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<h2 style="text-align: center"><u>How To Use This Template</u></h2><h2 style="text-align: center">⬇ ⬇ ⬇</h2><h4>STEP 1: Click &quot;Use as Template&quot; to copy into your own Distribute Workspace</h4><div style=""><figure data-media-width="848" data-media-height="155" data-align="center" data-type="resizeableFigure" style="justify-content: center" class="resizeable-figure resizeable-figure-margin"><div style="height: auto;width: 848px; "><img src="https://storage.distribute.so/media/main/f1256173-328f-4546-8916-414226ac1b8e/26feedef-5ccf-4bab-aa8e-8fa19c974093.png" alt="Dark Deal Re-Engagement Space 2024-11-14 at 11.13.51 AM.png.png" title="Dark Deal Re-Engagement Space 2024-11-14 at 11.13.51 AM.png.png"></div></figure></div><hr><h4>STEP 2: Make edits</h4><div style=""><figure data-media-width="848" data-media-height="757" data-align="center" data-type="resizeableFigure" style="justify-content: center" class="resizeable-figure resizeable-figure-margin"><div style="height: auto;width: 848px; "><img src="https://storage.distribute.so/media/main/94fe8090-efe8-45a9-a49d-1c37c2b72881/3d4d35cf-f27e-4f00-b35d-a7ddc1e8540c.gif" alt="Zight Recording 2024-11-18 at 09.10.50 AM.gif" title="Zight Recording 2024-11-18 at 09.10.50 AM.gif"></div></figure></div><hr><h4>STEP 3: Share with customers, see what they view, and get an email when it&apos;s viewed!</h4><div style=""><figure data-media-width="848" data-media-height="496" data-align="center" data-type="resizeableFigure" style="justify-content: center" class="resizeable-figure resizeable-figure-margin"><div style="height: auto;width: 848px; "><img src="https://storage.distribute.so/media/main/94fe8090-efe8-45a9-a49d-1c37c2b72881/549abe77-c092-4f1f-8a75-67b5ff562b24.png" alt="image.png" title="image.png"></div></figure></div><p></p><h2 style="text-align: center"><em>Enjoy :)</em></h2><p></p>

👉 [START HERE]

<div class="callout" style="background-color: rgb(220, 250, 230)"><span class="callout__emoji">💡</span><div class="callout__text"><p><strong>Instructions for Sales Teams</strong><br><br>1. Replace [Prospect Name] with your prospect&apos;s company name</p><p>2. Fill in metrics based on discovery (examples provided)</p><p>3. Customize the timeline based on their fiscal year/budget cycle</p><p>4. Add prospect-specific pain points and challenges</p></div></div><h2>Current State Impact</h2><h3>Revenue Challenges</h3><p>[Insert 3-4 metrics from discovery. Examples:]</p><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><td colspan="1" rowspan="1"><p>Lost Revenue:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;$2M in slipped deals this quarter&quot;</p></td></tr><tr><td colspan="1" rowspan="1"><p>Pipeline Risk: </p></td><td colspan="1" rowspan="1"><p>e.g., &quot;45% of deals pushed to next quarter&quot;</p></td></tr><tr><td colspan="1" rowspan="1"><p>Missed Targets:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;28% below quarterly goal&quot;</p></td></tr><tr><td colspan="1" rowspan="1"><p>Market Share:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;Lost 3 deals to competitors this month&quot;</p></td></tr></tbody></table></div><h3>Performance Metrics</h3><p>[Insert current state metrics. Examples:]</p><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><td colspan="1" rowspan="1"><p>Sales Cycle:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;90 days average&quot;</p></td></tr><tr><td colspan="1" rowspan="1"><p>Close Rate:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;22% win rate&quot;</p></td></tr><tr><td colspan="1" rowspan="1"><p>Pipeline Visibility:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;Limited forecast accuracy&quot;</p></td></tr><tr><td colspan="1" rowspan="1"><p>Deal Velocity:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;45% of deals delayed&quot;</p></td></tr></tbody></table></div><h2>Future State (With [Your Company])</h2><h3>Revenue Transformation</h3><p>[Insert improved metrics based on your customer averages:]</p><div class="column-block" style="width: 100%; display: flex; gap: 24px; padding: 8px 0;"><div data-column-width="25" class="column" style="width: 25%; "><h2>Secured Revenue: </h2><p>e.g., &quot;$3M+ per quarter&quot;</p></div><div data-column-width="25" class="column" style="width: 25%; "><h2>Pipeline Health: </h2><p>e.g., &quot;85% forecast accuracy&quot;</p></div><div data-column-width="25" class="column" style="width: 25%; "><h2>Deal Velocity: </h2><p>e.g., &quot;45-day sales cycle&quot;</p></div><div data-column-width="25" class="column" style="width: 25%; "><h2>Win Rate: </h2><p>e.g., &quot;35% close rate&quot;</p></div></div><h2>90-Day Cost of Waiting</h2><p>[Calculate based on their current numbers:]</p><h3>Month 1</h3><div data-type="timeline" class="timeline"><div class="timeline-item" data-date=""><div class="timeline-item__icon-wrapper timeline-item__icon-wrapper--progress"><span class="timeline-item__icon">➡️</span></div><div class="timeline-item__content-wrapper"><div class="timeline-item__content"><h4>Revenue Impact:</h4><p>e.g., &quot;$650K lost&quot;</p></div></div></div><div class="timeline-item" data-date=""><div class="timeline-item__icon-wrapper timeline-item__icon-wrapper--progress"><span class="timeline-item__icon">➡️</span></div><div class="timeline-item__content-wrapper"><div class="timeline-item__content"><h4>Opportunity Cost:</h4><p>e.g., &quot;8 deals delayed&quot;</p></div></div></div><div class="timeline-item" data-date=""><div class="timeline-item__icon-wrapper timeline-item__icon-wrapper--progress"><span class="timeline-item__icon">➡️</span></div><div class="timeline-item__content-wrapper"><div class="timeline-item__content"><h4>Resource Waste:</h4><p>&quot;$85K in team costs&quot;</p></div></div></div></div><p>[Repeat for Months 2 &amp; 3]</p>

