Your Company's Playbook
Everything you need to sell Your Product
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First things first. Let’s start with your elevator pitch. What, in a nutshell, is your product? When asked, we say something like this:
DEVELOPING YOUR PITCH
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Refined Knowledge provides enhanced data visibility into water and process systems to optimize performance, quicken response to alerts, and identify opportunities for cost reduction and profit improvement. The result is a total asset management program.
You can now spend more time acting on the data than collecting it, allowing you to find and build opportunities that help solve issues quickly and economically.
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See key features
customer personas
Your pitch will differ slightly depending on who your customer is. No two customers are alike, and their job function will likely determine what features they care about most. We’ve profiled the six types of customers you’re most likely to face. Scroll through their personas to learn about their key concerns, and to know how to respond to different keywords.
Mark Operation/ Technical Manager
Maria Process Engineer
Phil Procurement
Dan SH&E
Frank Plant Management
Denise Corporate
Objective Operational efficiency
Mark
Operation/ Technical Manager
All Personas
Efficiency
Keywords Mark might say when asking questions or expressing his concerns:
Threats
Data security/privacy
ROI
Benchmark/peers
Compliance
Project value
Reporting
Tell Mark Modi quia lectus incididunt, dignissimos voluptate.
Maria, Process Engineer
Show Mark how his job will get easier by sharing RK’s relevant benefits.
Tell Mark he can easily monitor compliance with RK’s compliance history widget.
Mark can track the value of different projects with the CMV project widget.
Show Mark how alerts can relay early threats.
Tell Mark about the eROI widget, which tracks water and energy savings.
Show Mark how he can easily build exception-based reports in the platform.
Tell Mark about the asset dashboard, which allows him to compare his performance to industry benchmarks.
Phil, Procurement
Project tracking
Asset life
KPIs
Project variability
Maria can track the value of different projects with the CMV project widget.
Maria can easily monitor historical data for all site assets using RK’s LIMS data.
Tell Maria she can easily measure KPIs against historic benchmarks with RK’s compliance history widget.
Show Maria how alerts can relay early threats.
Show Maria how she can easily build exception-based reports in the platform.
Tell Maria how her job will get easier by sharing RK’s relevant benefits.
Keywords Maria might say when asking questions or expressing her concerns:
Objective Resource allocation and meeting KPIs
Process Engineer
Maria
Dan, SH&E
Inventory
Security
Do more with less
Phil can track the value of different projects with the CMV project widget.
Tell Phil that he can create a custom document library using the RK platform.
Tell Phil how RK uses state of the art security platform Microsoft Azure.
Tell Phil how his job will get easier by sharing RK’s relevant benefits.
Keywords Phil might say when asking questions or expressing his concerns:
Objective Minimizing cost and maximizing value
Procurement
Phil
Best practices
Tell Phil he can consult RK’s compliance history widget, which pulls data from Nalco Champion’s decades of experience in the industry.
Frank, Plant Management
Prevention
Documentation
Keywords Dan might say when asking questions or expressing his concerns:
Tell Dan how his job will get easier by sharing RK’s relevant benefits.
Show Dan how alerts can relay early threats.
Show Dan how he can easily build exception-based reports in the platform.
Tell Dan that he can create a custom document library using the RK platform.
Objective Safety, environmental compliance and proper documentation
SH&E
Dan
Tell Dan about the eROI widget, which tracks water and energy savings.
Tell Dan he can easily monitor compliance with RK’s compliance history widget.
Denise, Corporate
Safety
Enterprise data
Profitability
Keywords Frank might say when asking questions or expressing his concerns:
Show Frank how he can compare his organization’s performance to industry benchmarks using the asset dashboard.
Show Frank how RK’s compliance history widget will help him ensure his organization is compliant across the board.
Tell Frank about the eROI widget, which tracks water and energy savings.
Tell Frank he can consult RK’s compliance history widget, which pulls data from Nalco Champion’s decades of experience in the industry.
Tell Frank about the asset dashboard, which allows him to see compliance data from across the industry.
Tell Frank how his job will get easier by sharing RK’s relevant benefits.
Objective Maximize profitability, safe operations and reduce downtime
Plant Management
Frank
Mark, Operation/Technical Manager
Big picture
Keywords Denise might say when asking questions or expressing her concerns:
Show Denise how he can compare his organization’s performance to industry benchmarks using the asset dashboard.
Tell Denise how her job will get easier by sharing RK’s relevant benefits.
Tell Denise about the eROI widget, which tracks water and energy savings.
Tell Denise she can consult RK’s compliance history widget, which pulls data from Nalco Champion’s decades of experience in the industry.
Tell Denise about the asset dashboard, which allows her to see compliance data from across the industry.
Objective Maximize profitability, reliability and safe operations
Corporate
Denise
Tell Denise how RK uses state of the art security platform Microsoft Azure.
see features
key features
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ALERTS
PEER COMPLIANCE
COMPLIANCE HISTORY WIDGET
CMV PROJECT TOOL
Reports
documents
data security and privacy
lims data
EROI
Customers concerned with early threat detection will find this tool useful.
1
Sign up for alerts in user preferences
Email notification example
2
The widget shows cost comparisons for water and energy usage, and the effects of corrosion.
Easily compare local asset compliance with peer enterprise and global compliance.
Peer Compliance
Next
Compliance history widget
Above 90% compliance
Between 80-90% compliance
Task results are below 80% compliance
The project tracker widget allows customers to track the value of different projects and connect each project to a key business driver. TCO reduction and value generation remain as part of core services. Professional report templates and trending tools help improve our value communication to the customer.
