Matrix360 is HumGu's own AI-supported analytical and advisory methodology for discovering and developing sales opportunities.
- What situation is it for?
- You have information about customers and need justified directions for developing collaboration.
- What do you get?
- A business profile and an analysis of directions of collaboration: evidence, unknowns, questions and next steps.
- How will you use it?
- The organisation gets a basis for choosing where to engage sales and experts; the account manager gets material for the conversation and for updating the assessment after the customer's reply.
- What does the result depend on?
- On an up-to-date profile of the offer, the sources, verification with the customer and the resources for further action.
Profiling for your business
Matrix360 is fully profiled to the type and characteristics of your business: offer, competences, experience, customers, markets and the way sales work is done. These elements influence the choice of sources, the interpretation of signals and the recommended questions and actions.
Information about a customer's investment means something different for a service company than for a systems integrator. The analysis checks the possible contribution of your organisation, how far the need is already covered and what still has to be found out.
How does the result support sales work?
At an opportunity review you can assess the evidence and the reason for further engagement. The account manager uses the questions in the conversation and the answers to update the direction. A justified decision to shelve a topic also helps to order priorities. A signal on its own does not confirm demand, budget or a purchase; the effect on sales and margin requires separate measurement.
Sample result: direction of collaboration card
- Starting point
- the supplier's offer and competences and the information about the customer.
- Result
- a direction to check, sources and justification, unknowns, questions that could change the assessment, the roles of the people to talk to and the next step.
- Use
- choosing the topic of the conversation and deciding whether to engage an expert or develop the analysis further.
See an example of how a direction of collaboration is discovered: from a few pieces of information, an uncovered task related to e-mail orders emerges. The customer's reply justifies a conversation about a limited analysis, with no confirmation of budget or purchase.
When to shelve A direction?
When the need is already covered, the supplier's offer does not fit or there are no grounds for further analysis. Lack of access to the necessary data can stop the proposed form of trial. Profiling also helps to identify these limits.
How do we assess usefulness?
Acceptance of the analysis covers the agreed conditions: consistency of the direction with the company profile, a basis in the sources, explicit unknowns and a next step. Improvement measures are chosen separately: for example, working time spent on the analysis or the progress of directions after verification. We distinguish between confirmation of a problem, interest in a conversation and a purchasing decision. Definitions, the period and the reference point are set before measurement.
The scope of the analysis, the sources and the way of working are agreed for your business. Before we start, we define the result, the form in which it is delivered and the assessment criteria. Access to internal systems and integrations are defined separately. In parallel we are developing the Matrix360 solution; commercial decisions are made by your team.