Conclave Cloud is here! Get started with confidential serverless computing architecture today.
How to combat the notoriously long sales cycle of your enterprise clients.
By Ivar Wiersma, Head of Venture Development at R3
I’ve spent the past 6 years working with more than 100 start-ups. As a coach, investor, board member and venture builder, I’ve worked with teams extensively to help them sell, raise funding, build their products, define their go to market strategy or form industry consortia. One thing these start-ups have in common is that they sell their products to large enterprises. The B2B sales process for these large companies is notoriously long and can be a death-trap for the unprepared start-up. It’s easy to run out of money before the endless string of proof of concepts and pilots is converted into your first sales contract. A thorough understanding of your audience can significantly reduce your sales cycle — and can tip the balance from failure to success. This post will discuss how to improve your B2B sales process.
1. Know who’s problem your solving
This sounds simple: if you don’t know what problem you’re solving, it’s impossible to come up with a good solution. Similarly, you need to understand who owns that problem and who feels the pain of the problem. What alternatives is she using today? And what happens if you help her with a better solution? What is her drive? A Persona canvas is a simple tool to get under the skin of your main stakeholder and better understand and visualize her behavior. While this is bread and butter for every service designer and common work in consumer-focused start-ups, for many b2b start-ups this is still an alien concept. A logical explanation is that many founders have lived through the problem themselves for several years before addressing it and assume that their future customers feel and act the same as they did. While this may be the case, the persona canvas helps you to focus and articulate this behavior and is even helpful to align with your co-founders or team members that have not experienced the problem you’re solving before.
At R3, we’re helping blockchain start-ups to reach product market fit and for these companies, knowing whose problem to solve also plays at the company level. As argued by our CTO Richard Gendal Brown, the true opportunity of blockchain is to make entire markets more efficient as companies in a value chain now can safely and securely transact with each other acting from one single source of truth. But while that opportunity is massive, it also poses an additional challenge of knowing where to begin. In b2b scenarios, switching costs are high due to complex decision-making processes and costly change efforts across large organizations. This means that no organization will switch for a 10% cost reduction or efficiency gain. Making entire markets more efficient also starts with solving a real pain-point and that is where you should focus as an early stage company.
2. Understand the decision-making process
It’s not enough to understand your main stakeholder and sponsor in the company. The enterprise buying process is complex and can have many layers. There are influencers, nay-sayers, procurement officers, compliance departments and budget holders. So you need to go beyond your key customer and map the stakeholder environment. This simple diagram can be used to map the different influencers visually. Describing who has more influence in the decision-making process, if that influence is likely to be positive or negative and what drives these persona’s will greatly help you to navigate the organization and direct your focus on those persons who matter. This can significantly reduce you sales cycle and improve your conversion ratio.
And it’s often the person you did not consider that kills a project. In my experience, teams rarely have a full overview of stakeholders that influence a buying decision. The tip here is a simple as it is effective — ask your key customer. If she is really interested in your product, she will gladly help to map the stakeholder environment with you as it will improve the probability of success. And every minute you spend on it together will get her more committed to bringing your solution into the firm.
3. Quantify your impact
Enterprise decisions are made on business cases. There are always trade-offs to make and where single consumers can decide to purchase out of emotion, enterprise processes are designed to take the emotions out of the decision. Initial enthusiasm can be killed quickly when more senior managers start asking questions of financial nature. Impact on other roadmaps, planning, implementation time and operational risk — all factors come into play before you will get the eventual “yes”.
You can improve your chances of success by anticipating these questions and formulating the business case with them in mind. Again, working together with your key customer and stakeholders will help you to get the information required to position your solution and it will further strengthen their commitment, so this is time well spent. Be careful not to take ownership of the entire business case though. That will take too much of your time but will also confuse people inside the buying organization. The skeptics will assume the process is rigged and the assumptions of the business case are flawed no matter what you do. You will give them the ammunition to kill your pitch. The key is to work enough with your key sponsor for her to successfully present a good business case. It’s your job to make someone else shine so you can reap the benefits.