Impact Analysis

<h2>Market Pressure Points</h2><p>[Insert relevant triggers from discovery:]</p><h3>Competitive Moves</h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><td colspan="1" rowspan="1"><p>Competitor A:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;Launching new product in Q2&quot;</p></td></tr><tr><td colspan="1" rowspan="1"><p>Competitor B:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;Aggressive Q1 pricing&quot;</p></td></tr><tr><td colspan="1" rowspan="1"><p>Market Change:</p></td><td colspan="1" rowspan="1"><p>e.g., &quot;35% industry growth rate&quot;</p></td></tr></tbody></table></div><h3>Window of Opportunity</h3><p>[Insert time-sensitive opportunities:]</p><div class="tasklist-content"><div class="custom-tasklist"><div class="custom-tasklist__heading-wrapper"><div class="custom-tasklist__title-wrapper"><button class="custom-tasklist__toggle-btn"><img src=https://storage.googleapis.com/distribute-production-storage/general/toggle-icon.svg class="custom-tasklist__toggle custom-tasklist__toggle--rotated"/></button><p class="custom-tasklist__title">e.g., "Q1 budget capture"</p></div><span class="custom-tasklist__completed">0/0 completed</span></div><hr class="custom-tasklist__hr " /><div class="custom-tasklist__content "></div></div></div><div class="tasklist-content"><div class="custom-tasklist"><div class="custom-tasklist__heading-wrapper"><div class="custom-tasklist__title-wrapper"><button class="custom-tasklist__toggle-btn"><img src=https://storage.googleapis.com/distribute-production-storage/general/toggle-icon.svg class="custom-tasklist__toggle custom-tasklist__toggle--rotated"/></button><p class="custom-tasklist__title">e.g., "Year-end goals"</p></div><span class="custom-tasklist__completed">0/0 completed</span></div><hr class="custom-tasklist__hr " /><div class="custom-tasklist__content "></div></div></div><div class="tasklist-content"><div class="custom-tasklist"><div class="custom-tasklist__heading-wrapper"><div class="custom-tasklist__title-wrapper"><button class="custom-tasklist__toggle-btn"><img src=https://storage.googleapis.com/distribute-production-storage/general/toggle-icon.svg class="custom-tasklist__toggle custom-tasklist__toggle--rotated"/></button><p class="custom-tasklist__title">e.g., "Market share targets"</p></div><span class="custom-tasklist__completed">0/0 completed</span></div><hr class="custom-tasklist__hr " /><div class="custom-tasklist__content "></div></div></div><div class="tasklist-content"><div class="custom-tasklist"><div class="custom-tasklist__heading-wrapper"><div class="custom-tasklist__title-wrapper"><button class="custom-tasklist__toggle-btn"><img src=https://storage.googleapis.com/distribute-production-storage/general/toggle-icon.svg class="custom-tasklist__toggle custom-tasklist__toggle--rotated"/></button><p class="custom-tasklist__title">e.g., "Competitive defense"</p></div><span class="custom-tasklist__completed">0/0 completed</span></div><hr class="custom-tasklist__hr " /><div class="custom-tasklist__content "></div></div></div><h3>Cost of Waiting</h3><p>[Calculate based on prospect&apos;s numbers:]</p><div class="callout" style="background-color: rgb(254, 228, 226)"><span class="callout__emoji">😬</span><div class="callout__text"><p><strong>Revenue Loss:</strong> e.g., &quot;$X per quarter&quot;</p></div></div><div class="callout" style="background-color: rgb(254, 228, 226)"><span class="callout__emoji">😬</span><div class="callout__text"><p><strong>Market Risk: </strong>e.g., &quot;X% share loss&quot;</p></div></div><div class="callout" style="background-color: rgb(254, 228, 226)"><span class="callout__emoji">😬</span><div class="callout__text"><p><strong>Resource Waste: </strong>e.g., &quot;$X in team costs&quot;</p></div></div><div class="callout" style="background-color: rgb(254, 228, 226)"><span class="callout__emoji">😬</span><div class="callout__text"><p><strong>Competitive Threat: </strong>e.g., &quot;X deals at risk&quot;</p></div></div>

