[Account Settings & Configuration (Integrations)] DRAFT: Present WorkN/Avionté 24/7 Mobile Strategy - INTERNAL

Overview

Updated 11/16/2021

Typically we do a 30 - 60 minute discovery and either jump into a high level overview or schedule a more thorough demo.

Discovery/Needs Analysis
Demo Flow/Script
    First, explain we offer 4 core functionalities
    Demo Script
    What to avoid
Key Differentiators
Key Value Propositions
    Competition
    FAQ’s and Common Objections

Discovery/Needs Analysis

1. Do you have a mobile strategy?
1. Note - we want to position ourselves as the experts
2. Have you heard of or have you tried other mobile products?
1. Look for feedback: they could be losing revenue share to a digital competitor or they may have had challenges launching a platform before or they came from a company, like TrueBlue.  The more experience THEY have, the better for us
3. What verticals are you in?
1. Note we work in 9 verticals today: Light Industrial, Healthcare, Professional, Transportation, Hospitality, Stevedoring, Admin/Clerical.
4. What are the key items you are trying to solve for?
1. Stay competitive; Automation or speed to fill; complex scheduling needs
5. Can you explain what technologies you have in your tech stack? What technologies are worker facing or client facing? 
1. Get into dialogue about how their tech stack is working.  Can you advise on other solutions (onboarding (Able), referrals (SF), engagement (Sense), payroll, other touch points?
6. How do you handle Time Keeping. Challenges?
1. We see 3 key ways of handling TK (3rd party solution today, Client or MSP driven or Manual).  How do we want to solve for this (WorkN, Time Rack, Non-integrated)
7. Can you explain your current job order process?
1. Looking for bulk staffing vs 1 off; bundled vs unbundled (Flex work)

Future Discovery items will include items around KPI’s, Marketing Strategy

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Demo Flow/Script

First, explain we offer 4 core functionalities

1. Mobile App - two options: 24/7 or white labeled
2. WFM - Scheduler + Time keeping with geofencing, performance reviews and a client portal.
3. ATS Integration - drive adoption by eliminating change management.
4. TCE - partner integration

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Demo Script

3 core people we’re addressing. Let’s discuss each of these separately in the demo and then see how they all come together.

1. Worker
2. Recruiter
3. Client

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What to avoid

• We’re not just a scheduling tool
• We’re not just a time keeping tool
• We are a platform that enables these, but there’s a much bigger strategy around this and it starts with an “outside in” approach. What does the worker want?  What does your client want?
• *Sometimes we need to educate the industry on why mobile is important (Amazon, Uber, Starbucks story and how these companies have changed the behavior to a self service, automation, transparent, frictionless model).
• Start demo based on the client’s primary interest and need (mobile app or scheduler or integration).

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Key Differentiators

• 9 verticals, leader today with 28 of the top 175 largest staffing companies
  • Adecco, Kelly, Jackson HC, Soliant HC
  • Express (launching), AtWork (launching),
  • Bold Clients: TRN, Allegiance, Luttrell (non-integrated)
• Smartlink - how to get workers into the app without putting the burden on the recruiter (silver bullet).
• ATS integration - very deep and complex (show video)
• Workflows - Interest, Offer, Schedule (explain the why behind each of these)
• Workflows - bulk, bundled vs unbundled. Short Term vs Long Term assignments
• 24/7 or White Labeled App option
• Worker Ranking Algorithmic Distribution
• Partner integrations
• Experience successfully launching both small and enterprise clients

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Key Value Propositions

• Speed to fill (Staffmark case study filling 40 shifts from 15 hours to under 3 minutes)
• Gross Profit per desk (HireDynamics case study improved 28% GP/Desk)
• Improve show-up rates (Staffmark case study 70% to 92%)
• Differentiate business for workers and clients
• Client engagement
• Reduce phone calls

Competition

Example: Time Saved vs. Wonolo

FAQ’s and Common Objections

1. Web app or native app
2. My workers don’t have smartphones

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