by examining a novel metric for “Collective Affect” of groups, focuses on decision-makers and helps recommend paths toward engagement and progress.

SocialQ tackles Group dynamics by examining a novel metric for “Collective Affect” of groups, focuses on decision-makers and helps recommend paths toward engagement and progress.

How does SocialQ help Tyler?

  • Tyler loads his profile and preferences into a SocialQ extension in his CRM client.  The SocialQ platform & CRM finds the details about the participants of Tyler’s upcoming pitch – including headshot photos of the leadership team at Big Company.  The SocialQ platform automatically uses these photos to perform hyperpersonalized face-training of the Leaders’ headshots to fine-tune SocialQ’s facial-emotional recognition on the big day. Now Nico has a heightened confidence that the insights provided are the most accurate for each individual participant.  

  • After hyperpersonalizing the face-training during the insight discovery process, Tyler opens his SocialQ app on his phone and is presented with GUI options for specifying preferences for when and how to receive insights. Tyler specifies the modality of insights (audio, text on her screen, text in her smart glasses, emojis, actionable recommendations, etc.) The extension into Tyler’s CRM allows these preference to apply to different organizational levels of Big Company. 

  • Tyler uses a slider on the GUI to specify a threshold level of “discovered disengagement” required before receiving an alert related to insights discovered by SocialQ.  Tyler specifies a relatively high level of disengagement required from lower level employees of Big Company, but specifies a low threshold Disengagement mectric for Executives, thereby choosing to receive alerts about Executives at any slight level of discovered disengagement. 

  • Tyler also tags certain slides in his presentation as being particularly interesting for insight discover.  Through a plugin in Tyler’s Presentation software, Tyler checks a dialog box on his “ROI” slide for contextual hyperpersonalization. 

    When Tyler presents this slide in his pitch, SocialQ kicks into overdrive and engages in contextual hyperpersonalization – dedicating GPU resources for performing insight discovery. 

Tyler’s Pitch

  • Socially-unassisted, Tyler is forced to prepare by tailoring the presentation to the diverse group in order to achieve engagement for everyone.  During the presentation, time is spent addressing a wide array of administrative and bureaucratic details.  Tyler cannot possibly manage to pick up on non-verbal cues, indications that the decision-makers are distracted or disengaged, or monitor when participants are confused, excited, etc. 

  • Tyler tags on his pricing slide with SocialQ for contextual hyperpersonalization. While pitching the pricing slide, Tyler gets an alert that the CFO and Head of Procurement are disengaged to a threshold degree.

  • Socially-unassisted, even the best salesperson would not pick up on these non-verbal cues by the two decision-makers since there are so many people in the virtual meeting and the Salesperson is focused on presenting.  However, Tyler is prompted by SocialQ that his two key stakeholders are not positively responding to his Pricing slide.  In response to the cue from SocialQ, Tyler knows to quickly pivot to the ROI & business case slides to shift focus back to the increased revenue that Big Company will capture in the next six (6) months should they invest in and roll out Tyler’s solution as soon as possible.

  • This quick pivot draws the simultaneous attention of the CFO and head of Procurement, and Tyler is cued that their non-verbal communication cues indicate engagement and an intrigued demeanor.