Cost of Waiting

Role: [Insert name and contact]

Focus: [Insert responsibility]

Support: [Insert availability]

Andy

<h2>Quick Value Timeline</h2><p>[Customize based on your implementation:]</p><div class="tasklist-content"><div class="custom-tasklist"><div class="custom-tasklist__heading-wrapper"><div class="custom-tasklist__title-wrapper"><button class="custom-tasklist__toggle-btn"><img src=https://storage.googleapis.com/distribute-production-storage/general/toggle-icon.svg class="custom-tasklist__toggle custom-tasklist__toggle--rotated"/></button><p class="custom-tasklist__title">Week 1-2</p></div><span class="custom-tasklist__completed">0/0 completed</span></div><hr class="custom-tasklist__hr " /><div class="custom-tasklist__content "></div></div></div><div class="tasklist-content"><div class="custom-tasklist"><div class="custom-tasklist__heading-wrapper"><div class="custom-tasklist__title-wrapper"><button class="custom-tasklist__toggle-btn"><img src=https://storage.googleapis.com/distribute-production-storage/general/toggle-icon.svg class="custom-tasklist__toggle custom-tasklist__toggle--rotated"/></button><p class="custom-tasklist__title">Week 3-4</p></div><span class="custom-tasklist__completed">0/0 completed</span></div><hr class="custom-tasklist__hr " /><div class="custom-tasklist__content "></div></div></div><div class="tasklist-content"><div class="custom-tasklist"><div class="custom-tasklist__heading-wrapper"><div class="custom-tasklist__title-wrapper"><button class="custom-tasklist__toggle-btn"><img src=https://storage.googleapis.com/distribute-production-storage/general/toggle-icon.svg class="custom-tasklist__toggle custom-tasklist__toggle--rotated"/></button><p class="custom-tasklist__title">Week 5-8</p></div><span class="custom-tasklist__completed">0/0 completed</span></div><hr class="custom-tasklist__hr " /><div class="custom-tasklist__content "></div></div></div><h2>Value Message Templates</h2><p>[Customize these messages for your outreach:]</p><h3>Initial Urgency Message</h3><div class="code-block group/code"><div class="code-block__container group-hover/code:visible"><span class="code-block__lang">Html</span><button class="code-block__copy" data-text="I&apos;ve mapped out what waiting costs [Prospect Name]:
&gt; [X] months of lost revenue (Insert their number)
&gt; [X] weeks of missed opportunities (Calculate from pipeline)
&gt; [X] days of competitive risk (Based on market)

Would it be worth exploring how to pull this forward?"><img src="https://storage.googleapis.com/distribute-production-storage/general/copy-01.svg" class="code-block__copy-icon"><span>Copy</span><div class="code-block__copy-tooltip code-block__copy-tooltip--hidden">Copied</div></button></div><pre language="html" selectedLanguage="html" class="code-block__text"><code class="language-html">I&apos;ve mapped out what waiting costs [Prospect Name]:
&gt; [X] months of lost revenue (Insert their number)
&gt; [X] weeks of missed opportunities (Calculate from pipeline)
&gt; [X] days of competitive risk (Based on market)

