led” sales motion with a focus on the solutions/sales engineering teams and the buyer; and iii) Enhancing the buyer experience by serving up relevant collateral and content, at the right time in the sales process, focused uniquely on the buyer’s needs. Engagement Efficiency / Sales Process Automation Engagement today is defined by email as a central pillar of business communication, flanked by social channel, on-site communication, and mobile-first conversations. Inherently asynchronous in nature the majority of the time, this new dialogue standard supports the ability to leverage tools, methods and workflows that hyper-charge efforts and provide “sellers” with the ability to cast a much wider net and touch a far broader potential audience. By virtue of all of these things, however, many channels and approaches to outreach (initial outreach in particular) have become saturated with “spray and pray” attempts at feigning personalization and failing miserably as manifested by [INSERT NAME HERE] and blasted to the billions. To stand out and garner audience in this new normal, businesses need to find ways to i) be efficient in their approach to contacting high volumes of potential prospects, ii) meet said prospects in the places they live and spend their day, iii) deliver a perception of a one-to- one, individualized conversation, iv) surface and address an acute pain point or need to garner attention, v) address said need or want with relevant a piece data, information, promotion or offer to help reduce friction in the buying process, and vi) drive urgency as to why now is the time to cross the finish line on the marathon that is the path to purchase. - 3 -