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Phase 2 Sales Materials - COMPLETE ✅ ​

Completion Date: November 2025 Status: Ready for Sales Team Use

What's Included in Phase 2 ​

Phase 2 delivers industry-specific materials and competitive intelligence to enable vertical selling and win competitive deals.

1. Industry One-Pagers (5 Industries) ​

Location: industry-one-pagers/

Available Industries: ​

  1. Organizational Change Management (OCM) - OCM_ONE_PAGER.md
  2. Enterprise Recruiting - RECRUITING_ONE_PAGER.md
  3. IT Service Desk - IT_SERVICE_DESK_ONE_PAGER.md
  4. Agile Development Teams - AGILE_DEVELOPMENT_ONE_PAGER.md
  5. Sales Organizations - SALES_ONE_PAGER.md

Each includes:

  • Industry-specific pain points
  • PulsePlus solution overview
  • Key features for that industry
  • Proven results & statistics
  • Use cases and examples
  • ROI example
  • Customer testimonial (template)

Use for: Leave-behinds, email attachments, vertical prospecting

2. Industry Demo Scripts (2 Complete, 3 Planned) ​

Location: industry-demos/

Completed: ​

  1. OCM Demo Script - OCM_DEMO_SCRIPT.md (30 min)

    • Change adoption dashboard
    • Quest system walkthrough
    • Behavioral achievements
    • Real-time analytics
    • Team challenges

  2. Recruiting Demo Script - RECRUITING_DEMO_SCRIPT.md (30 min)

    • Pipeline activity tracking
    • Leaderboards (daily, weekly, monthly)
    • Recruiting achievements
    • Manager analytics
    • ATS integration

Planned (Phase 3): ​

  • IT Service Desk Demo Script
  • Agile Development Demo Script
  • Sales Demo Script

Use for: Industry-specific product demonstrations, sales certifications

3. ROI Calculator ​

Location: roi-calculator/ROI_CALCULATOR_TEMPLATE.md

What it includes:

  • Input section (company data, metrics)
  • Current state cost calculations (turnover, productivity loss, training waste, ramp time)
  • Projected improvements with PulsePlus
  • 3-year ROI analysis
  • Industry-specific examples (Recruiting, IT Service Desk, Sales)
  • Conservative vs. aggressive scenarios
  • Presentation guidance by persona (CFO, CHRO, Operations)

Use for: Business case development, proposals, CFO presentations

4. Competitive Battlecards (2 Complete, 3 Planned) ​

Location: competitive/

Completed: ​

  1. 15Five - BATTLECARD_15FIVE.md

    • Performance management/engagement platform
    • Key differentiators: Privacy-first, gamification, AI, comprehensive features
    • Win/loss insights

  2. Bonusly - BATTLECARD_BONUSLY.md

    • Recognition platform competitor
    • Key differentiators: Intrinsic vs. extrinsic motivation, comprehensive platform, behavior change

Planned (Phase 3): ​

  • Centrical (gamification platform)
  • Lattice (performance management)
  • Culture Amp (engagement surveys)

Each battlecard includes:

  • Company overview
  • What they do well (acknowledge strengths)
  • Where PulsePlus wins (5+ differentiators)
  • Common objections & responses
  • Win/loss insights
  • Differentiation matrix
  • Discovery questions to disqualify competitor

Use for: Competitive deals, sales prep, objection handling

5. POC Proposal Template ​

Location: poc/POC_PROPOSAL_TEMPLATE.md

What it includes:

  • Executive summary
  • POC objectives and scope
  • Timeline (30/60/90-day options)
  • Success metrics & measurement
  • Resource requirements
  • Go/No-Go decision criteria
  • Risk mitigation
  • Communication plan
  • Next steps

Customizable sections:

  • POC duration
  • Department/team selection
  • Success criteria
  • Pricing (paid vs. free POC)

Use for: Pilot proposals, risk-averse customers, proof before purchase

6. Technical Evaluation Guide ​

Location: technical/TECHNICAL_EVALUATION_GUIDE.md

What it includes:

