Client Knowledge Assessment Study Guide

Directions:

Answer the following questions to the best of your abilities using the ICP,

Onboarding Questionnaire, and company website. This will help you prepare for the Client Knowledge Assessment that will take place in Google Forms (similar to the Training Assessment).

1. What is your client company’s name? Nexient

https:/twww.nexient.com

Navient is America’s leading provider of 100% US-based Agile software services. The company has been named a HFS Hot Vendor for its innovative, product-minded development approach. Nexient provides digital product strategy and development for tech companies like Bill.com and enterprises across a range of industries, including retail, healthcare, financial services, media, utilities, manufacturing, travel, and hospitality. Learn more at Nexient.com.

2. Who is our POC(s) from the Nexient client’s side? (Discussion Needed*)

Need to discuss who at Nexient we should coordinate with when we get a meeting set opportunity (single POC who assigns AE round robin, sales territories, single rep, etc.) Who on our client’s side is taking meetings?

Project Stakeholders: Clinton Bonner, Vice President, Marketing, Allen Debes, CEO,  Mark Orttung, Vice President, Product Experience

3. Who on our client’s Nexient side is taking meetings?

(DiscussionNeeded*)

4. How long has the client company been in business?

Nexient was established in 2009 and headquartered at 7950 Legacy Drive,

Suite 1100 Plano, Texas 75024 with roots in Silicon Valley’

Nexient delivers services from Midwest product development centers and client sites aroun the country, Ann Arbor, Mi, Columbus, OH, and Kokomo, IN

5. What industries are we going to target?

Who are your target niche industries?

1. People Services
2. Talent Agencies

Billing

1. Banking
2. Card Management Services
3. Health and Wellness
4. Education
5. Energy and Utilities
6. Tech
7. Retail

Healthcare

Manufacturing

1. Travel & Hospitality
2. Describe what problem the client Navient solves in your own words.

Help emerging and leading brand companies scale and increase their enterprise value by improving their ability to increase their operational efficiency and launching market-leading products using technology.

6. Identify the main value of the Nexient client’s product/service.

Nexient provides technology strategy, software development, and datk science all iun one place. We help emerging (Brand Name) companies build technology that drives transformational growth and increases their business valuation.

7. Which persona cares about the problem that is solved by our client’s solution? Why?

Ideal customer buyer persona C-suite, VP, Directors – CEO, President, CFO, CMO, CTO

You can build and create a sales and marketing strategy around the objectives, day-to-day challenges and pain points. By creating   prospect-oriented marketing campaigns and content, you show the target audience that you understand their business pains and   problems. If you cant engage the prospective customer in a relevant and contextual way you will lose their trust and interest. Buyer personas allow you to focus on the challenges and pain points of the decision-makers and without buyer personas, you would not know i what content to create.

What do they do? What industry they are in and for how long? Their job titles. Their business agenda? Where do they reside? What challenges do they face? Triggers to find a solution? What questions to ask?

 8. What message should be addressed to the prospects that we are targeting?

Good messaging based on impactful messages for prospects is a foundational element for software development that will allow the company to define and convey Nexient’s unique value of Strategy, Software, and Data Science. My effective messaging tells the story of how their consulting advisory services serve clients with the intent to resonate with the prospects and inspire them to engage with the SDR and the company.

Strategy: Our technology strategy services include research and planning, digitalization, strategies, enterprise architecture and product strategies

Software: We use modern development practices + the best client + process discipline to deliver reliable, secure , and beautiful software,

Data Science: We combine the power of your data with specific techniques and solutions that uncovers critical insights for your business.

9. What is the name of Nexient’s product/service you are going to be marketing?

“Realize your vision with agile, custom software development services”  https://www.nexient.com/services

I will be marketing the following: SOFTWARE DEVELOPMENT, APP

DEVELOPMENT, FULL STACK DEVELOPMENT, Devops, CI/CD

PIPELINES, DATA WAREHOUSES, REPORTING AND DASHBOARDS, TECH STACK UPGRADES, DIGITAL TRANSFORMATION, TECHNOLOGY

STRATEGY

Product Development Strategy (Agile transformation and co-building, Applied innovation, Creative strategy consulting, Product roadmaps, Technical   architecture. Technology business management (TBM) Product Development & Design, Engineering (Product Inception, Digital products and applications, Integration and platforms, Core technologies, Quality Engineering, Artificial intelligence), Experience Design (Creative Services, Digital Accessibility, User experience) Product Operations (DevOps, Support engineering. Cloud services)

“Nexient’s high-performance software development centers are located in cost-effective US markets in the Midwest but plugged into Silicon Valley innovation. This enables Nexient to provide a model combined with deep technology expertise for better, faster, and lower-cost product development across virtually any industry.

The right digital transformation strategy to build the right thing’

11. Which category does the service/product fit: “Nice to have” or “Must have”? Why?

One method to frame this question, in my own words, in the product development process in determining if prospects see this as “nice to have” or a “must have” and it boils down to being recognizable to the prospect / DM to save them time and money significantly. For example: presenting UVP with terms that are on the C-Level’s mind every day.

Growth, Digital Transformation, Product Development, SaaS, etc. so

knowing the product info intro to get in their wheelhouse to get appt is creating a “must have”. If I can quickly, and easily convince potential users how my product will do more than they seek will show also how it will make their life better, increase their business valuation, and drive revenue growth.

12. Please name the top three competitors and what differentiates the client’s product/services.

Navient’s top 3 competitors are: Slalom Consulting, Amdocs, UST Global, Others are (case prospect references them) Accenture, Cognizant

Technology Solutions. and what differentiates Nexient’s products/services is: •100% US-based workforce

• Enables real-time client collaboration, ideal for customer-facing products and digital innovation initiatives.
• Nexient offers multidisciplinary teams of UX designers, Agile developers, product owners and other specialists to combine creative software design with tested product roadmaps.
• As a consulting partner, Nexient both coaches and drives Agile adoption and product strategy to help clients accelerate digital transformation.

