Deal Execution Made Easy: A Sales Rep's Review of Recapped

In the realm of network management solutions, Auvik Networks stands out as a pioneer. Their network mapping and monitoring tool maps out an entire network infrastructure, encompassing everything from firewalls to switches, routers, and beyond. The challenge they faced was presenting their value proposition effectively to potential clients, particularly high-level executives, directors, and CFOs, who are often difficult to persuade.

Selling Up the Chain Effectively with Mutual Action Plans

Where Traditional Methods Fell Short

Initially, Auvik Networks relied on PowerPoint for their sales presentations and follow ups, but this proved to be problematic. The presentations often appeared unpolished, cluttered, and unprofessional.

"We used to do everything in PowerPoint, but it didn’t look clean.” As Brendan O’Brien claims, “It looked like we were a little cheap."

Creating slides with detailed infrastructure information was tedious and resulted in formatting issues, such as text spilling off slides during presentations. This cumbersome process hindered their ability to convey their value proposition effectively to decision-makers.

Customizable and Flexible with Recapped

Recapped transformed Auvik's sales process by providing a platform that aligned with their sales strategy. “Even though we’re selling the same product, no two calls are the same, and it requires us to be resilient in the platform,” Brendan notes, "You guys allowed us to progressively move people through Recapped by aligning our sales process with a platform that allows us to present the information with preloaded documentation." This shift from PowerPoint slides to a more streamlined and visually cohesive platform was monumental.

Recapped's versatility and customization options make it a powerful tool for any sales team. Brendan praises its capabilities, "It allows you to track stuff in a very creative way. I can do little snippets, text boxes, set up prefig templates. I can ask a series of questions that I have to ask on every call. So it helps me stay accountable, organized, and up-to-date."

This flexibility ensures that all critical information is in one place and easily accessible, making review and preparation for client calls more efficient, as well as, setting next steps within a mutual action plan. Brendan shares, "It's just, I don't know, man, you guys have done a good job building out a product that's kind of like... sticky notes, but mixed with a CRM, mixed with PowerPoint.”

Minimize Risk and Promote Change with a Better Buying Experience

In sales, minimizing risk and promoting change are crucial. Recapped provides a structured, organized platform that not only reduces risk but also offers a consolidated, trusted environment for clients. "Sales is not about giving somebody something. It's about minimizing risk and promoting change," Brendan asserts, “If you can’t reduce the risk, people won’t purchase. That’s it. People love consistency.” The tool's ability to foster a trusted space where both parties can invest their comments and ideas has proven invaluable.

By integrating Recapped, Auvik ensures that their clients feel comfortable and confident in their purchasing decisions. Brendan confirms, "It's seamless now."

Sales Methodology: Implementing Value Selling

Brendan highlights the wasted cost and effort of their past value selling attempts, then explains how they seamlessly integrate the sales methodology into their sales process:

Adoption Suffered without Reinforcements for Sales Reps

Implementing Value Selling at Auvik Networks was challenging and resource-intensive. The process often required significant investments, including hiring external experts to guide the team through the program. This approach was both costly and time-consuming. The reliance on PowerPoint exacerbated these issues, as presentations were cumbersome to build, poorly formatted, and unpolished, leading to ineffective communication of their value proposition. This inefficiency created frustration and hindered the overall sales process.

“We're value selling into the actual pain, but trying to present that to somebody in PowerPoint was not easy.”

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Integrating Value Selling into the Sales Process

The team at Auvik realized they could use Recapped to present a significant component of their business in a clear, forward-facing manner. This transition wasn't just about changing tools; it was about revolutionizing how they communicated value. 

This capability ensured that clients knew exactly what they were getting into, ultimately building trust and solidifying the value proposition. This clarity and confidence provided through Recapped was a game-changer for their sales process.

Brendan explains, “The Aha moment was being able to take a huge component of our business and be able to present it forward-facing, so that the client knew exactly what they were getting into.”

1. Setting the expectations, 
2. setting the agenda, 
3. and consolidating the information for their value. 

“We have a trusted space where we can both invest our comments and ideas into one place to then be able to progress the business deal forward or that initiative forward.”

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Optimizing Sales Productivity for Sales Managers

Auvik now conducts weekly sales enablement training sessions using Recapped as their focal point. This regular cadence ensures that their team is consistently aligned with their sales methodology. "Every week we now use Recapped as our focus for our Value Selling. And how to implement that. And how do we track that," Brendan affirms.

This tool doesn't just facilitate client interactions; it enhances team accountability and performance. Megan, a Sales Manager, benefits from this system by being able to track key questions and areas of improvement. "Megan loves being able to jump into our stuff and see why didn't you ask this, this, this, and this. And on the next funnel call, it was the first four or five questions she'll ask," Brendan illustrates.

Final Thoughts: A Winning Solution for Sales Teams

Auvik Networks' experience with Recapped underscores the transformative power of the right tools in sales. The transition from PowerPoint to Recapped has not only streamlined their sales operations but has also significantly enhanced their ability to convey value and build trust with clients.

"Anybody doing any sales, this is a perfect product for them based solely on the fact that it's versatile and resilient and can be customized," Brendan recommends. For sales teams looking to improve their presentations, maintain accountability, and foster better client relationships, Recapped presents a comprehensive, all-in-one solution.

With the successful integration of Recapped, Auvik Networks has elevated its sales process, enhancing both internal team dynamics and client interactions. As Brendan puts it simply, "It just works. It's Recapped."

Interested in how you can easily standardize deal execution and reinforce sales methodologies with your reps? Request a demo!

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Interested in Auvik Networks?

The Recapped team knows you'll be in great hands with Brendan O'Brien and their team at Auvik.

Auvik Networks is a network mapping and monitoring tool. They map out the entire network infrastructure of organizations from firewall, switch, router, all the way down.

"We bring back everything that's in their entire environment, whether it's one location or multiple locations, and put it into a single pane of glass. It doesn't matter if you're using multiple different vendors, to like FortiGate, Sophos, SonicWall, WatchGuard, whatever it is... We'll be able to grab it, bring it in, and make it work."
- Brendan O'Brien

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Contact information:

• Auvik's website‍
• Brendan O'Brien's LinkedIn‍
• Email: bobrien@auvik.com