CDP is a not-for-profit charity entity that runs the global disclosure system for investors, companies, cities, states and regions to manage their environmental impact.
Environmental Services - Data Disclosure • Founded 2000 • Mature stage
After a significant product packaging review and restructure, CDP looked to Olivine for support on creating an effective communication strategy to inform their current members, along with enablement support, including talking points, objection handling, and value props, to empower their Account Management.
The Challenge
Communicate the value of program membership in the context of a significant restructure of membership offerings. Follow that up with a new sales deck that better presents the benefits and values of membership to key buyer personas.
“The Olivine team were fantastic to work with. Thanks to their solution-oriented, adaptable, and creative approach, our Account Managers are completely satisfied that they have the sales support tools they need to constructively engage with prospective customers and partners. Thank you, Olivine!”
GEORGE HODGE
Director of Sales Strategy and Planning, CDP
The Deliverables
We helped CDP communicate new membership packages and developed a new sales deck.
The Olivine Product Marketing and Design teams helped CDP communicate the value of their Supply Chain Membership program with two key assets.
First, enablement materials to aid the account teams in their conversations with existing clients about changes to membership offerings.
We followed that up with a new sales deck targeted at the key buying persona and using more clear, concise value propositions.
Training & Coaching Deck
Complimented the Program Restructure Deck with Training and Coaching to ensure Account Managers were comfortable delivering the message.
Persona Report
Created reports for key personas to uncover their key challenges they face and the reasons why they become a CDP member.
Program Restructure Deck
Built a presentation to guide CDP Account Managers in their discussions with clients about changes to features of membership.
FAQ guide
Added a list of FAQs and approved answers to assist Account Managers in answering their clients’ questions.
Sales Deck
Developed a brand new sales deck incorporating new insights about key personas and more impactful value propositions.
The Olivine Team
