2: Second Call (Pitch/Demo Playbook)

2nd Call: Pitch & Platform Demo with Corporate Foundations

This guide enables Account Executives (AEs) to conduct successful second meetings by delivering a tailored pitch and an interactive platform demo. It emphasizes addressing the prospect's needs based on their responses during the Discovery session and focusing on the outcomes Catchafire’s features and services create rather than the features themselves.

WHAT TO KNOW

Product/Demo Knowledge

• Make sure you are up to date on all Product/Feature/Service certifications through TrackStar

• Review the Demo Playbook so you are prepared to create your custom demo flow

• Review the Pitch Deck article so you can download an updated Pitch a template

WHAT TO DO BEFORE

Prepare

Before your second call, revisit the key takeaways from your discovery session, specifically how the prospect answered the MEDDIC questions:

1. Key Challenges – What issues are they facing in their CSR or foundation efforts?

2. Metrics for Success – What does success look like for their foundation?

3. Decision Process – Who is involved in decision-making, and what is their timeline?

Use this information to customize the pitch deck and demo. The goal is to align the outcomes of Catchafire’s platform with their specific challenges and needs, rather than focusing on the technical details of the features themselves.

INTERNAL PROCESSES

Use the Salesforce Report to review your target accounts and pipeline health.

Target Accounts
Utilize the Account Planning Template to consolidate your approach and finalize the tailored pitch. Share with your manager/Co-pilot for input.

PRE-CALL CHECKLIST

1. Edit the Pitch Deck – Use the Google Template Gallery to pull the most appropriate pitch deck for Corporate Foundations. Modify the slides based on the specific needs, challenges, and metrics discussed in the discovery session.

   • Ensure the deck reflects outcomes Catchafire delivers (e.g., increased community impact, reduced overhead costs, improved volunteer engagement).

   • Use a real case study from a similar client (such as Boehringer Ingelheim) to make the pitch relatable and outcome-driven.

2. Prepare for the Platform Demo – Plan an interactive demo tailored to the prospect’s challenges and goals.

   • Highlight specific platform features, but emphasize how these features solve the challenges they discussed in the first call.

   • For example, if their challenge was volunteer engagement, focus on how Catchafire’s matching algorithm increases meaningful engagement.

3. Tailor the Talk Track – Adjust your talk track to lead with the outcomes of Catchafire’s solutions rather than diving into technical features.

4. Prepare for Objections – Anticipate any objections or concerns that were raised in the first call and have responses ready.

WHAT TO SAY

Pitch & Demo Strategy

Your goal in this second call is to show how Catchafire’s platform directly addresses the prospect’s unique challenges and goals, based on what you learned in the discovery session.

Control the Flow
Lead the meeting by stating that the purpose is to walk them through how Catchafire can help them achieve their CSR goals based on your previous conversation. Outline the structure of the meeting:

1. Brief recap of their key challenges and goals.

2. Tailored pitch highlighting relevant outcomes.

3. Interactive platform demo showing how Catchafire addresses their needs.

4. Next steps discussion and closing for a follow-up meeting.

PITCH DECK & DEMO FLOW EXAMPLE

1. Introduction/Recap
   Start with a quick recap of what you learned from the discovery session. Highlight their key challenges, goals, and stakeholders.

2. Tailored Pitch (Outcome-Oriented)
   Walk through the customized pitch deck. Focus on the outcomes of using Catchafire’s platform, such as:

   • Community Impact: Show how Catchafire has helped foundations increase their nonprofit partners' capacity to deliver on their missions.

   • Cost Savings: Explain how foundations have reduced overhead costs by utilizing skilled volunteers rather than hiring external consultants.

   • Volunteer Engagement: Highlight how Catchafire improves volunteer engagement through skill-aligned projects, increasing employee satisfaction and retention.

   • Example Script:“Based on our previous conversation, you mentioned that one of your key challenges is increasing the impact of your nonprofit partners while controlling costs. Let me show you how Catchafire has delivered similar outcomes for other corporate foundations, leading to measurable community impact and reduced operational costs.”

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3. Interactive Demo (Challenge-Solution Focused)
   Transition into the demo. Use the platform to show how specific features address their pain points.

   • For example, demonstrate how the Project Matching System identifies skilled volunteers aligned with their CSR goals.

   • If their challenge was tracking impact, show the Reporting & Impact Dashboard and explain how it can help them measure success in real-time.

   • Example Demo Script:“You mentioned that tracking the success of your CSR initiatives is a priority. Here’s how our dashboard allows you to measure the impact of your nonprofit partnerships in real time, providing insights into volunteer contributions and project outcomes.”

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CUSTOMER ANECDOTE: Boehringer Ingelheim

If relevant, use the Boehringer Ingelheim case study to reinforce the value of Catchafire. Customize the story based on the prospect’s specific challenges. You can find additional Corporate Case Studies HERE.

Example Script:
“We worked with Boehringer Ingelheim, a global healthcare company, on a similar challenge where they wanted to increase volunteer engagement across their multiple locations. By using Catchafire, they saw a 370% increase in nonprofit matches and generated over $443,000 in nonprofit value within six months.”

WHAT TO SEND/DO AFTER

After the call, follow up by sending the following:

• Customized Collateral if they asked for anything specific. Look for the appropriate materials in "Sales Collateral / Messaging" or "Stories" sections of the IKB

• Mutual Action Plan (MAP): Outline next steps and confirm the follow-up meeting.

Be sure to:

• Update Salesforce: Complete MEDDIC fields, detailed notes, and move the opportunity to the next lifecycle stage (SQL or Qualified).

• Coordinate the Next Steps: Follow up with the champion to prepare for any additional stakeholders in future meetings, ensuring alignment on the next steps for a potential demo or deeper discussion.