SALES PLAYBOOK

13 JANUARY 2023
INTRODUCTION

A SALES PLAYBOOK ACTS AS A ROADMAP FOR OUR SALES TEAM TO GUIDE THEM
THROUGH THE ENTIRE PROCESS OF CLOSING A SALE. FROM FINDING A LEAD TO
QUALIFYING AND CLOSING A DEAL, A PLAYBOOK OUTLINES OUR SALES PROTOCOLS,
TECHNIQUES, AND EXPECTATIONS FOR EACH REP’S PERFORMANCE.
About us

COMPANY INFORMATION
Uhura Solutions is an AI technology startup specialising in Intelligent Process Automation (IPA). The
company's HQ is in London, UK, with an R&D centre in Montenegro.

Uhura Solutions was founded in 2018 by Djuro Stojanovic, Bojan Tesic, Blazo Crvenica and Mladen
Markovic, a team of Montenegrin entrepreneurs with deep technical and financial industry knowledge and
understanding. A graduate of the Barclays Accelerator powered by Techstars in Tel Aviv, the company is
focused on helping companies automate business processes more quickly and accurately.

The company has developed an intelligent low-code document-driven process automation platform that
makes AI technology instantly accessible to businesses without extensive technical knowledge. The platform
addresses a widening AI knowledge gap, one of the biggest challenges for businesses wanting to utilise AI
technologies. As AI demands advanced competencies, it is still extremely difficult for businesses to build AI-
powered process automation.

Uhura Solutions has implemented a novel low-code approach that enables businesses to develop their own
industry-specific intelligence solutions. This approach creates a competitive advantage, making the platform
completely ‘tailorable’ for individual clients, offering flexibility and customization that many businesses look
for. Accessing sophisticated AI through the low-code platform makes automation of complex processes that
include data classification, extraction, document review and intelligent analysis easily available. The
platform allows businesses to direct fewer resources to review and process large sets of data and documents
and more resources to solve or improve specific issues requiring a human touch.

The company’s investors include SuperSeed Ventures, South Central Ventures, Newable Ventures,
Barclays and Techstars.
COMPANY’S GOALS
CREATING ONE OF THE WORLD’S BEST ENTERPRISE
CLOUD SOFTWARE COMPANIES

WINNING IN A MASSIVE MARKET

BUILDING CUTTING-EDGE SOFTWARE PRODUCTS AND

SUPERIOR GO-TO-MARKET APPROACH
PURPOSE

The pace at which technology is being developed is

breathtaking. Today, life is changing faster than ever before.
The pace of progress is accelerating, as is the acceleration of
the challenges that we face. The world has witnessed many
technological innovations that have contributed to the rise in
“TO UNLEASH HUMAN the use of online resources and the growth of the internet. The
use of artificial intelligence and technology will continue to
CREATIVITY BY AUTOMATING permeate all aspects of life.

COMPLEX BUSINESS Automation is the key to unlocking greater levels of human

creativity. By automating complex business processes,

PROCESSES.” organizations can free up time and energy for their employees
to focus on more innovative projects. Automation enables
employees to shift their focus from tedious, mundane tasks to
more creative ones, giving them the opportunity to use their
skills and talents in new and exciting ways. Ultimately,
automating complex business processes is the key to
unleashing human creativity and driving business success.
VISION

“A WORLD WHERE HUMANS CREATE AND THE UNNECESSARY IS

AUTOMATED”
POSITIONING

A LOW-CODE INTELLIGENT
PROCESS AUTOMATION (IPA) We offer a comprehensive low-code enterprise platform to
manage complex business process automation, a challenge
ENTERPRISE PLATFORM TO faced by companies of all sizes and industries worldwide.

MANAGE ALL ASPECTS OF We are operating and winning in a massive market. Driven by
our advanced technology, we are positioning to be one of the
COMPLEX BUSINESS world’s best IPA enterprise software companies.

PROCESS AUTOMATION, A To win, we are operationalising a tightly coupled go-to-market

engine that helps target the right buyers, create awareness and
CHALLENGE FACED BY generate strong interest, convert these prospects into
customers, and ensure their long-term success by delivering
COMPANIES OF ALL SIZES measurable value.

AND INDUSTRIES WORLDWIDE.

MISSION

UHURA IS THE LEADER IN Uhura’s journey is evolving from a contract intelligence solution
INTELLIGENT PROCESS to a leading IPA platform that has just “crossed the chasm” and
is being rapidly adopted by the “mainstream majority” across
AUTOMATION (IPA), WHICH IS every industry.

QUICKLY EMERGING AS THE We plan to transform ourselves from an innovative point

solution that was attractive to early adopters to a market-
ONE OF THE MAJOR AI leading safe choice for companies of all sizes, including the
most recognised global brands. Our large, untapped market
APPLICATION CATEGORIES IN provides us additional opportunity to penetrate the mainstream
majority and to build the leadership position.
ENTERPRISE SOFTWARE
OFFERING
 CUSTOMER NEEDS
One of the greatest challenges that companies face is the manual
processing of documents.

Traditionally, this process is a manual labour-intensive effort that

involves reviewing large sets of data and documents, often filled with
inaccuracies and increased costs.

These contracts often lack uniformity and are difficult to organise,

manage, and update. Most firms don’t have an efficient way of
analysing all that data.

This time-consuming process is slow, inefficient, costly.

SOLUTION

Uhura is a low-code AI platform that reads and

understands documents just as humans do.

We help businesses speed up the review and

decision-making processes by using an AI platform
that streamlines the process of analysing documents.

We use cutting-edge AI, including image and natural

language processing technology, to bring
unprecedented accuracy and speed. The platform
offers automation capabilities and can shorten
document processing time from hours to seconds.
LOW-CODE CONTRACT
INTELLIGENCE PLATFORM
We are utilising a low-code approach to help companies use AI to automate contract
analysis. Low-code for contract intelligence allows clients to use AI building blocks to
develop a contract intelligence solution that fits their needs, with no programming
knowledge.

It eliminates the need to write complex code, compile, deploy, and scale it.

Clients have access to a complete library of building blocks that they can drag-and-drop
on a graphic interface and create whole applications that include general business
processes and logic.
KEY FEATURES

EXTRACT ANALYSE SCALE

The platform allows businesses to automatically By emulating the way humans analyse Our low-code AI platform is designed to help
capture digital and scanned documents, identify documents, automated workflows allow you to business users with minimal expertise build,
and classify them in a matter of seconds, and quickly and accurately analyse large volumes of deploy and operate multiple AI solutions at
extract the data you need in record time with a data with minimal effort. scale.
high degree of accuracy.
DATA EXTRACTION AND
CONTENT CLASSIFICATION
Our solution automatically extracts all the necessary fields with the values and puts them in a table or a JSON
format for users to access and build upon easily.

