For the next installment of this series, we sat down with Max Elster, CEO and Co-Founder of Minoa.
Minoa is a software platform that helps enterprise sales teams build business cases for their customers that articulate how their product helps the customer achieve strategic business objectives and quantify the business value that is being created.
Before founding Minoa, Max was a product manager at a Series B company in Zuerich, a founder in the sales/voice space and one of the largest startups podcast hosts in Europe.
How do you see the future of sales technology evolving, and where does your product fit into that vision?
The sales technology landscape is undergoing a significant transformation. We're witnessing a shift away from overwhelmed sellers with countless tools and tasks that don't directly contribute to the sales funnel and the success of the individual. The future of sales tech lies in streamlining processes, eliminating unnecessary activities, and empowering sellers to focus on what truly matters: building relationships and delivering exceptional customer experiences.
In this evolving landscape, tools will need to align more closely with both the seller's journey and the buyer's expectations, offering targeted solutions for each stage of the sales funnel. Minoa provides sellers with the support they need to build compelling business cases, identify and articulate relevant use cases, and effectively communicate value to multiple stakeholders throughout the sales process. By leveraging Minoa, sales teams can gather and utilize discovery data to create persuasive narratives that resonate with decision-makers and drive deals forward.
What problem are you solving and what inspired you to develop this particular sales tool?
In today's market, sellers face intense scrutiny from CFOs, procurement teams, and budget cuts. The pressure to demonstrate immediate ROI and value is higher than ever. At the same time, the proliferation of tools in all categories has left buyers feeling overwhelmed and confused.
To succeed in this environment, sellers need to be adept at understanding, gathering, and articulating the business value their solutions offer. However, the current methods for building business cases are often chaotic and inefficient, relying on countless spreadsheets and lacking visibility into the process. The result is a missed opportunity to showcase the true value proposition to potential customers.
Minoa was developed to address this critical gap. We recognized the need for a standardized and streamlined approach to building business cases that goes beyond simple ROI calculations. Minoa empowers sales teams, sales engineers, and champions to collaborate and create compelling business cases that highlight both quantitative and qualitative value propositions. By integrating customer data and insights, Minoa ensures that business cases are tailored to the specific needs and pain points of each prospect.
How does your technology solve this problem?
Minoa has reimagined the way sellers build business cases. We provide the guidance and automation necessary to create effective business cases that capture executive attention. Our proven value framework and business case process offer a structured approach that simplifies and streamlines the entire process. By leveraging Minoa, sales teams can confidently build compelling business cases that resonate with decision-makers and drive deals forward.
How does your technology differentiate itself from existing solutions in the market?
Unlike traditional spreadsheet-based solutions that focus solely on numbers and inputs, Minoa recognizes that a truly impactful business case needs to tell a more comprehensive story. We believe in the power of articulating a strong executive summary, a clear and differentiated value message for each use case, and a proven method for quantifying the value of each use case.
Minoa's AI capabilities further enhance the process by helping companies structure their value propositions and executive summaries, integrating seamlessly with popular sales tools like Gong and Salesforce. This unique combination of features sets Minoa apart from existing solutions, providing sales teams with a powerful tool to build compelling business cases that drive results.
Finally, what advice would you give to sales teams or businesses considering adopting new technologies like yours to enhance their sales processes?
When evaluating new technologies, it's crucial to approach the decision with the same rigor you would apply to your own sales process. Consider the ROI of the tool, the timing of the investment, and how you would articulate the benefits internally. Remember that the greatest ROI may not always be immediate. Quantifying the cost of inaction can be a powerful way to understand the true value of adopting a new solution.
Visit Minoa.io to get in touch or learn more!