  • System architecture diagram
  • Security & compliance (SOC 2, GDPR, HIPAA-ready)
  • Integration capabilities (REST API, CSV, Webhooks, SCIM)
  • Supported integrations (Salesforce, Jira, ServiceNow, etc.)
  • Rules Engine overview
  • Scalability & performance specs
  • Deployment options (SaaS, Dedicated)
  • Disaster recovery & SLA
  • Technical support tiers
  • Technical FAQs
  • Evaluation checklist

Use for: IT evaluations, security reviews, technical deep dives

7. Case Study Template ​

Location: case-studies/CASE_STUDY_TEMPLATE.md

What it includes:

  • Executive summary
  • Company background
  • Challenge section (quantified pain points)
  • Solution implementation details
  • Results (quantified outcomes, ROI, engagement metrics)
  • Customer testimonial
  • Key success factors
  • Lessons learned
  • Interview questions for future case studies

Use for: Creating customer success stories, sales collateral, proof points

How to Use Phase 2 Materials ​

For Vertical Selling ​

  1. Identify target industry (OCM, Recruiting, IT, Agile, Sales)
  2. Use industry one-pager for initial outreach
  3. Deliver industry-specific demo using demo script
  4. Share ROI calculator customized for their vertical
  5. Reference industry case study (when available)

For Competitive Deals ​

  1. Review competitive battlecard for target competitor
  2. Prepare differentiation talking points
  3. Practice objection handling from battlecard
  4. Ask discovery questions to disqualify competitor
  5. Position PulsePlus advantages in demo and proposal

For Technical Evaluations ​

  1. Share Technical Evaluation Guide with IT/Security team
  2. Schedule technical deep dive meeting
  3. Demo integrations relevant to their stack
  4. Address security/compliance concerns proactively
  5. Provide API documentation and architecture diagrams

For Risk-Averse Customers ​

  1. Propose POC using POC Proposal Template
  2. Define clear success criteria (60-day pilot)
  3. Limit scope to one department (50-100 users)
  4. Measure results against baseline
  5. Go/No-Go decision based on data

Phase 2 Metrics to Track ​

One-Pagers ​

  • Email open rate when attached
  • Demo requests from one-pager sends
  • Influence on deal velocity

Demo Scripts ​

  • Demo → Proposal conversion by industry
  • Average demo duration (target: 30-45 min)
  • Demo satisfaction scores

ROI Calculator ​

  • % of prospects who engage with calculator
  • Calculator → Close rate
  • Average deal size when ROI used vs. not used

Competitive Battlecards ​

  • Win rate against each competitor
  • Most common objections encountered
  • Effectiveness of talk tracks

POC Proposals ​

  • POC acceptance rate
  • POC → Close rate
  • Average POC duration

What's Next: Phase 3 ​

Timeline: Month 5-6 Focus: Advanced sales techniques and scale

Phase 3 Deliverables (Planned):

  1. Advanced email sequences (trigger-based, multi-touch nurture)
  2. LinkedIn outreach playbook (social selling)
  3. Objection handling guide (20+ objections)
  4. Negotiation playbook (discount strategies)
  5. Business case template (3-year TCO/ROI)
  6. QBR template (customer success reviews)
  7. Expansion playbook (land and expand)
  8. Remaining demo scripts (IT, Agile, Sales)
  9. Remaining battlecards (3 more competitors)
  10. Video library planning (feature videos, testimonials)

Questions or Feedback? ​

Contact: Sales Enablement Team Slack: #sales-enablement Review Cadence: Monthly based on usage and feedback

Phase 2 Status Summary ​

✅ 5 Industry One-Pagers (OCM, Recruiting, IT, Agile, Sales) ✅ 2 Industry Demo Scripts (OCM, Recruiting) ✅ 1 ROI Calculator Template (with industry examples) ✅ 2 Competitive Battlecards (15Five, Bonusly) ✅ 1 POC Proposal Template ✅ 1 Technical Evaluation Guide ✅ 1 Case Study Template

Total: 13 production-ready sales materials Status: ✅ COMPLETE and ready for deployment

PulsePlus Sales Enablement Library

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