Would it be worth exploring how to pull this forward?</code></pre></div><h3>Follow-Up Templates</h3><div class="code-block group/code"><div class="code-block__container group-hover/code:visible"><span class="code-block__lang">Html</span><button class="code-block__copy" data-text="Based on our discussion, here&apos;s what [Prospect Name] could capture this quarter:
- Revenue Impact: [Insert calculation]
- Efficiency Gains: [Insert metrics]
- Competitive Position: [Insert advantage]

I&apos;ve opened access to our workspace to track:
1. Latest case studies
2. Market updates
3. Competitive moves"><img src="https://storage.googleapis.com/distribute-production-storage/general/copy-01.svg" class="code-block__copy-icon"><span>Copy</span><div class="code-block__copy-tooltip code-block__copy-tooltip--hidden">Copied</div></button></div><pre language="html" selectedLanguage="html" class="code-block__text"><code class="language-html">Based on our discussion, here&apos;s what [Prospect Name] could capture this quarter:
- Revenue Impact: [Insert calculation]
- Efficiency Gains: [Insert metrics]
- Competitive Position: [Insert advantage]

I&apos;ve opened access to our workspace to track:
1. Latest case studies
2. Market updates
3. Competitive moves</code></pre></div><h2>Implementation Plan</h2><p>[Customize based on your solution:]</p><ul class="todo-list" data-type="todoList"><li data-type="todoListItem" class="todo-item"><label class="todo-icon__label"><div class="todo-item__icon--unchecked todo-item__icon" style=""><img src="https://storage.googleapis.com/distribute-production-storage/general/check.svg"></div></label><div class=""><p>e.g., &quot;Platform setup&quot;</p></div></li><li data-type="todoListItem" class="todo-item"><label class="todo-icon__label"><div class="todo-item__icon--unchecked todo-item__icon" style=""><img src="https://storage.googleapis.com/distribute-production-storage/general/check.svg"></div></label><div class=""><p>e.g., &quot;Team onboarding&quot;</p></div></li><li data-type="todoListItem" class="todo-item"><label class="todo-icon__label"><div class="todo-item__icon--unchecked todo-item__icon" style=""><img src="https://storage.googleapis.com/distribute-production-storage/general/check.svg"></div></label><div class=""><p>e.g., &quot;Deal migration&quot;</p></div></li><li data-type="todoListItem" class="todo-item"><label class="todo-icon__label"><div class="todo-item__icon--unchecked todo-item__icon" style=""><img src="https://storage.googleapis.com/distribute-production-storage/general/check.svg"></div></label><div class=""><p>e.g., &quot;Success metrics&quot;</p></div></li></ul><h2>Success Team</h2><p>[Add your team members:]</p><div company="Distribute" description="Role: [Insert name and contact]

Focus: [Insert responsibility]

Support: [Insert availability]" isDescriptionBlockVisible isPhotoBlockVisible jobTitle="" name="Andy" photoUrl="https://storage.distribute.so/media/main/0500b036-8ea3-4173-ba38-c78a01b18c38/4078db22-8af7-45a9-ba18-a52ea41e7aac.png" serializedContacts="[]" class="contact-card" data-type="contactCard"><div class="contact-card__description "><p class="contact-card__description-text">Role: [Insert name and contact]

Focus: [Insert responsibility]

Support: [Insert availability]</p></div><div class="contact-card__content"><div class="contact-card__personal-info"><span class="avatar avatar--src contact-card__avatar "><img class="avatar__img" src="https://storage.distribute.so/media/main/0500b036-8ea3-4173-ba38-c78a01b18c38/4078db22-8af7-45a9-ba18-a52ea41e7aac.png" alt="User profile avatar"></span><div class="contact-card__basic-info"><span class="contact-card__name">Andy</span><span class="contact-card__company-info">Distribute</span></div></div><div class="contact-card__contact-list"></div></div></div>

Cost of Waiting Playbook

How To Use This Template

⬇ ⬇ ⬇

STEP 1: Click "Use as Template" to copy into your own Distribute Workspace

STEP 2: Make edits

STEP 3: Share with customers, see what they view, and get an email when it's viewed!

Enjoy :)