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CIO/CTO Messaging Validation - Feedback Requested

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Level 2

Hello CAB,

Zahraa and I are on the product marketing team at Workfront, where we develop market positioning and messaging strategy for sales and marketing efforts.

We are testing new messaging targeted specifically to Chief Information Officers (CIO) and Chief Technology Officers (CTO). In order to better understand the needs of this audience, we have conducted multiple customer and prospect interviews and met with industry analysts to understand how Workfront can be a solution to their unique challenges.

After researching and validating, we have constructed a product demo catered to a CTO/CIO that features the following learnings:

  • Centralize project delivery- Immediate and longer-lasting IT budget cuts will require a critical look at the company's tech stack. Increased spend is limited to technologies that increase productivity and support remote work. Business decisions will be up leveled to CIOs during these tough budget cuts and they will focus on connecting where the team communicates, plans and executes on work for full visibility across the enterprise
  • Drive business outcomes - Teams need to quickly identify blockers and make data driven decisions that mitigate risk and deliver impactful projects on time. Now more than ever, CIOs need to work with predictability. They need a trusted source that provides a holistic view of work being done across the team.
  • Stay the course on key priorities - CIOs/CTOs need a way to scale operations quickly and pivot as necessary. Managing limited resources and setting clear priorities is vital to making sure they have the right people working on the right work. From controlling costs and reengineering processes to driving data and impacting revenue, they need to operate with control.

Ask: Please review the recorded demo (attached) and answer the follow up questions (below) in the next 2 weeks. If you believe that someone in your network would have valuable input regarding this CIO demo, please have them email us to schedule time or email directly with their feedback. If you have any questions or further comments, we would love to hear from you:

Chris O’Neal chrisoneal@workfront.com

Zahraa Parekh zahraaparekh@workfront.com

Followup Questions:

  1. How clearly were the CIO’s pain points addressed? 1-10 (1 not at all, 10 excellent)
  2. How well did the demo resonate with you? 1-10 (1 not at all, 10 excellent)
  3. What business challenge was best addressed in the demo?
  4. What part of the demo needs the most improvement?
  5. How likely are you to share this with your CIO friends and colleagues? (1 not at all, 10 absolutely) And, Why?
  6. What could have been better articulated?
  7. Other feedback

Thank you!

0 Replies

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Level 3

A few thoughts come to mind:

  • I'm not making the immediate leap between your message and Business Continuity on the first slide. I liked the points you made on slide 2 as a better introduction.
  • I think you should include the RDG research, to create a burning platform for CIOs
    • getting collaboration tools out, stable and adopted was our immediate response to COVID.
    • The remote work horse is out of the barn, so organizations will permanently evolve to local + remote teamwork (blended location teams)
    • CIOs now need to shift their focus to helping the organization manage work in this blended location team environment...it's not just for outsourcing anymore! And this reaches into the business as well as within IT
  • Tableau name drop was awkward
  • I like the point about Jira & Trello, but I think you need to have a stronger PoV. This is an opportunity to note how Workfront can provide visibility to and orchestrate between teams executing work on a variety of dev platforms.
  • "Thanks so much" at the end should have a stronger call to action. Maybe this is the point where you reinforce Workfront as a leader in work management, and give them something on which to follow up (sales contact, whitepaper, demo, etc.).

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Employee

@Nina Skorus-Neely‚ very helpful feedback here. We appreciate it and I know @Christopher O'Neal‚ and @Zahraa Parekh - Inactive‚ will follow up with questions/comments. Looking forward to receive feedback from the rest of the CAB. Thank you!

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Level 2

@Nina Skorus-Neely‚ - thank you!

This is very good and actionable feedback. We really do appreciate you taking the time to view the demo and providing your perspective. I especially agree with your suggestions for how to better bookend the presentation, both for using slide 2 as an intro and providing a call to action at the close.

Thanks again, Nina. We may reach out with further follow up.

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Level 2
  1. How clearly were the CIO’s pain points addressed? 1-10 (1 not at all, 10 excellent) 8
  2. How well did the demo resonate with you? 1-10 (1 not at all, 10 excellent) 8
  3. What business challenge was best addressed in the demo? see below.
  4. What part of the demo needs the most improvement? see below.
  5. How likely are you to share this with your CIO friends and colleagues? (1 not at all, 10 absolutely) And, Why? See below.
  6. What could have been better articulated? pricing and availability, prerequisites
  7. Other feedback : I think this video is well-done and would be compelling to our leadership. It is relevant to our current concerns, and looks great. However, under the cover this product isn't scalable (the last I saw) and wouldn't be useful in our environment. I wouldn't want to show my leadership this, have them get excited about it, and then not be able to deliver.

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Level 2

@Elizabeth Volini‚ - thank you very much for your feedback!

Quick follow-up question to your final statement: Which product in particular isn't scalable, and why do you believe it is not scalable at this time?

Thanks again, Elizabeth.