The solution offers a possibility for human validation and correction, where a user can inspect the fields and
review the data with low confidence scores. A unique combination of image processing and machine learning
techniques in our pre-processing engine results in high accuracy rates between 95% and 99%.

Data extraction from documents like PDFs and scanned documents is a powerful tool for businesses looking to
optimise their processes. From customer information to financial records, data extraction can be used to
capture any type of data in a matter of seconds. With the ability to automate and streamline document
processing, data extraction makes it easier than ever for businesses to get the most out of their documents.
And, since it's done digitally, it eliminates the need for manual labour or the need to hire someone to do the job.

The platform also makes it easier to monitor and analyse the captured data. Advanced analytics allow
businesses to gain insights into their data, which can be used to increase efficiency and improve customer
experience.
ACCURATE DOCUMENT
ANALYSIS
The platform lets companies review documents more rapidly, handle vast amounts of data more easily, and
manage more effectively by building. It quickly sorts through a large volume of data and analyse documents
based on defined criteria.

By emulating the way humans analyse documents, automated workflows allow users to quickly and accurately
analyse large volumes of data with minimal effort. Creating complex, automated workflows has never been
easier. With just a few clicks, users can build simple, configurable workflows in minutes. The workflow builder is
intuitive and user-friendly, making it easy to configure the specific requirements of each workflow. With this
powerful workflow builder, users can create complex and reliable workflows that can be configured to fit their
exact needs.

Users can set up custom rules and conditions to ensure that analysis are completed in the proper order and
with the right level of accuracy. By creating a series of automated steps, companies can ensure that their
processes are carried out according to their predetermined standards.
BUILD, DEPLOY AND
OPERATE AT SCALE
Our low-code AI platform is designed to help business users with minimal expertise build,
deploy and operate multiple AI solutions at scale. The platform is designed to provide rapid
development, easy integration and cost-effective deployment of AI solutions. With our
platform, businesses can easily create solutions that are tailored to their specific needs,
and deploy them across multiple platforms at scale. This helps to reduce costs and improve
efficiency, making our low-code AI platform the ideal solution for any business.

With a single platform, users can effortlessly create multiple ML models that are tailored to
solve their unique challenges. This means that businesses can easily develop applications
for all of their departments in a fraction of the time it would take to create them using
traditional coding methods.

Users have the ability to monitor and control the models in real-time, so that they can
ensure they're performing as expected. And best of all, this platform is designed to be user-
friendly, so that even those with minimal AI experience can get up and running in no time.
Put a single platform to work across the company and unlock the power of AI.
SERVICE
DEPLOYMENT MODELS

SAAS HOSTED
Services are made available through infrastructure Services are made available through an
which is owned or controlled by Uhura organisation’s own internal infrastructure
KEY BENEFITS

OPTIMISE COSTS AND SAVE TIME

OVER 95% FASTER PROCESSING TIME

OVER 90% ACCURACY SCORE
OVER 85% COSTS REDUCTION

*KPIs measured in the user acceptance tests

COMPETITION
Existing competitors either specialise in vertical solutions with a
hard-coded logic and narrow use case (e.g. Kira, Luminance, Eigen
INDUSTRY-SPECIFIC DOMAIN EXPERTISE

Technologies, Icertis) or general business process automation (e.g.

IBM Watson, Neota Logic, Automation Anywhere, UI Path).
HIGH

Unlike our competitors, we have developed a horizontal low-code

platform that enables clients to develop their own industry-specific
contract intelligence solutions, with no programming knowledge.

The low-code approach creates a competitive advantage, making

the platform completely ‘tailorable’ for individual clients, offering
flexibility and customisation that many businesses are looking for.
LOW

This is a unique approach on the market, that can cover a wide

breadth of the market through multiple industries.

LOW HIGH
INTELLIGENT DECISIONS CAPABILITIES
OFFERS

Development Studio Enterprise Studio

Development studio is offered as a PoC option for clients that want Enterprise studio is a production offer and includes access to the
to get the know the platform and test the solution. platform with various platform and volume options, and full scope of
services for production:
Development studio includes access to the platform with 1 ML
model and up to 20k pages annually, and full scope of services for
building and testing purposes: ▪ Data extraction
▪ Document classification
▪ Data extraction ▪ Document annotation
▪ Document classification ▪ ML training
▪ Document annotation ▪ Workflow builder
▪ ML training ▪ API integration
▪ Workflow builder
▪ Profession service: building initial ML model, customization and
▪ Profession service: building initial ML model, support, guidance, integration, support, guidance, and quality assurance to ensure
and quality assurance to ensure successful testing. successful production.
▪ SaaS solution ▪ SaaS solution and Hosted solution
▪ SLA
PRICING
Our pricing is simple and combines platform and volume fees.

▪ Platform Fee – including variable ML models

▪ Page Processing Fees – volume based, the higher the volume the lower the price

▪ Additional Burst Fees – exceed expected page volumes

ML Models Annual Usage Pages Volume Price per Typical annual Additional Additional Additional
Tier Annual Platform Fee
included Fee Incl per annum page contract volume Usage fee Pages package Price per page
POC £50,000 1
1 £50,000 5 £50,000 200,000 0.25 4,000
2 £90,000 20 £90,000 500,000 0.18 10,000 £50,000 200,000 0.25
3 £150,000 50 £150,000 1,000,000 0.15 20,000 £90,000 500,000 0.18
4 £250,000 100 £250,000 2,000,000 0.13 40,000 £150,000 1,000,000 0.15
5 £500,000 200 £500,000 5,000,000 0.10 100,000 £250,000 2,000,000 0.13
6 £1,000,000 500 £1,000,000 12,000,000 0.08 240,000 £500,000 5,000,000 0.10

Annual Platform Fee Usage Fee (Page based) Usage Burst Fee
SALES PROCESS
SALES ORGANISATION
BUSINESS DEVELOPMENT SALES EXECUTION CUSTOMER SUCCESS
Business Development Representatives Sales Executives Customer Success Representatives

Lead generation: ▪ Demo ▪ Implementation

▪ Outbound lead generation ▪ Workshop ▪ Upsell
▪ Inbound lead generation ▪ Negotiate ▪ Cross sell
▪ Qualification ▪ Objection handling ▪ Renewals
▪ Contracting ▪ Churn prevention
Promotional activities
▪ Website
▪ Webinars
▪ Events
▪ PR
▪ Social
▪ Organic
▪ Paid
SALES PROCESS

Identify Outreach Meeting Demo Proposal Offer

Identifying Reaching out Running a Demo Scoping out a Documenting

leads that fit to prospects meeting to presentation solution with and signing a
our segment and qualify showcase the with the key the customer formal
and ICP inbound and value of our stakeholders and helping agreement
outbound solution for them through
leads. the customer the decision
in practice process

Business Development Sales Execution

LIFECYCLE STAGES

Lead MQL SQL Prospect Opportunity Client

Lead MQL SQL Prospect Opportunity Client

Marketing Sales qualified
A contact in the qualified lead lead A contact who A contact that A contact who
target market has been indicates the has signed a
who is not yet A contact who A contact is a qualified as an potential for a contract
engaged expressed an good fit based ideal customer deal
(one-way interest in the on the sales who would
communication) service qualification consider buying
(two-way criteria
communication)

Business Development Sales Execution

SALES STRATEGY
Land and Expand
Our Land and Expand sales strategy is based on three rules:
▪ Efficient selling involves a natural progression from one use case to multiple use cases within one client.
▪ Selling too much too soon can undermine deals and the sales cycle can be significantly prolonged.
▪ Current clients with a working use case are the best source for cross/up selling.
The sales reps should first focus on landing a small deal with an organisation. The goal is to first get the one use case in production. Once we have
the first use case, it gets considerably easier to explore opportunities for upselling and cross-selling over time.