13. What are the possible objections you can come across while performing the outreach for Nexient? How would you overcome them? There are 4 major objections below:

Objection: “How does Nexient drive transformational growth and increase my business valuation?”

Rebuttal: We help you think bigger, move faster, and go further.

Let me explain:

• We help you Think bigger, as a technology partner who understands your business on a deeper level, challenges assumptions, and spots unseen opportunities.

We help you Move faster, by using our USA teams and tech built around accelerators, agile delivery, and rapid scalabilitå to deliver results much sooner.

We help you Go further, by being a partner who brings broad capabilities and eho will stick by you, grow with you and invest in the long-term relationship.

I’d love to set up 20 minutes to show you more about how we can do it. Can we connect on (Time & Date)? Does that work?

Objection: “We already have another development partner?”

Rebuttal: Great! We’d love to talk to you about how Nexient does it differently.

For far too long, leaders of mid-market companies have been stuck between the limitless costs of big consulting firms and the limited capabilities of smaller dev shops.

With Nexient, you can “think bigger, move faster, and go further.” That’s why innovators in Fintech, peopletech and other industries all rely on Nexient for technologies that drive transformational growth and increase valuations. It’s how we achieved a client rating of over 90%.

I’d love to set up 20 minutes to show you more about how we can do it. Can we connect on (Date & Time)? Does that work?

a. Objection: “Thanks, but we really want to build out our own team and have these capabilities in-house.”

Rebuttal: Great! We can give you a faster, easier way to get to that point. We can help supplement your current team with the skills you need.

cd love to set up 20 minutes to show you more about how we can do it. Can we connect on (Date & Time)? Does that work?

b. objection: “We know too many people who’ve been burned by outsourcing before”

Rebuttal: Same here. A lot of our clients came to us because they were  looking for a different approach to outsourcing.

The single biggest factor in successful outsourcing is the engineers themselves. That’s why we built Nexient from the ground up as an employee-first company (the highest reviews in the industry with their top competitors!) Our developers work in a highly supportive environment where they hsve the time and freedom needed to tackle more strategic issues and develop more innovative solutions (#1 employee review for the best place to work rating compared to the competition and top competitors in the industry)

Finally, because our employee-first business model is more important than the actual location of the developers, we’re able to get the same outstanding results whether the team is in-house or in the United States.

All you have to do is try us out on a smaller project, and you can see how much difference it makes having a Nexient team.

I’d love to schedule 20 minutes to show you more about how we can do it. Does (Time & Date) work best for you?

c. Objection: “What do you mean by software development?”

Rebuttal: We can help you build custom software applications or help you integrate and customize existing software solutions that will provide your business with a competitive advantage.

I’d love to schedule 20 minutes to show you more about how we can do it.

Does (Time & Date) work best for you?

d. Objection: “What do you mean by data science?”

80buttal: We can help you get more value from the data your business creates by creating reports and dashboards that will turn the data into actionable information thaty provides insights that impact the business.

ltd love to schedule 20 minutes to show you more about how we can do it. Does (Time & Date) work best for you?

 

14. What is the likelihood (%’s) that you’ll run into the objection, ‘Weve got a product/service like this already?” And if so, what’s your response?

Objection: “We already have another development partner?”

Rebuttal: Great! We’d love to talk to you about how Nexient does it differently.

For far too long, leaders of mid-market companies have been stuck between the limitless costs of big consulting firms and the limited capabilities of smaller dev shops.

With Nexient, you can “think bigger, move faster, and go further.” That’s why innovators in Fintech, peopletech and other industries all rely on Nexient for technologies that drive transformational growth and increase valuations. It’s how we achieved a client rating of over 90%.

I’d love to set up 20 minutes to show you more about how we can do it. Can we connect on (Date & Time)? Does that work?

15. What 3rd party validations does the client have (Case studies, video testimonials, quotes, awards, etc)? There are ONLY 3 companies that Nexient shows on the Worldwide

Web by NAME. NowSourcing, OzDigital Platform81 , (l tried to

upWade to get more BRAND NAME companies but need ermission. All I see are emerging co. p

The others are referenced by industry subsets for example

Client Case Studies.

1,

https//www.nexient.com/ex erience/ s s-ins ect-restore- he -grid

2.

https://www.nexient.com/experience/from-prototype-to-prod  uct-in-90-days

3.

https.//www.nexient.com/experience/nexient-delivers-unified digital-voucher-system-for-gaming-titan

4.

https•.//www.nexient.com/experience/how-to-apply-an-agile-mi  ndset-to-the-challenges-of-the-cannabis-industry

5.

https://www.nexient.com/experience/nexient-and-therapeutic startup-design-a-digital-fibromyalgia-management-program

16. What do you find the most interesting about this client/industry?

“Driving transformational growth” This is high-tech at its best. It is through Artificial Intelligence, Software as a Service (SaaS). I’m achieving a more effective digital future for people, and though I’m still leaming I find it an exciting challenge to learn about emerging technologies. This is a big opportunity for me and for businesses in SaaS, Al, Digital Transformation, etc. because businesses are seeing a rapid shift, from traditional channels

to newer digital engagement models – a trend that was significantly accelerated by the pandemic. Some companies have increased their investment in digital efforts and this is where I am on the front line in the trenches.

Nexient is how emerging and leading brand companies tum into tech disruptors. We provide world-class technology strategy, development, maintenance, and data science all in one place. Our work has helped our clients create innovation that drives transformational growth and increases valuations.

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