Scenario: You are an Account Manager with Gartner Services. You have 20 minutes to gain a commitment for a follow-up meeting to present a customized proposal to the client (F&A Transformational). 

 

Identify three needs related to F&A Transformational services using SPIN questioning techniques. 

 

Identify key Gartner features related to these needs using FAB (Features, Advantages, and Benefits).

 

Identify two possible objections and how you would use the LAARC model to overcome them to successfully gain a second meeting.

 

 

https://www.gartner.com/en/careers/ncsc/students

 

 

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F&A Transformational Case Info You are in your first year with Gartner as an Account Mgr. You had a very successful call with Jamie Peltier at InterTelcom. Jamie provided you a referral to F&A Transformational a company with whom InterTelcom has had a long business relationship. Jamie indicated F&A was a growing company and making some big changes in their IT Infrastructure. Jamie sent an introductory email to Erin Gillespie and copied you. Annual Rev: $215.7m Employees: 1.5K+ Employees in Information Technology: 38 (growth of 52% over past 6 months Employees in Sales: 91 (Growth of 435% last 6 months) What you Found F&A is a provider of cloud-based solutions that transform Finance and Accounting (F&A) by automating, centralizing and streamlining financial close operations, intercompany accounting processes and other key F&A processes for large and midsize organizations. Designed to complement virtually all ERP and other financial systems F&A increases operational efficiency, real-time visibility, control and compliance to ensure end-to-end financial close management and accounting automation from within a single, unified cloud platform. F&A helps companies modernize accounting operations with intelligent automation, ensuring more accurate and insightful financial statements and a more efficient financial close. F&A helps ensure balance sheet integrity and confidence in their financial statements. CEO: Greg Rich CFO: George Allen CTO: Erin Gillespie VP Info Tech: Dana Rich National Collegiate NCSC Sales Competition Semi-Final Round Salesperson Info The Sales Call Erin Gillespie is the Chief Technology officer of F&A. You immediately replied to the introductory email thanking Jamie for the introduction and asked Erin for a date and time for a meeting. A week went by without a response, so you called the number Jamie provided. You connected with Erin's admin, Brent McCulloch, who after explaining your reason for calling, said that Dana Rich, the VP of Information Technology would be a better person to talk to. Brent set the meeting with Dana. Prospect Background Your research uncovered the below about Dana on LinkedIn: Defining and executing strategies that are highly energized, business-focused and meaningful thorough people, process and technology ** Leveraging my attention to budgets, schedules, vendor relationships, contract management and staffing, I run IT as a business in order to create competitive results and opportunities. I connect people, technology and information in both domestic and global environments. Experience: F&A Transformational: VP Info Technology Jun 2021-present The WNET Group: Chief Technology Officer Mar 2020-Jun 2021 National Basketball Association: VP & Head of IT Program Delivery & Business Operations Oct 2016 - Mar 2020 Education: Vanderbilt University - BS Mathematics & Finance Gartner Official Product Sponsor of F&A Transformational Case Info You are in your first year with Gartner as an Account Mgr. You had a very successful call with Jamie Peltier at InterTelcom. Jamie provided you a referral to F&A Transformational a company with whom InterTelcom has had a long business relationship. Jamie indicated F&A was a growing company and making some big changes in their IT Infrastructure. Jamie sent an introductory email to Erin Gillespie and copied you. Annual Rev: $215.7m Employees: 1.5K+ Employees in Information Technology: 38 (growth of 52% over past 6 months Employees in Sales: 91 (Growth of 435% last 6 months) What you Found F&A is a provider of cloud-based solutions that transform Finance and Accounting (F&A) by automating, centralizing and streamlining financial close operations, intercompany accounting processes and other key F&A processes for large and midsize organizations. Designed to complement virtually all ERP and other financial systems F&A increases operational efficiency, real-time visibility, control and compliance to ensure end-to-end financial close management and accounting automation from within a single, unified cloud platform. F&A helps companies modernize accounting operations with intelligent automation, ensuring more accurate and insightful financial statements and a more efficient financial close. F&A helps ensure balance sheet integrity and confidence in their financial statements. CEO: Greg Rich CFO: George Allen CTO: Erin Gillespie VP Info Tech: Dana Rich National Collegiate NCSC Sales Competition Semi-Final Round Salesperson Info The Sales Call Erin Gillespie is the Chief Technology officer of F&A. You immediately replied to the introductory email thanking Jamie for the introduction and asked Erin for a date and time for a meeting. A week went by without a response, so you called the number Jamie provided. You connected with Erin's admin, Brent McCulloch, who after explaining your reason for calling, said that Dana Rich, the VP of Information Technology would be a better person to talk to. Brent set the meeting with Dana. Prospect Background Your research uncovered the below about Dana on LinkedIn: Defining and executing strategies that are highly energized, business-focused and meaningful thorough people, process and technology ** Leveraging my attention to budgets, schedules, vendor relationships, contract management and staffing, I run IT as a business in order to create competitive results and opportunities. I connect people, technology and information in both domestic and global environments. Experience: F&A Transformational: VP Info Technology Jun 2021-present The WNET Group: Chief Technology Officer Mar 2020-Jun 2021 National Basketball Association: VP & Head of IT Program Delivery & Business Operations Oct 2016 - Mar 2020 Education: Vanderbilt University - BS Mathematics & Finance Gartner Official Product Sponsor of

Answer rating: 100% (QA)

1 here are three potential needs you could identify using the SPIN questioning technique 1 Situation Need Dana as the VP of Information Technology at FA Transformational youre overseeing the companys ... View the full answer