Trials & POC

Clients will expect to try before they buy. If we need less than 1 week for trial/PoC preparation, it can be offered free of charge. If there are required
activities will last for more than 1 week, a paid PoC should be offered.
SALES CYCLE EXPECTATION

MQL Prospect Proposal

•Connect •25 days •30 days •30-120 days
•Communicate •15 days •15 days •10 – 20 days
•Validate

Discovery SQL Opportunity Contracting

Total expected deal cycle 4.5 - 8 mths

MQL
Land and Expand
Our Land and Expand sales strategy is based on three rules:
▪ Efficient selling involves a natural progression from one use case to multiple use cases within one client.
▪ Selling too much too soon can undermine deals and the sales cycle can be significantly prolonged.
▪ Current clients with a working use case are the best source for cross/up selling.
The sales reps should first focus on landing a small deal with an organisation. The goal is to first get the one use case in production. Once we have
the first use case, it gets considerably easier to explore opportunities for upselling and cross-selling over time.

Trials & POC

Clients will expect to try before they buy. If we need less than 1 week for trial/PoC preparation, it can be offered free of charge. If there are required
activities will last for more than 1 week, a paid PoC should be offered.
SDR PROSPECTING

NEXT STEPS
To make sure we get hold of the prospects we are targeting we
stick to a routine cadence when reaching out. The cadence is a
combination of different outreach tactics repeated for each
prospect in a systematic way. This give us the best chance to ▪ Handoff to sales
get our message in front of the buyers. ▪ Prospect qualified and a call scheduled

We are using the following channels: ▪ Nurture

▪ Linkedin ▪ Marketing to nurture prospect for reengage and qualify
▪ Unresponsive, bad timing/budget, feature deficit, using a
▪ Email competitive product

▪ Calling ▪ Disqualify
▪ Prospecting is no longer needed and no potential deal to
Linkedin Sales Navigator is used to defining the list of leads create
that match our ICP, and it represents an entry point to the SDR ▪ Not decision maker, not a fit, bad contact data, left the
cadence. Initial contact is made on Linkedin and then followed company
with the email or call to qualify the lead and schedule a call with
AE. This is a point where SDR hands the account off to the AE.
SALES EXECUTION
PROCESS
Stage Sales Actions Client Actions CRM Inputs Exit Criteria
MQL Communicate with the SDR team on the lead Accepts meeting invite Create a deal with the marketing A meeting with the sales rep is
qualification process. Provides information for the MEDDPICC update campaign information scheduled.
SDR team schedules initial sales call MEDDPICC updated
SQL Reviews research prior to call Attends initial meetings Meeting details updated A follow up meeting with more
Presentation and demonstration Delegate key stakeholders for the follow up meeting MEDDPICC updated people from the client organization
Sends recap / next steps email Provides information for the MEDDPICC update is agreed.
Schedules the follow up call

Prospect Presentation and demonstration to the wider group Key stakeholders attend the meetings Meeting details updated An initial engagement has been
Sends recap / next steps email Prepare/review initial engagement documents. Documents attached to deal prepared (NDA, Technical overview,
Schedules the follow up call Provides information about the key MEDDPICC elements. MEDDPICC updated PoC requirements).

Opportunity Customise presentation and incorporate use cases Key stakeholders attend the meetings Meeting details updated Commercial proposal requested
Meeting with the decision makers and key Discusses the use case, PoC/trial and pricing Documents attached to deal
stakeholders Provides information for the MEDDPICC update MEDDPICC updated
Send recap / next steps email
Proposal Proposal drafted and sent Key stakeholders attend the meetings Meeting details updated Commercial proposal accepted
Proposal meeting scheduled Agrees on the commercial proposal Documents attached to deal
Loop in Legal, Technical Support, and other Provides information for the MEDDPICC update MEDDPICC updated
stakeholders as necessary
Contracting Send general terms and ordering document and Coordinates with the internal legal department contract Meeting details updated General terms and ordering
review with client finalisation Documents attached to deal document signed
Provides necessary billing information MEDDPICC updated
Provides information for the MEDDPICC update
Closed Won Introduces CS and implementation team Returns signed contract Documents attached to deal Kick-off meeting scheduled with CS
Provides information for the MEDDPICC update MEDDPICC updated and implementation team
SCOPING

INITIAL CALL FOLLOW UP CALL

In the first meeting, our purpose is for the customer to In the follow-up demo meeting, the objective is for the customer
understand the company's offering on a high level and to understand the use cases related to their business, and what
determine on a practical level the value of our platform. is the tangible value of our platform.
From the sales perspective, we aim to understand how the From a sales perspective, we aim to understand what use case
prospect does business and link our offering to practical use would be feasible, match the customers' needs, and provide the
cases they would see the value. most value.

Meeting structure (45 min) Meeting structure (45 min)

▪ Introductions (5min) ▪ Introductions (5min)
▪ Sales deck and product demo (10min) ▪ Recap from the previous session (5 min)
▪ Needs analysis (15min) ▪ Product demonstration (15 min)
▪ Identifying use cases (10min) ▪ Discussion (15 min)
▪ Next steps (5min) ▪ Next steps (5 min)
SALES CRM HUBSPOT

TECH
STACK
SOURCING LINKEDIN

OUTBOUND AUTOMATION DRIPIFY

COMMUNICATION MICROSOFT TEAMS

IDEAL CUSTOMER
PROFILE
IDEAL CUSTOMER PROFILE (ICP)
VERTICAL FINANCIAL SERVICES

CATEGORY RISK, REGULATION, AND COMPLIANCE

OUR IDEAL CLIENT IS A

COMPANY SIZE 1,000+ EMPLOYEES RISK, REGULATION, OR
COMPLIANCE TEAM OF
GEOGRAPHY US, UK, EU AT LEAST 10 PEOPLE AND
THE BUDGET OF AT
LEAST £1 MILLION WITHIN
BUDGET £1M+ THE FINANCIAL SERVICES
COMPANY WITH MORE
THAN 1,000 EMPLOYEES
SENIORITY LEVEL DIRECTOR, VP, CXO, OWNER, PARTNER
IN THE US, UK OR EU.
CUSTOMER PERSONAS
BOARD MEMBER, PARTNER,
CXO, VP, DIRECTOR, HEAD

