Overview
The two-month POC trial with Scrut Automation and CEEATTLE Studio was a success. Aayush and Cee have discussed continued collaboration to accelerate Scrut’s outreach strategy for new customers. As a result, together, we agreed to solve this within a three-month project.
Proposed goal
Upgrade sales effectiveness, efficiency, and consistency by executing an updated sales playbook. This sales playbook will assist in onboarding new hires and staff training, clarify product messaging, and enable sales representatives to nurture and convert prospects into customers through product champions for Scrut’s product offerings.
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The situation
June 18
At a debrief meeting in June (6/18), Aayush and Cee discussed Scrut’s revenue growth rate and the state of its sales experience. With new investment in tow, plans to expand the market focus revealed a pattern of inconsistent messaging, process, and production underneath.
Now there were multiple identified areas of improvement:
- Improve the sales platform foundation to increase closing C1, C2 & C3 sales
- Training for new hires and existing sales team to increase KPIs
- Guiding external product champions to accurately & confidently sell inside their organization on behalf of Scrut
- Leverage the investment with shorter lead time for market localization with a base resource center to maximize the ROI and lower the CAC upon entry of expansion
Cee and Aayush agreed this situation would be an opportunity to evolve from the bottom up: A refreshed sales system applying Founder-consistent messaging and resources toward establishing and empowering product champions to effectively market Scrut within their organizations, creating a “champion flywheel” that drives product adoption without a Scrut representative present. A system whose single source of truth could smooth the ebb and flow of hiring, transitions, and role dynamics across both the Scrut sales team and the product champions working with them on the other side of the table. With CEEATTLE in the mix, Scrut could efficiently distribute efforts in empowering its existing market work while strategizing on the future.
August 2
In August (8/2), Aayush shared some key insights to Cee and Eoin on the state of the current sales experience:
- "The sales process lacks consistency, saying different things."
- "The sales collaterals are not the greatest, they are sometimes poorly done, the battlecards aren’t really clean, the sales pitch is kind of a zig zag, currently, it’s not as sharp."
- "What kind of enablement documents do we have in place for the AEs, because again, that lacks consistency, the AEs are thrown in the field without going through a sharp onboarding process."
By the end, the sales team would have tools and techniques to establish a united front for trust and help anyone new—whether on Scrut’s end or the customer’s—communicate to all levels the key ways Scrut transforms the process and product of compliance into a well-oiled machine.
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Chat with Cee
Looking at this proposal for the first time? No worries, let Cee walk you through and let's talk through Q&A so we can kick it off and get started.
Jump on a call with CeeScope of work
In scope
The following scope of work covers 2 of the 4 Scrut Automation product specializations:
- Product A: Audit operations
- Product B: Enterprise risk register
Audit operations
- Audit planning
- Document management
- Workflow automation
- Risk assessment
- Evidence collection
- Issue tracking and corrective actions
- Reporting and analytics
- Compliance management
- Integration with other systems
- Audit trail and documentation
Enterprise risk register
- Project collaboration
- Version control
- Data integrity and accuracy
- Automation
- Reporting and analytics
- Scalability
- No security concerns
Third-party risk
- Vendor onboarding and due diligence
- Risk assessment and categorization
- Compliance monitoring
- Compliance monitoring
- Collaboration and communication
- Audit trail and documentation
Risk-based VM
- Risk prioritization
- Mapping to assets
- Risk scoring and metrics
- Remediation workflow
- Reporting and dashboards
- Compliance tracking
- Continuous monitoring
Out of scope
- Scope includes 2 products. Additional products are to be requested & negotiated on additional fees.
- Scope includes 2 rounds of client review of each content deliverable. If there are additional reviews, an OOS (out-of-scope) change order will be billed at $350/hour.
Schedule & costs
This schedule and scope are based on Aayush & Cee's agreement on 6/18/24 in an in-person meeting with a decision on the next project to be a 3 month engagement. This is our recommended project approach to solve the problem.
Contact us ->Month 1
Services: Business consultation
Business analysis and consultation
CEEATTLE collaborates with sales stakeholders to collect data and insight across its operation (sales cycle process, key topics, stakeholder management & call interactions, sales collateral, etc.) with the goal of identifying a set of problems to prioritize and solve for:
- Audit operations
- Enterprise risk register
Deliverables
- PDF - Sales analysis audit of key findings and identified gaps of chosen products
Month 2
Services: Product marketing consultation
Sales playbook solution development
Based on Month 1’s findings, CEEATTLE works with sales stakeholders to make decisions on an optimized sales process that clarifies product value propositions and key messages, refines talking points (across demo calls, vendor adoption, nurture to close), and proposes improvements to sales-enablement materials that guide product champions in assisting their sale close.
Deliverables
- PDF - Sales playbook document which defines the updated process and its tactics; its onboarding written for new and existing team members
Month 3
Services: Agency
Sales-enablement materials
Using Month 2’s outcomes, CEEATTLE creates and delivers a select set of collateral ready to be used by the sales team in support of the new playbook for the products:
- Audit operations
- Enterprise risk register
Scope includes 2 rounds of client review of each content deliverable.
Deliverables
- PDF/copy/Figma - Product 1 collateral, item 1 (final deliverable)
- PDF/copy/Figma - Product 1 collateral, item 2 (final deliverable)
- PDF/copy/Figma - Product 2 collateral, item 1 (final deliverable)
- PDF/copy/Figma - Product 2 collateral, item 2 (final deliverable)
Total scope
6x Job Deliverables
Commercials
Month 1
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Month 2
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Month 3
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Billing contacts
Scrut Automation:
- Nithin Shetty
nithin@scrut.io
CEEATTLE Studio:
- Cee Ng
hello@ceeattle.com
Contract
Access this proposal in contract form
Moving forward
Let's schedule a kickoff call with the team.
- 01
Agree and sign the contract
- 02
Schedule kickoff
- 03
Share requested sales resources
Order of operations
Let us show you what we’re about and detail the agency services we deliver as a partner.
- 1HireAayush Ghosh ChoudhuryFounder & CEOCee NgFounder & CEO
- 2KickoffEoin HudsonDirector of Demand GenerationCee NgFounder & CEO
- 3First reviewAayush Ghosh ChoudhuryFounder & CEONicholas MuyChief Security OfficerAmrita AgnihotriHead of Strategy and OperationsEoin HudsonDirector of Demand GenerationCee NgFounder & CEOAsher SimondsPartner, Creative Director
View Gantt chart
Production schedule will be updated subject to signed contract agreement of start date.