Simulation Details

Smartness is a leading B2B SaaS company specializing in lodging technology solutions for small and medium-sized accommodation providers. Founded in 2020, Smartness has revolutionized the industry with its dynamic pricing tools powered by advanced machine learning algorithms. These tools analyze over a million data points daily, including market trends and competitor pricing, to recommend optimal room rates in real-time. On average, clients report a 30% revenue increase, enabling smaller operators to compete effectively against larger hotel chains.

In addition to dynamic pricing, Smartness offers analytics dashboards that track key performance metrics such as occupancy rates and booking channel efficiency. These dashboards provide actionable insights that help clients identify revenue opportunities and make informed decisions. For example, one client in Italy increased direct bookings by 25% after optimizing their marketing strategy based on dashboard insights.

Smartness has achieved significant milestones, including being named one of Italy’s top startups in 2021 and securing €10 million in funding. With over 4,000 lodging businesses across 20 countries, Smartness continues to empower smaller operators with tailored solutions to address their unique challenges, such as limited budgets and reliance on third-party booking platforms.

You will step into the role of a Solution Specialist at Smartness, tasked with addressing a critical challenge involving a dissatisfied client, Jonny White. Jonny, the General Manager of a lodging operation, has seen a decline in platform usage and is skeptical about Smartness’s ability to deliver promised results. Your mission is to rebuild Jonny’s confidence in Smartness’s solutions and secure his account renewal while driving adoption of the newly launched “DirectBoost” feature.

The simulation begins with a one-on-one conversation with Mary Sutton, the Customer Success Manager. You’ll gather insights into Jonny’s concerns, unmet expectations, and objections, aligning on a strategic approach to address these issues effectively. Armed with this information, you’ll then engage directly with Jonny in a high-stakes discussion. Your goal is to address his objections, clarify the benefits of Smartness’s suite, and position the upsell as a solution tailored to his business goals.

Success will require consultative selling techniques, persuasive communication, and objection handling to navigate Jonny’s skepticism and secure his trust.

– Engage Mary Sutton to gather insights into Jonny’s concerns and align on a strategic approach.
– Hold a direct conversation with Jonny White to address his objections and rebuild his confidence in Smartness’s solutions.
– Position the “DirectBoost” feature as a tailored solution to Jonny’s business goals.
– Secure Jonny’s account renewal and drive adoption of the upsell through effective communication and persuasion.

Team

Who you will work with in this Simulation
Your team is 100% generated by AI – you will not interact with real people and no human will read your conversation.

Alex
Solution Specialist

Mary Sutton
Customer Success Manager

Jonny White
General Manager

Organization

A pioneering B2B SaaS company revolutionizing the lodging technology industry by focusing on the unique needs of small and medium-sized accommodation providers.