PERSONA 1: RISK, REGULATION AND COMPLIANCE

PERSONA 2: OPERATIONS AND BUSINESS DEVELOPMENT
PERSONA 3: INFORMATION, INNOVATION, TRANSFORMATION
 PERSONA 1: RISK, REGULATION
AND COMPLIANCE
POSITION WHAT IS A SUCCESS
RISK MANAGEMENT, RISK AND REGULATION, REGULATORY INCREASED REGULATORY
ENSURE COMPANY REQUIREMENTS,
COMPLIANCE, BUDGET,
INTERNAL POLICIES TIME DELAYS,
AND FRAMEWORKS
COMPLIANCE, DIGITAL RISK SOLUTIONS & INNOVATION, CREDIT IMPLEMENTED,
RESOURCE COMPANY’S OVERALL
CONSTRAINTS, RISK EXPOSURE
BAD PRESS, MINIMISED,
SHAREHOLDER
RISK, CISO, INTERNAL AUDIT
RISK, CREDIT AND FRAUD RISK LEVERAGE
PRESSURESTECHNOLOGY FOR BETTER RISK PREDICTIONS.

ROLE BIGGEST CHALLENGES

RESPONSIBLE FOR OVERSEEING AND MANAGING FINANCIAL RISK, NON-FINANCIAL
RISK, AND BUSINESS CONTINUITY ISSUES. RESPONSIBILITY RANGE FROM INCREASED REGULATORY REQUIREMENTS, BUDGET, TIME DELAYS,
10+ YEARS’ EXPERIENCE, RANGING FROM BACHELOR TO MBA
OVERSEEING AND MANAGING INTERNAL RISK AND FINANCIAL RISK TO COORDINATE RESOURCE CONSTRAINTS, BAD PRESS
REGULATORY AND COMPLIANCE REQUIREMENTS.

PERFORMANCE MEASURED BY CONTACT PREFERENCE

RISK EXPOSURE, REPUTATIONAL RISK LINKEDIN, EMAIL, PHONE

REPORTS TO EVALUATION PROCESS

BOARD, C-SUITE RESEARCH VIA WHITEPAPER, CASE STUDY, TRIAL

CASE STUDY, WHITEPAPERS, TRIAL

DIRECT REPORTS MOTIVATION

VPS, MID-LEVEL MANAGERS IMPROVEMENT

RECENT INCIDENTS, RISK AND COMPLIANCE IMPROVEMENT

PERSONAL PROFILE WHAT CLOSE THE DEAL

ENSURE COMPANY COMPLIANCE, INTERNAL POLICIES AND FRAMEWORKS
IMPLEMENTED, COMPANY’S OVERALL RISK EXPOSURE MINIMIZED, HOW PROVIDING THE VALUE WITH REAL-TIME, REAL-WORLD EXAMPLES OF HOW
10+ YEARS’ EXPERIENCE, RANGING FROM BACHELOR TO MBA
TO LEVERAGE TECHNOLOGY FOR BETTER NON-COMPLIANCE COMPANIES DECREASED RISK.
PREDICTIONS.
 PERSONA 2: OPERATIONS AND
BUSINESS DEVELOPMENT
POSITION WHAT IS A SUCCESS
RISK MANAGEMENT, RISK AND REGULATION, REGULATORY INCREASED REGULATORY
DECREASED OPERATIONALREQUIREMENTS,
COSTS, PROJECT BUDGET, TIME DELAYS,
COMPLETION ON
OPERATIONS, BUSINESS DEVELOPMENT, EXECUTIVE AND
COMPLIANCE, DIGITAL RISK SOLUTIONS & INNOVATION, CREDIT RESOURCE
TIME CONSTRAINTS,
AND BUDGET, BAD PRESS,
NEW CONTRACT SHAREHOLDER
WIN, INCREASED REVENUE,
MANAGING OFFICE
RISK, CREDIT AND FRAUD RISK, CISO, INTERNAL AUDIT PRESSURES
BRAND REPUTATION,

ROLE BIGGEST CHALLENGES

RESPONSIBLE FOR OVERSEEING AND MANAGING FINANCIAL RISK, NON-FINANCIAL
PLANS, DIRECT, AND OVERSEE THE COMPANY’S OPERATIONAL GOALS, INITIATIVES
RISK, AND BUSINESS CONTINUITY ISSUES. RESPONSIBILITY RANGE FROM BUDGET, TIME DELAYS, RESOURCE CONSTRAINTS, SHAREHOLDER
AND POLICIES, RESPONSIBLE FOR BALANCING LONG-TERM AND SHORT-TERM 10+ YEARS’ EXPERIENCE, RANGING FROM BACHELOR TO MBA
OVERSEEING AND MANAGING INTERNAL RISK AND FINANCIAL RISK TO COORDINATE PRESSURES
PLANS TO GROW THE COMPANY EFFICIENTLY.
REGULATORY AND COMPLIANCE REQUIREMENTS.

PERFORMANCE MEASURED BY CONTACT PREFERENCE

RISK EXPOSURE,
PROFIT REPUTATIONAL
AND LOSS, PRODUCTIVITYRISK LINKEDIN, EMAIL, PHONE

REPORTS TO EVALUATION PROCESS

BOARD, C-SUITE RESEARCH VIA WHITEPAPER, CASE STUDY, TRIAL

CASE STUDY, CONFERENCES, TRIAL

DIRECT REPORTS MOTIVATION

VPS, MID-LEVEL MANAGERS RECENT

COST INCIDENTS, IMPROVEMENT
OPTIMISATION, INCREASED PRODUCTIVITY

PERSONAL PROFILE WHAT CLOSE THE DEAL

ENSURE COMPANY COMPLIANCE, INTERNAL POLICIES AND FRAMEWORKS
PROVIDING THE VALUE WITH REAL-TIME, REAL-WORLD EXAMPLES OF HOW
IMPLEMENTED, COMPANY’S OVERALL RISK EXPOSURE MINIMIZED, HOW
10+ YEARS’ EXPERIENCE, RANGING FROM MBA TO PHD COMPANIES SAVE SIGNIFICANTLY MORE MONEY THAN WHAT THEY
TO LEVERAGE TECHNOLOGY FOR BETTER NON-COMPLIANCE
INVEST.
PREDICTIONS.
 PERSONA 3: INFORMATION,
INNOVATION AND TRANSFORMATION
POSITION WHAT IS A SUCCESS
RISK MANAGEMENT, RISK AND REGULATION, REGULATORY INCREASED
UP-TO DATE REGULATORY REQUIREMENTS,
WITH THE LATEST BUDGET,
INDUSTRY TRENDS, TIME DELAYS,
DATA
DATA & ANALYTICS, DATA STRATEGY & GOVERNANCE, STRATEGY
COMPLIANCE, DIGITAL RISK SOLUTIONS & INNOVATION, CREDIT RESOURCEAND
SECURITY CONSTRAINTS, BAD PRESS,
PRIVACY SECURED, BESTSHAREHOLDER
TECHNOLOGY VENDORS
DELIVERY, INNOVATIONS, TRANSFORMATIONS, DIGITAL ASSETS.
RISK, CREDIT AND FRAUD RISK, CISO, INTERNAL AUDIT PRESSURES
AND PARTNERS SELECTED

