PLATFORM - BUYER EQUITY ENGINE
The Buyer Equity model behind the platform
Every buyer receives a Buyer Equity score, a composite measure of relationship strength across six dimensions. Encompass-CX uses that signal to place each buyer into one of four practical levels, so your team can see hidden risk, protect renewals, and grow stronger relationships.
Trusted Advisor
Predisposed
Transactional
Antagonistic
BLIND SPOT
The satisfying signals are fooling you.
Accounts can look healthy while growth is already slipping away. The CRM is green. Meetings are happening. The team feels good. Meanwhile, expansion access narrows, pricing weakens, and buyer advocacy fades.
Antagonistic
Trust is weak. Friction is high. The buyer is open to and likely actively working to replace you.
Transactional
You are acceptable, but interchangeable. The relationship is fine, not differentiated.
Predisposed
The buyer prefers you and would rather continue, but the relationship still leans partly on momentum.
Trusted Advisor
You are noticeably better. The buyer values your judgment, seeks your advice, and wants you involved early.
SOLUTIONS - THE GROWTH CASE
Retention-led growth compounds
Acquisition-led growth doesn't
Most B2B revenue strategies run Acquire → Expand → Retain.
Encompass-CX is built around the inverse: Retain → Expand → Acquire.
The economics favor it decisively.
The 6 Dimensions of Loyalty
Your team comes fully equipped with the insights you need to satisfy your client's needs and motivate them to become loyal customers. We integrate their survey responses and deliver you a dashboard showing you where you can improve along a buyer's journey.
The Satisfiers
Becoming a trusted advisor starts by building a foundation with your clients. Do they trust you to carry out the day-to-day responsibilities of a sales rep? There are the satisfiers that show you are doing the bare minimum to stay in business with a customer.
Integrity
You would be surprised how many sales reps don't deliver on something they promise. Be the source of reliable information and if you can't deliver - don't overpromise
Competency
Can you do what you promise? Show you are capable of managing an account by meeting deadlines, taking notes, and sharing key information about deals and meetings.
The Motivators
Do beyond what is expected of you in a traditional buyer-seller relationship. Ask yourself, do I make my clients look good in meetings, understand their pain points, and make an effort to make the relationship work. There are the motivators that transition you from a transactional vendor to a trusted advisor.
Recognition
Ensure your client feels valued. Introduce them to colleagues, invite them to events, and say "thank you." Show your client you care.
savvy
Competency show you know your own business, but savvy shows clients you know theirs: do the due diligence to understand industry and competitors
proactivity
Make your client look good in meetings. Alert them to changing markets and competitors that might be impacting them.
chemistry
Show your client why this is the right fit. Show interest in their life and give them a spotlight after a successful project or deal.