In the world of enterprise sales, Gatekeepers often play a pivotal role, but they can also become barriers that delay the sales cycle, limit the benefits an organization can reap, and even inflate costs. It's crucial to recognize that these gatekeepers usually have their organizations' best interests at heart, aiming to maintain consistency, control, quality, and a streamlined procurement process. In many cases, they are simply following their job descriptions without fully understanding the reasons behind their tasks.

Microsoft Viva gives you four unique and powerful approaches to navigate around delays caused by Gatekeepers.

About Viva

We have published other blog posts detailing the various Viva modules and how to persuasively present their benefits, this article aims to shed light on the foundational aspects of Viva that set the stage for these solutions.

For this blog post all you need to know about Viva is that it is different from all other Microsoft software in that it delivers:

Executive Focus: Viva is designed as a suite of tools intended for the executive committee, similar to how Customer Relationship Management (CRM)is tailored for the sales team and Enterprise Resource Planning (ERP) caters to operations. This executive focus differentiates Viva in the software landscape.

Supports Modern Work: Providing software to support "modern work" is a relatively recent concept, and many organizations struggle to assess and implement such solutions effectively. Viva steps in to bridge this gap.

Multipurpose Solution: Viva addresses a multitude of challenges experienced across various departments within an organization. Its strength lies in its ability to meet multiple needs across multiple departments, making it a versatile solution.

The four techniques:

Now, let's delve into four effective approaches for managing Gatekeepers using the Viva suite, recognizing that you can employ multiple techniques simultaneously:

1. Align with the top-most Strategic Project: Link the benefits of Viva to the strategic projects consuming most of the Gatekeeper's resources and managerial attention. As Viva offers diverse benefits, it can be associated with nearly any strategic project, enhancing your prospects' chances of achieving project-related advantages.

2. Solve the Sponsor's Problems: Utilize Viva to address your sponsor's own strategic and modern work challenges. By resolving their issues, you transform the gatekeeper into a passionate advocate who internalizes how Viva drives performance.

3. Gain Access to the Executive Committee: Leverage Viva to connect with the executive committee. Chances are, your sponsor has sat through meetings where the executive committee's unmet needs were discussed. By demonstrating how Viva can fulfill those needs, your sponsor earns significant credit for bringing Microsoft and Viva to the table.

4. Utilize PM2’s Thought-Leadership and external status to directly access individuals whom the gatekeeper is preventing you from reaching. By leveraging your own connections within the organization, you can navigate around the gatekeeper and, once you've established a relationship, introduce your team to the opportunity.

Importantly, these techniques do not bypass Gatekeepers directly; instead, they offer benefits that can transform gatekeepers into allies, working in your favor.

Moving forward, executing these strategies requires specific techniques and materials that we have honed over the years. We are always eager to collaborate with you to determine the most suitable approaches for your unique opportunities and assist you in their implementation.

If you're ready to navigate the world of gatekeepers more effectively and harness the potential of Microsoft Viva for your sales success, don't hesitate to reach out to us. We're here to help you achieve your goals. Just give us a call.

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