ROLE BIGGEST CHALLENGES

RESPONSIBLE FOR OVERSEEING AND
THE ORGANISATION’S TECHNOLOGY
MANAGING FINANCIAL AND
RISK, NON-FINANCIAL
RISK, AND BUSINESS
INNOVATION RELATEDCONTINUITY
STRATEGIESISSUES. RESPONSIBILITY
AND INITIATIVE. RANGE FOR
RESPONSIBLE FROM
MANAGING SECURITY AND DATA PROTECTION, LEGACY INFRASTRUCTURE, IT
10+ YEARS’ EXPERIENCE, RANGING FROM BACHELOR TO MBA
OVERSEEING
DIGITAL AND MANAGING
TRANSFORMATION INTERNAL
AND RISK AND FINANCIAL
THE CHAMPIONING RISK TOTHROUGHOUT
AGILE PRACTICE COORDINATE SKILL GAPS.
REGULATORY
THE COMPANY.AND COMPLIANCE REQUIREMENTS.

PERFORMANCE MEASURED BY CONTACT PREFERENCE

RISK EXPOSURE,
TECH REPUTATIONAL
STACK OPTIMISATION, RISK
INFORMATION SECURITY LINKEDIN, EMAIL, PHONE

REPORTS TO EVALUATION PROCESS

BOARD, C-SUITE RESEARCH VIA WHITEPAPER,

PEER GROUPS,CASE
CASESTUDY,
STUDY,TRIAL
TRIAL

DIRECT REPORTS MOTIVATION

VPS, MID-LEVEL MANAGERS RECENT INCIDENTS,

TECHNOLOGY IMPROVEMENT
IMPROVEMENT, SECURITY IMPROVEMENT

PERSONAL PROFILE WHAT CLOSE THE DEAL

ENSURE COMPANY COMPLIANCE, INTERNAL POLICIES AND FRAMEWORKS
IMPLEMENTED, COMPANY’S OVERALL RISK EXPOSURE MINIMIZED, HOW PROVIDING THE VALUE WITH REAL-TIME, REAL-WORLD EXAMPLES OF HOW
10+ YEARS’ EXPERIENCE, RANGING FROM BACHELOR TO PHD
TO LEVERAGE TECHNOLOGY FOR BETTER NON-COMPLIANCE TECHNOLOGY DECREASE COMPLEXITY AND TECHNICAL REQUIREMENTS.
PREDICTIONS.
MEDDPICC
 MEDDPICC
We are using MEDDPICC as a strategic sales methodology
that helps us qualify and close deals better and faster.
MEDDPIC stands for Metrics, Economic Buyer, Decision
Criteria, Decision Process, Paper Process, Implicate Pain,
Champion, Competition.
The MEDDIC sales process helps to:
▪ Document the answers to the metrics-related questions.
▪ Identify the economic buyer and confirm understanding
of the key challenges and metrics-related answers.
▪ Identify the decision-making process and confirm with
the economic buyer and key stakeholders. Ensure there
are no surprises.
▪ With key stakeholders, economic buyer, and champion,
uncover the decision-making criteria.
▪ By this point, we have a sense of crucial challenges but
now must drill down to identify the pain point the
customer will pay to solve.
▪ As we work to identify the central pain point, identify who
needs this problem solved most. Can this individual, or
these people, become champions?
MEDDICC PIPELINE DEVELOPMENT
DISCOVERY (MQL) SCOPING (SQL/DEMO) OPPORTUNITY PROPOSAL CONTRACTING
IMPLICATE PAIN IMPLICATE PAIN
1. Pain identified 1. Pain identified
2. Business implication confirmed 2. Business implication confirmed
3. Compelling event identified 3. Compelling event identified

METRICS METRICS METRICS

1. Use case identified 1. Use case identified 1. Use case identified
2. Metrics confirmed 2. Metrics confirmed 2. Metrics confirmed
3. Prospect agrees on ROI 3. Prospect agrees on ROI 3. Prospect agrees on ROI

CHAMPION CHAMPION CHAMPION

1. Champion identified 1. Champion identified 1. Champion identified
2. Power and influence confirmed 2. Power and influence confirmed 2. Power and influence confirmed
3. Actively sells for us 3. Actively sells for us 3. Actively sells for us
DECISION CRITERIA DECISION CRITERIA
1. Key decision criteria identified 1. Key decision criteria identified
2. Business decision criteria confirmed 2. Business decision criteria confirmed
3. Technical decision criteria confirmed 3. Technical decision criteria confirmed
DECISION PROCESS DECISION PROCESS

1. Decision process and timeline identified 1. Decision process and timeline identified
2. Business evaluation process confirmed 2. Business evaluation process confirmed
3. Technical evaluation process confirmed 3. Technical evaluation process confirmed

COMPETITION COMPETITION
1. Competition identified 1. Competition identified
2. Strengths and weaknesses identified 2. Strengths and weaknesses identified
3. Our key differentiators confirmed 3. Our key differentiators confirmed

