Elsevier is a leading provider of information technology and services, specializing in areas such as artificial intelligence, analytics, STM (Scientific, Technical, and Medical) publishing, predictive analytics, and research intelligence. The company boasts a global workforce of approximately 12,000 employees.
The company offers an extensive range of healthcare-related publications, including student textbooks in medicine and nursing, review books for exams, comprehensive reference textbooks for specialists, and manuals and handbooks for professionals. They publish across a wide spectrum of health professions, providing resources that define specialties. An example of their well-known works is the 100-year old 'Gray's Anatomy.'
Elsevier’s operations extend beyond publication. They work closely with the world's most respected clinicians, educators, scientists, and researchers, setting high standards for quality. They offer "big deal" journal bundling packages that allows libraries to access a group of journal subscriptions at a certain rate, addressing the demand for popular journals at a rate comparable to the bundled rate.
In line with their commitment to sustainable development, Elsevier uses technology to support knowledge-centered institutions around the world, focusing on inclusive health and research—a move that closely aligns with the key science, health, and technology challenges outlined in the UN Sustainable Development Goals. The Elsevier Foundation is a significant part of these initiatives, providing matching funds for employees' donations to charitable organizations, fostering their generosity and community involvement.
Elsevier also fosters open access publishing, which allows universities and research institutions to catalyze sustainable development through scholarship, research, innovation, entrepreneurship, and community service. This strategy empowers these institutions to disseminate their research widely, advancing their contributions to their respective fields.
Overall, Elsevier is a multi-faceted organization that leverages its strengths in publishing, analytics, and artificial intelligence while demonstrating a commitment to sustainability, inclusivity, and improving worldwide healthcare and research communities. The company welcomes partnerships that align with these goals and invites individuals to harness the power of their resources to change the world.
1. Research and Planning
Undertake a thorough analysis of Elsevier's pain points, analyzing and documenting their challenges related to their journal bundling packages, controversial editorial decisions, issues with open access, efforts towards sustainability and UN development goals, and the complexity of their healthcare publishing portfolio.
Use this research to gain an understanding of Elsevier's business and identify potential opportunities where our B2B SaaS solutions could add value.
2. Sales Goals and Objectives
Outline the specific goals of prospecting into Elsevier. This could include:
3. Defining Prospecting Methods
Identify the most effective prospecting methods given our knowledge of the client. For a company like Elsevier, methods might include:
4. Strategy Development
Having identified Elsevier's pain points and set out specific objectives, develop a sales strategy that focuses on showing how we can address their issues and help them make their operations more efficient and customer-friendly.
The strategy should be adapted to Elsevier's specific needs. For example, given the issues they face with their "big deal" journal bundling packages, a strategy might focus on presenting a SaaS solution that offers more flexibility and customization in their subscription models.
5. Consultative Selling and Demonstrating Value
Engage in consultative selling with Elsevier, focusing on their particular needs and challenges. Highlight how leveraging our solutions can generate value for their organization through reduction of operational inefficiencies, improvement in product quality and service delivery, and possibly, better alignment with current market trends and customer demands.
Use real-life examples and clear metrics to demonstrate value and show how our software can provide actionable solutions to their problems.
6. Relationship and Trust Building
Since Elsevier is currently battling trust issues within the academic community, our approach should heavily emphasize the importance of establishing a strong, long-term client relationship. This can be achieved by maintaining transparency in our dealings, sticking to our promises, and consistently delivering quality service.
7. Follow-ups and Negotiation
Arrange for regular follow-ups with Elsevier to ensure they're satisfied with the proposed solutions and to discuss any further needs or issues they may have. Flexibility in these negotiations is key, as Elsevier likely needs a tailored solution to effectively address their unique challenges.
8. Closing and Onboarding
If Elsevier decides to move forward with our services, the final steps of the plan would involve contract signing and a detailed and organized onboarding process to ensure a seamless integration of our services into their existing systems.
9. Retention and Relationship Management
After successfully closing the deal with Elsevier, the focus would then shift to retaining them as a long-term client. This would involve consistent check-ins to address any continually evolving needs and to make sure they're satisfied with the services provided. In turn, this will ultimately serve to strengthen the trust and relationship with them.
10. Performance Evaluation and Improvement
Lastly, conduct regular reviews to measure our performance against sales goals and objectives. Use this feedback to make improvements in sales strategy and approaches, ensuring continuous growth and development in our sales process for future prospects.
Remember that the best sales plans are dynamic and adjustable depending on the circumstances and the responses received from the client.