Encouraging a buying activity involves a process comprising of certain steps, and then linking those with the user habits. If you are a product development company, we are sure you’ll agree with this. Harbinger has mastered the art of buyer journey analysis for software products and services, also known as design thinking. In this webinar, we will share with you the core aspects of a product you must consider in your product design. As a B2B technology provider, this will help you in understanding the buyer journey for your offerings. Key takeaways: · Know the 5 top customer-centered approaches to help the buyers in the buying process · Recognize the customer journey map to know where customers interact with your business · Learn about tools like empathy mapping to realize the end goals of the users

1. 5 Key Elements
That Buyers Look for in HR Technologies​
© 2020 Harbinger Systems | www.harbinger-systems.com

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3. 5 Key Elements
That Buyers Look for in HR Technologies​
© 2020 Harbinger Systems | www.harbinger-systems.com

4. PANEL INTRODUCTION
2
Subodh Bhide
Vice President - Technology
Harbinger Systems
Smita K.
Architect - UX
Harbinger Systems

5. 23
How has the HR role changed?​
2010 2020 beyond
Spreadsheets, lengthy forms, and files Sophisticated software
One/two-person department Specialists for verticals
Influencer or decision maker
role
Supporting role

6. Buyers’ Journey
Problem
Identification
Exploration Evaluation
Selection
4
Michelle
(HR Manager)

7. 25
Applying Design Thinking to HR Technology Buyers​
• Excited
• Overwhelmed
• Anxious
• Following HR Leaders
• Reads thought User Review.
• What will be the duration of
implementation?
• How will it fit into Core HR
systems?
• Worried about manual data
exchange
• How to convince C-level execs
Key Findings (Michelle’s interview)
• Implementation duration
• Fitment with other HR products
• Quick data insights
• Pricing clarity

8. 26
Poll
1. Pricing model
2. Ready-made AI components
3. Data security
4. Configurability (ease of customization)
What aspects do your buyers talk about the most, during your
product demos and sales conversations?

9. 5 Key Elements​
7

10. Data is
Supreme
Data Security
Data Interoperability
Auditability, Compliance
and Custom Reporting
Actionable Insights
•Workday CSO stressed
on the importance of
newer Data Privacy and
Security Standards for
the post COVID world
HR Open Standards
consortium is building
new standards for data
exchange
Today everyone is
asking HR for insights
1

11. Integration is
Fundamental
Job boards integrate
with Glassdoor for
getting Employer
ratings
Skillsoft Percipio
integrates with
SuccessFactors LMS for
courses
Harbinger has built
over 60 custom
connectors to integrate
diverse HR systems
2
HR use over a dozen
products
Several are stuck with
file-based data
exchange
Need for real time and
automated data
exchange
• Configure once, use
many times
• Fully automated
• Multiple data sync
options

12. Self-serve
and self-
help
products
No lengthy
implementation cycles
Built-in setups and
workflow templates
Wizard based tools
Readymade Reports
Access to a user
community
3
Salesforce is ready
out of the box
Wizard-based
customizations
Harbinger builds
products equipped with
page designer and
Wizards for designing
Workflows

13. Pricing and
Billing needs
an Overhaul
Per Employee Per
Month is too rigid.
Flexible pricing is
preferred.
ROI reports
Add-on fees for
additional components
or extended usage, like
more storage
4
Atlassian charges a
basic fee for JIRA and
applies additional
fees for features
ATS at times give a
cost-per-hire
comparison

14. App
Extensions &
Marketplaces
Plugins on
Enterprise Platform
Marketplaces
Facilitate in-context
interaction for
better Engagement
and User Adherence
5
Cornerstone LMS
plugin on Zoom for
streaming trainings
Cornerstone’s
training app on
Salesforce
AppExchange
Betterworks chatbot
for Microsoft Teams
for employee
surveys
Harbinger has built
chatbots for Outlook
which answer HR
policy questions

15. Summary
• Conventional B2B Buyer Journey needs to be visualized
from a Design Thinking lens
• HR buyers demand better ROI from technologies
• 5 Key Elements
• Data is Supreme
• Integration is Fundamental
• Self-serve and self-help products
• Pricing and Billing needs an Overhaul
• Listings on App Extensions & Marketplaces
Harbinger Consultants can assess your buyers and
recommend Key Elements specific to your product

16. Lalit Suhas MaheshkumarSayali Vibhuti Smita PrachiUtkarsh
Strategy Technology UX Design Product Management
Thank You Q&A
Consulting@harbingergroup.com
https://harbinger-systems.com/