ECONOMIC BUYER ECONOMIC BUYER ECONOMIC BUYER

1. EB identified 1. EB identified 1. EB identified
2. EB met and next steps confirmed 2. EB met and next steps confirmed 2. EB met and next steps confirmed
3. Purchase commitment confirmed 3. Purchase commitment confirmed 3. Purchase commitment confirmed
PAPER PROCESS PAPER PROCESS PAPER PROCESS
1. Procurement process identified 1. Procurement process identified 1. Procurement process identified
2. Legal process identified 2. Legal process identified 2. Legal process identified
3. T&C and Order confirmed 3. T&C and Order confirmed 3. T&C and Order confirmed
MEDDPICC - IMPLICATE PAIN
IMPLICATE PAIN
The goal is to figure out what pains our product is Qualified opportunity Example
solving. Understanding the specific hard pain points
our customer has and how our product might be able The prospect can articulate the pain points, ▪ ABC Company needs to deliver X project by end
to solve them can help we tailor our pitch. understands the impact, and knows they would of year, but they’re having some technical issues
genuinely benefit from your products or services that are causing major delays. It may not be done
Questions to ask to Implicate Pain: (and your sales team is confident they can in time, in which case they’ll incur a $50K fine.
▪ What problem are you currently facing? demonstrate why it’s helpful to the prospect). Your product can solve these technical issues and
▪ What is the actual pain at the company which ensure on-time delivery, saving their reputation
would require your product/service to be relieved and a hefty penalty.
▪ Why do they have to buy?
▪ Why do they have to buy from us?
▪ Why do they have to buy now?
▪ What is preventing or stopping the customer from
doing anything?
Unqualified opportunity Deal Properties
▪ What is the consequence of doing nothing?
▪ How big of a pain point is it?
The prospect cannot identify any relevant pain points 1. Pain identified
▪ Is there a deadline that the customer needs to
and/or the pain isn’t compelling enough for them to 2. Business implication confirmed
solve this pain point by?
take action. In these cases, it’s unlikely that your 3. Compelling event identified
sales team can confidently demonstrate the value of
your products or services.
MEDDPICC - METRICS
METRICS
What does our prospect hope to accomplish using Qualified opportunity Example
our product or service? A metric should be a
quantifiable measure of the value your organization’s The prospect has a clear, measurable metric for ▪ Current state: They have 15 people working
products or services can provide. You will use this determining the value of your product or service. For fulltime to keep the systems running and up-to-
metric to prove ROI and help the customer build a example, how much time or money they can save as date.
business case. a result of implementing your offering. ▪ Future state: With a systems management
solution, the client can automate a good part of
Questions to ask to understand Metrics: the daily recurring jobs. That would free up their
▪ What are your overall goals (cost reduction, IT staff to run the systems with just 5 FTEs. A cost
revenue increase)? reduction of 10 FTEs, or $500,000 per year.
▪ What is the most critical metric for the company?
▪ What is the economic impact of the solution?
▪ How would a new solution impact your goals?
Unqualified opportunity Deal Properties

The prospect’s metrics are ambiguous; it is unclear 1. Use case identified

how they will determine the difference your product 2. Metrics confirmed
or service makes. 3. Prospect agrees on ROI
MEDDPICC - CHAMPION
CHAMPION
The champion is the person inside the prospect who Qualified opportunity Example
is rooting for us to win. They are the ones who would
benefit most from our solution and can be an Someone within the prospect’s organization has a ▪ David Stearn, COO, has a personal target of 20%
essential voice around the table when the decision is vested interest in purchasing your product or process time reduction, and leading a
made. Although most often the champion and service, and your sales team is reasonably confident transformation project within the company.
decision-maker are different people, our champion is they will advocate for your product or service, even
our best advocate back to the decision-maker. when you’re not present.

Questions to ask to identify our Champion:

▪ Will you introduce me to the most important
people in the buying process?
▪ Are you willing to go to bat for us against any
detractors?
▪ Have there been examples where you could
Unqualified opportunity Deal Properties
successfully sell in a solution like this?
▪ Do you have the faith of your boss?
You cannot identify a champion who has the right 1. Champion identified
▪ What are the key objections you know we need to
level of advocacy or influence and/or they are 2. Power and influence confirmed
overcome?
reluctant to help connect you with others in the 3. Actively sells for us
▪ What is the best way to sell in this solution to the
organization, such as the economic buyer.
most senior folks in the room?
MEDDPICC - DECISION CRITERIA
DECISION CRITERIA
How will the prospect evaluate your product or Qualified opportunity Example
service compared to other vendor offerings?
Decision criteria can extend from ease of use to The prospect’s evaluation criteria matches their ▪ Cost savings – Metrics like reduced FTE and cost
implementation time to price. These criteria are metrics for determining success and/or are per client
typically categorised based on financial, technical, reasonable in regard to the product or service ▪ Increase in sales or market share
and legal or regulatory requirements. offered. The economic buyer has signed off on the ▪ Return on investment, cost vs. return for time
The customer’s RFI / RFP (request for information / decision criteria, and your sales team is confident period (eg. 18 months), or a factor of 5 years (eg.
proposal) will give you a good idea what their that your offering can satisfy them. 5x)
decision criteria is. ▪ Time to market
▪ Risk mitigation & compliance

Questions to ask to understand the Decision Criteria:

▪ Are there multiple buyers that are defining your
criteria?
Unqualified opportunity Deal Properties
▪ What is the most important decision you need to
make in your process?
Your team can’t determine how the prospect will 1. Key decision criteria identified
▪ Have you laid out how you will make sure all of
decide whether or not to purchase your product, or 2. Business decision criteria confirmed
your criteria areas are met during our evaluation
they seem to have decision criteria that you can’t 3. Technical decision criteria confirmed
process?
satisfy or that has little alignment with the value your
offerings provide.
MEDDPICC - COMPETITION
COMPETITION
This one is pretty simple: who are we up against? It’s Qualified opportunity Example
crucial to understand other products that do partial
or similar jobs, consultants who are delivering We can identify all of the competitors, their offering, ▪ DocuSign has a contract with the client on
services to help solve this problem, and even champions, relationships with the key stakeholders. eSignature and has already offered DocuSign
employees at the company who may be displaced by We understands how evaluation criteria matches Insight.
a product like yours. All of these are competitors, competitors’ offers and key differentiation points in ▪ Internal team is developing a solution for the last
and mapping the landscape and understanding your comparison to our offer. 12 months.
competitive advantages and disadvantages could be ▪ Outsource companies in India manually process
the difference between getting the deal done and documents.
missing out.

Questions to ask to understand our Competition:

▪ What other companies besides us are you
thinking about?
Unqualified opportunity Deal Properties
▪ Are there things you wish we did differently?
▪ Why would we not win this deal?
We cannot identify competitors, their offering, 1. Competition identified
▪ We respect our competition, and I’d be interested
champions and relationships with the key 2. Strengths and weaknesses identified
in what you think of them?
stakeholders. No understanding between decision 3. Our key differentiators confirmed
▪ Would you let me know if we were running behind
criteria and competitors offering.
a competitor in this evaluation?
MEDDPICC - ECONOMIC BUYER
ECONOMIC BUYER
The economic buyer actually has the authority to Qualified opportunity Example
make or approve the purchase. They’re the ones
who ultimately hold the budget to make the go/no-go Your sales team can identify all of the key decision ▪ CEO sponsored initiative, Eric Murray, SVP of
on the deal. Be prepared to meet your economic makers, including the economic buyer, and knows Strategy is driving project day to day and has a
buyer and talk through your business case in detail how and when to get in touch with them. You also discretionary budget for the project
(closely linked to your solution capabilities). know how to establish credibility with the economic
buyer, such as the objectives they want to achieve.

