Can you de...

Question

Can you describe the typical sales process in your role at UserTesting? Have you noticed any trends in terms of the difficulty of closing deals?

Former Employee · Accepted Answer

Discovery & Qualification: This step involved understanding the customer’s pain points, use cases, and needs. We used frameworks like MEDDPICC to qualify the lead effectively, ensuring they were a good fit.

Demonstration: Once the customer's needs were clear, we moved to a demo phase with the full support of the Solution Consultant team. The goal was to show how UserTesting’s platform could provide real-human insights into customer experiences, helping organizations improve their products and services through Qualitative research.

Value Proposition & Business Case: Here, we crafted a customized business case highlighting the tangible value UserTesting would bring to their organization—whether it be improved UX, better product-market fit, or faster time-to-market for products.

Negotiation & Proposal: We presented a formal proposal based on the customer’s requirements. This step often involved negotiating pricing, contract terms, and aligning with the customer’s budget cycle.

Closing: This could involve multiple stakeholders, especially in large enterprise deals. There were often legal and procurement processes to navigate before the deal was officially closed with Deal Desk.

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Anonymous Q&A

Can you describe the typical sales process in your role at UserTesting? Have you noticed any trends in terms of the difficulty of closing deals?

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