Incorta Unified Their Sales Narrative Around Their USP

Challenge

Too Many Stories, No One Narrative

Incorta’s sales decks highlighted a laundry list of features: speed, scalability, integration ease, and AI-driven analytics. While each benefit was compelling, prospects walked away unsure of why Incorta stood out. The lack of a central theme left audiences confused and sales teams frustrated.

Solution

Understanding the Customer

We didn't want to unify messaging "just because". We wanted to bring it all together in a way customers cared about.

Through user stories, we mapped customer pain points and ranked the problems Incorta solved. This exercise revealed the primary concerns customers had with traditional data analytics—slow performance, unresponsiveness, and low fidelity.

Crafting a Narrative From Incorta’s USP

Incorta’s proprietary direct data mapping technology bypassed legacy processes. We framed this USP as the antidote to slow, fragmented analytics:

• Problem: Traditional tools = slow, complex, low-fidelity insights.
• Solution: Incorta = direct access to accurate, real-time data.

The word “direct” became the narrative keystone. It unified every benefit, allowing us to unify previously fragmented narratives into a cohesive story.

• Speed: Direct mapping = no delays.
• Integration: Direct connection = no middleware.
• Responsiveness: Direct insights = faster decisions.

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Sight as a Metaphor

To humanize the technical USP, we compared legacy analytics to adjusting a telescope’s lenses for hours—only to see a blurry image. Incorta, by contrast, was framed as “getting insights in sight” - empowering users to see their data instantly. This metaphor simplified complex tech into an intuitive story

Impact

‍Moving Forward with a Clear and Compelling Narrative

We received feedback from multiple account executives that this pitch helped them start with a compelling story and follow-up with clear product slides.

Amazing as always. Sean can quickly understand your business, target audience, and craft a message along with incredible design to create captivating presentations.”— Tom Strachan, Account Executive, Incorta

This even went beyond sales, with Incorta repositioning itself as a Direct Data Platform on their website a few months later.