Questions to ask to identify the Economic Buyer:

▪ Who is responsible for the final signoff?
▪ Would they need to see the product?
▪ Does the buyer need to use the product before
signature?
▪ Will they allocate budget, based on the cost
Unqualified opportunity Deal Properties
justification, to this project?
▪ In what timeframe does they want a solution?
Unqualified opportunity: It is unclear who is in charge 1. EB identified
of purchasing or budgeting in the prospect’s 2. EB met and next steps confirmed
organization, or the other contacts are reluctant to 3. Purchase commitment confirmed
introduce you to the economic buyer (which could
be a red flag for the opportunity).
MEDDPICC - DECISION PROCESS
DECISION PROCESS
What does the prospect’s decision-making process Qualified opportunity Example
look like? What steps are involved, who will be
involved, how long will it take, and what are the The prospect’s decision-making process is clear at ▪ Opportunity start date: 1 May (Day 0)
possible bottlenecks or pain points that may prevent all stages; your sales team can identify who is in ▪ NDA signed (Day 1)
or slow down the deal? charge of decision making at each level and why. ▪ Vendors perform solution overview presentation
Questions to ask to understand the Decision (Day 5)
Process: ▪ Product demonstrations (Day 8)
▪ Can you take me through the steps you want to ▪ PoC started (Day 15)
take to make a decision? ▪ PoC completed (Day 30)
▪ What are the specific events they will use to ▪ Vendor selection and negotiations finalised (Day
evaluate a solutions 45)
▪ Who will be involved in each event of the decision
process?
▪ What are the timeframes associated with each
Unqualified opportunity Deal Properties
event?
▪ Is there a need for a PoC? Does the PoC have
The prospect’s decision-making process is 1. Decision process and timeline identified
defined start and end date?
ambiguous. Steps aren’t clearly defined, the timeline 2. Business evaluation process confirmed
▪ Is it possible to lay out how we can engage with
is well understood, and your sales team is not 3. Technical evaluation process confirmed
you at different stages of the decision process?
confident they would know why they may lose the
deal.
MEDDPICC - PAPER PROCESS
PAPER PROCESS
What is the process for getting everything agreed Qualified opportunity Example
upon and signed once the buyer states interest?
How will pricing be determined? Who is in charge of We know exactly how they are prepared to offer ▪ Contracting start date: 1 Jun (Day 0)
actually signing the contracts, and are you able to payment, they can clearly explain what payment ▪ Legal to review and approve T&C and Ordering
contact them? Is your own team prepared to offer a entails to the prospect, and they know exactly who document before final signature (Day 15)
swift and simple process for paperwork? the key decision makers who have to sign off on the ▪ Procurement to review and give approval for
paperwork are and what they will require to sign. signing ahead of final signature (Day 20)
Questions to ask to understand the Paper Process: ▪ Eric Murray, SVP of Strategy to sign agreement
▪ Can you help me understand the contracting (Day 30)
process at your company? Who will be involved
and what does it typically entail?
▪ Is there anything I can share ahead of time that
would make the legal process simpler?
▪ Are there any new people I should be introduced
Unqualified opportunity Deal Properties
to that would help us get this signature done
faster?
We are unsure how they will negotiate pricing or 1. Procurement process identified
▪ How much time does the legal process typically
contract signing with the prospect, they don’t know 2. Legal process identified
take?
to whom they will have to speak to begin these 3. T&C and Order confirmed
▪ When could I get introduced to your procurement
negotiations or what these stakeholders will need
team to start the process?
from them, and/or they aren’t prepared to offer a
quick and easy plan for payment.
SDR WORKFLOW
CADENCE
SDR CADENCE –
NEW PROSPECTS
Linkedin cadence
▪ Day 1: Send an invite
If the invite is accepted:
▪ Day 1: Endorse skills
▪ Day 1: Message 1
▪ Day 4: Message 2
▪ Day 8: Message 3
▪ Day 13: End of sequence
If the invite is not accepted:
▪ Day 4: Follow
▪ Day 7: View profile
▪ Day 10: End of sequence
SDR CADENCE –
MESSAGING
Linkedin messaging
▪ Day 1: Send an invite
Hi %%first_name%%, I'm with Uhura Solutions, an AI platform that reviews complex documents for risk & compliance
purposes, just as humans do. We offer AI-powered analysis and automation that can shorten document processing time from
hours to seconds. Any interest in connecting to discuss?
▪ Day 1: Message 1
Hi %%first_name%%, great to be connected! We work with businesses who have to review complex agreements for risk &
compliance purposes and provide them with a platform that analyses documents automatically through AI. It’s a flexible
system that does an accurate first read-through, highlighting any areas for concern, according to what each client is looking
for. It saves considerable time and hence money, against manual work. Is this something you’d be interested in finding out
more about?
▪ Day 4: Message 2
Hi %%first_name%%, I appreciate you connecting with me! If you would like to learn more how our AI-based document
intelligence technology, please let me know!
▪ Day 8: Message 3
Hi %%first_name%%, I appreciate we don’t yet know each other, but would you be potentially interested in an AI-based
document review solution? If you are not the right person to discuss this with, can you point me in the direction of your
colleague who might be interested? Looking forward to hearing from you!
▪ Day 13: End of sequence
SDR CADENCE -
FOLLOW UP
In case that contact accept the invite, a follow up sequence is initiated:

▪ Day 3: Follow up 1
▪ Day 7: Follow up 2
▪ Day 14: Follow up 3
▪ Day 45: Follow up 4
▪ Day 60: End of sequence