Manage Total Cost of Operations (TCOs) in one dashboard
Calculate YTD Delivered Value for all projects.
Get alerts when projects are past due
Monitor project completion
Create reports with performance graphs and quartile benchmarking
Easy access to global benchmarking and like-in-kind asset information
The Laboratory Information Management System (LIMS) provides analytical reports from customer samples. We can easily report and benchmark data such as corrosion coupons – a critical component of any best-practice cooling water treatment program.
LIMS data
Sales reps can easily build exception-based reports from Refined Knowledge pages, and add widgets and graphs directly to the reports. Now available: Report templates and auto-refresh of graphs and measurement grids.
Documents
Customers can create a custom document library for product bulletins and SDS documents. Any changes they make to these documents will automatically update the CMV widget.
Data security and privacy
Microsoft Azure
Customer control
Refined Knowledge uses the Microsoft Azure platform, which leads the industry in establishing clear security and privacy requirements and then consistently meeting these requirements.
It’s used by 90% of Fortune 100 companies
Azure meets a broad set of international and industry-specific compliance standards
(GDPR, ISO 27001, HIPAA, FedRAMP, SOC 1 and SOC 2)
Azure is subject to rigorous third-party audits, such as those done by the British Standards Institute.
Refined Knowledge puts the following controls in place to ensure data is protected.
Company email authorization and authentication
Access removed when email address invalidated
Site Access controlled at the user level and can be customized for specific units/areas
PI to PI connections available using OSIsoft cloud technology
Access is continuously authenticated
Site and Asset Detail pages lead with overall compliance with custom time and data filter tools.
wireless security
Back
Instant email alert notifications for 3D Trasar alarms.
Wireless communication of the operational and performance data from our 3D Trasar controllers is always managed with appropriate security protocols.
3D Trasar controllers established with AT&T APN
SIM data sent via VPN to Ecolab data center
APN failover established between Ecolab data centers
OpenVPN utilized for non-APN cellular connections
Continuous monitoring of controller connectivity
No open wi-fi signal or other proximity connections
Resources
We want to give you everything you need to succeed in pitching. If you still have questions, please take a look through our resources below. If you’re stuck, reach out and we’ll help give you answers.
Tell Mark how RK uses state of the art security platform Microsoft Azure. Click to learn about the platform’s features.
Show Mark how his job will get easier by sharing RK’s relevant benefits. Click for an example of how to respond.
Tell Mark he can easily monitor compliance with RK’s compliance history widget. Click to learn more.
Mark can track the value of different projects with the CMV project widget. Click for a demo of how it works.
Show Mark how alerts can relay early threats. Click for a demo of the alerts feature.
Tell Mark about the eROI widget, which tracks water and energy savings. Click for a demo of the widget.
Show Mark how he can easily build exception-based reports in the platform. Click for a demo.
Tell Mark about the asset dashboard, which allows him to compare his performance to industry benchmarks. Click for a demo.
Maria can track the value of different projects with the CMV project widget. Click for a demo of how it works.
Maria can easily monitor historical data for all site assets using RK’s LIMS data. Click for a demo.
Tell Maria she can easily measure KPIs against historic benchmarks with RK’s compliance history widget. Click to learn more.
Show Maria how alerts can relay early threats. Click for a demo of the alerts feature.
Show Maria how she can easily build exception-based reports in the platform. Click for a demo.
Tell Maria how her job will get easier by sharing RK’s relevant benefits. Click for an example of how to respond.
Phil can track the value of different projects with the CMV project widget. Click for a demo of how it works.
Tell Phil that he can create a custom document library using the RK platform. Click for more info.
Tell Phil how RK uses state of the art security platform Microsoft Azure. Click to learn about the platform’s features.
Tell Phil how his job will get easier by sharing RK’s relevant benefits. Click for an example of how to respond.
Tell Phil he can consult RK’s compliance history widget, which pulls data from Nalco Champion’s decades of experience in the industry. Click to learn more.
Tell Dan how his job will get easier by sharing RK’s relevant benefits. Click for an example of how to respond.
Show Dan how alerts can relay early threats. Click for a demo of the alerts feature.
Show Dan how he can easily build exception-based reports in the platform. Click for a demo.
Tell Dan that he can create a custom document library using the RK platform. Click for more information about this feature.
Tell Dan about the eROI widget, which tracks water and energy savings. Click for a demo of the widget.
Tell Dan he can easily monitor compliance with RK’s compliance history widget. Click to learn more.
Show Frank how he can compare his organization’s performance to industry benchmarks using the asset dashboard. Click for a demo.
Show Dan how RK’s compliance history widget will help him ensure his organization is compliant across the board. Click to learn more.
Tell Frank about the eROI widget, which tracks water and energy savings. Click for a demo of the widget.
Tell Frank he can consult RK’s compliance history widget, which pulls data from Nalco Champion’s decades of experience in the industry. Click to learn more.
Tell Frank about the asset dashboard, which allows him to see compliance data from across the industry. Click to learn more.
Tell Frank how his job will get easier by sharing RK’s relevant benefits. Click for an example of how to respond.
Tell Denise how her job will get easier by sharing RK’s relevant benefits. Click for an example of how to respond.
Tell Denise about the eROI widget, which tracks water and energy savings. Click for a demo of the widget.
Tell Denise she can consult RK’s compliance history widget, which pulls data from Nalco Champion’s decades of experience in the industry. Click to learn more.
Tell Denise about the asset dashboard, which allows her to see compliance data from across the industry. Click for a demo.
Tell Denise how RK uses state of the art security platform Microsoft Azure. Click to learn about the platform’s features.
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Value Propostion