Follow up 1 and 2 are Q&A part. This is where the conversation is live and we are mostly answering questions,
sending Calendly links, Client Decks and reminding people that they didn’t answer or book a call.
In the Follow up 2 phase we are trying other things such as looking what they posted on Linkedin, speaking about
specific use cases that they may be interested, mentioning our successful communications, etc. Even when we use
these ‘templates’ we are always trying to modify them to look natural in the conversation. There is a lot of other
messages we have in our bases, we are collecting them every day when there is an interesting new question from
the lead, when something specific happens, etc.
SDR CADENCE -
FOLLOW UP 1
Day 3: Follow up 1
▪ Great to be connected, %%first_name%%. Uhura Solutions helps businesses deal with complex documents and provides a platform
that automatically reads, understands, and analyses those documents. Please find attached our Client Deck. What would be a typical
document you have to review repeatedly in your team's everyday operations that you would like to automate? Have a great day!
▪ Hi %%first_name%%, yes Uhura platform has a variety of Use Cases from this field. I believe a 30min call would be very beneficial, I
will share with you the Calendly link and you can book a call at the time that suits you best. https://calendly.com/uhura-
solutions/30min
▪ (When someone says to follow up him after a while): Hi %%first_name%%, looking forward to catching up with you and continuing
our discussion. In the meantime, I am sharing with you our Deck so that you can become more familiar with what the platform is
capable of. Please let me know when you are available. Have a great day!
▪ Thanks for your question, %%first_name%%. Yes, we have developed use cases connected to the field of %%first_name%%. What
do you think about arranging a 30min call where we can discuss this further? You can send invitations to your colleagues, as well. I
believe this would be the most efficient way, and surely beneficial! Here is the Calendly link where you can book a slot at the time
that suits your calendar the best: https://calendly.com/uhura-solutions/30min
▪ Thanks for your comment, %%first_name%%. Let me share with you a couple of information about the Uhura platform. It deals with
all forms of docs - structured or unstructured, and doc types (contracts, financial statements, reports, etc.). It automatically reads,
understands, and analyses those documents, outputting with decision-making! It's great that you are interested in lending because
we have a perfect use case that can make a significant reduction in time and operational costs through lending document
processing.
▪ We can arrange a call to discuss this further. Have a great day!
SDR CADENCE -
FOLLOW UP 2
Day 7: Follow up 2
▪ Hi %%first_name%%, how are you? I didn't see your name in our Calendly list and was wondering if you had
issues with scheduling a call. If so, I can schedule it directly, just give me your mail and your most suitable time. I
would be very sorry if %%first_name%% is when you are available, and we don't set up a call because I believe it
would be mutually beneficial. Have a great day!
▪ Hi %%first_name%%, hope you are doing great! I was wondering if you had time to go through the email that my
colleague, %%first_name%%, sent you. If so, do you have any feedback for me?
▪ Hi %%first_name%%, how are you? Regarding our previous conversation did you have enough time to check out
our website and go through the material I've sent you?
▪ Hi %%first_name%%, how are you? I appreciate the fact you wanted to schedule a demo and I am still looking
forward to seeing your name on our meeting list! Is this a good time for you to reconnect?
▪ Hi %%first_name%%, how are you? Is this a good time for you to reconnect? I would be very open to further
discussion about the Uhura platform, to see where it can fit %%first_name%% needs. Please let me know. Have a
great day!
▪ + mentioning that we are listed as Major Players in Contract Intelligence, sometimes going through Lead’s Ln
profile, and catching up with what they posted, sometimes searching for information about the company and trying
to talk about the right use case that they might be interested in, sometimes mentioning that we are successfully
progressing in communication with %%first_name%%, %%first_name%%, %%first_name%%…
SDR CADENCE -
FOLLOW UP 3
Day 14: Follow up 3
▪ Hi %%first_name%%, hope that you are well. The last time I got feedback from you, you
showed interest in the Uhura platform. I am sure e-meeting you would be mutually beneficial.
All the best!
SDR CADENCE -
FOLLOW UP 4
Day 45: Follow up 4
▪ ‘If you are still interested, please, let me know’ message.
▪ If no reply within 45 days, deal becomes Cold deal: Not a fit / No reply
SDR CADENCE -
FOLLOW UP EMAIL 1
On customer’s request, we are sending client deck with more information about the company.
Template 1
Hi %%first_name%%,
Thanks for the response on LinkedIn.
Uhura – profile:
Uhura a UK headquartered technology is four years old and have been through several investment rounds since inception, with the investor base including Barclays, TechStars,
South Central Ventures and SuperSeed. We have several live clients and are currently in scaling mode globally with the aim of completing a significant Series A round in 2023.
We are an Ai platform that delivers across a range of industries and use cases with our primary focus on automating the Financial Services industry. We are successfully
progressing in communication with organisations such as UBS, Barclays, S&P Global, PwC, Deloitte, KPMG & Alix Partners, among a range of others.
Our differentiators:
We have a unique offering for 3 main reasons:
1) We are a platform that enables organisations to build their own models against a variety of use cases, rather than being one model.
2) We apply significant machine learning through the intelligent document processing part of the ingestion, giving us unrivalled accuracy rates on a very small document set.
We are experiencing over 95% accuracy on our models on less than 100 documents for a training set.
3) With the application of NLP following analysis and extraction, we can enable organisations to make intelligent decisions as a human would be able to do.
We are a low code platform, cloud based when combined with the above gives us a significant speed to market advantage and cost/time efficiencies that are unseen in the Ai
space currently.
Please find attached our Client Deck.
SDR CADENCE -
FOLLOW UP EMAIL 2
Template 2
Hi %%first_name%%,
Thanks for the response on my colleague’s, %%contact_name%%, LinkedIn.
Uhura is an AI platform that delivers across a range of industries and use cases with our primary focus on automating the Financial
Services industry. We are successfully progressing in communication with organisations such as UBS, Barclays, S&P Global, PwC,
Deloitte, KPMG & Alix Partners, among a range of others. We are sure that arranging a call would be mutually beneficial! You can use
our Calendly link to arrange it at the time that suits you the best: https://calendly.com/uhura-solutions/30min
Our differentiators:
We have a unique offering for 3 main reasons:
1) We are a platform that enables organisations to build their own models against a variety of use cases, rather than being one model.
2) We apply significant machine learning through the intelligent document processing part of the ingestion, giving us unrivalled
accuracy rates on a very small document set. We are experiencing over 95% accuracy on our models on less than 100 documents for
a training set.
3) With the application of NLP following analysis and extraction, we can enable organisations to make intelligent decisions as a human
would be able to do.
We are a low code platform, cloud based when combined with the above gives us a significant speed to market advantage and
cost/time efficiencies that are unseen in the Ai space currently.
Please find attached our Client Deck. In addition, I am here if I can assist you with anything else.
SDR CADENCE -
RECONNECTION
If there are no interaction for more than 60 days, a reconnection sequence is initiated. The communication is based
on the content we published - blog posts, white papers, reports. This content is incorporated into the sales cadence
to provide even more value to our prospects. We tailor the pieces depending on the prospect's situation at hand.
Linkedin cadence
▪ Day 1: Message 1
Artificial Intelligence is becoming a game changer in the mortgage document processing space! Some thoughts
from me in this latest blog post. What can AI really do for your business? I would appreciate your feedback and
thoughts in this area! https://lnkd.in/e3wyA7mg
▪ Day 6: Message 2
Hi %%first_name%%, my latest blog post discusses how Artificial Intelligence is revolutionising Mortgage Document
Processing. I would love to discuss how our AI service could benefit you in further detail! https://lnkd.in/e3wyA7mg
▪ Day 13: Message 3
Hi %%first_name%%, hope you have a great week! In fast-paced, highly regulated areas like mortgaging, it’s crucial
to find ways to streamline tasks without compromising accuracy or regulatory standards. If you would like to learn
how to leverage the power of Intelligent Document Processing, please let me know!
▪ Day 33: End of sequence
 DJURO STOJANOVIC, CEO & CO-FOUNDER
[email protected]
+44 20 3287 8808
HTTPS://UHURASOLUTIONS.COM/
6TH FLOOR, 9 APPOLD STREET, LONDON, EC2A 2AP, UK