4. Know where to spend your time
This all seems time consuming and it is. Sales cycles to banks or insurance companies can easily take 12 months if you don’t apply the techniques described here. Large enterprises love proof-of-concepts and pilots and if you’re not careful, you can spend all your time and runway executing them without ever striking your first real contract. So, it is important to know where to spend your time. When your company gets the first interest from the market, you may feel urged to chase every lead. You can’t. You need to dig in, understand your customer and map the stakeholders and increase their commitment by building relationships. In addition, you need to develop your product, raise funding etc., etc. The list never ends. You also can’t calculate a complete business case for all prospects, there is just not enough data to make good predictions. What’s more important — you are wasting valuable time.
The only thing you need to do is prioritize among the opportunities you have at that moment. If you have 10 prospects knocking on your door to run a pilot and you can only execute 2, it’s your job to find out which 2 from those 10. A forced ranking among the 10 candidates across some simple axes will do the trick. Speed may be more important than monetary value or stickiness. Perhaps you have quick access to decision makers in one firm, and not in the other. The point is that only the priority subjective to the other potential candidates’ matter, not the nominal value assigned to them. This exercise should not cost you more than 90 mins.
Want to learn more? R3’s Venture Development team is dedicated to helping start-ups accelerate and cultivate their blockchain applications that sit at the edge of adoption. Visit r3.com/venture-development and fill out the contact form to learn more about Corda Launchpad or one of our other accelerator programs.
Share
Sign up for our flagship newsletter, The R3 Ledger, to receive the latest R3 news, updates and content. View all our newsletters here.
Necessary cookies are absolutely essential for the website to function properly. These cookies ensure basic functionalities and security features of the website, anonymously.
Cookie | Duration | Description |
---|---|---|
__cfruid | session | This cookie is set by the provider Cloudflare. This cookie is used for load balancing and for identifying trusted web traffic. |
__cfruid | session | This cookie is set by the provider Cloudflare. This cookie is used for load balancing and for identifying trusted web traffic. |
__cfruid | session | This cookie is set by the provider Cloudflare. This cookie is used for load balancing and for identifying trusted web traffic. |
_biz_flagsA | 1 year | A Cloudflare cookie set to record users’ settings as well as for authentication and analytics. |
_biz_pendingA | 1 year | A Cloudflare cookie set to record users’ settings as well as for authentication and analytics. |
_biz_sid | 30 minutes | This cookie is set by Bizible, to store the user's session id. |
_ga | 2 years | This cookie is installed by Google Analytics. The cookie is used to calculate visitor, session, campaign data and keep track of site usage for the site's analytics report. The cookies store information anonymously and assign a randomly generated number to identify unique visitors. |
_ga | 2 years | This cookie is installed by Google Analytics. The cookie is used to calculate visitor, session, campaign data and keep track of site usage for the site's analytics report. The cookies store information anonymously and assign a randomly generated number to identify unique visitors. |
_ga | 2 years | This cookie is installed by Google Analytics. The cookie is used to calculate visitor, session, campaign data and keep track of site usage for the site's analytics report. The cookies store information anonymously and assign a randomly generated number to identify unique visitors. |
_ga_1ECB5XX5W0 | 2 years | This cookie is installed by Google Analytics. |
_ga_1ECB5XX5W0 | 2 years | This cookie is installed by Google Analytics. |
_ga_1ECB5XX5W0 | 2 years | This cookie is installed by Google Analytics. |
_gat_UA-87760032-2 | 1 minute | This is a pattern type cookie set by Google Analytics, where the pattern element on the name contains the unique identity number of the account or website it relates to. It appears to be a variation of the _gat cookie which is used to limit the amount of data recorded by Google on high traffic volume websites. |
_gat_UA-87760032-2 | 1 minute | This is a pattern type cookie set by Google Analytics, where the pattern element on the name contains the unique identity number of the account or website it relates to. It appears to be a variation of the _gat cookie which is used to limit the amount of data recorded by Google on high traffic volume websites. |
_gat_UA-87760032-2 | 1 minute | This is a pattern type cookie set by Google Analytics, where the pattern element on the name contains the unique identity number of the account or website it relates to. It appears to be a variation of the _gat cookie which is used to limit the amount of data recorded by Google on high traffic volume websites. |
_GRECAPTCHA | 5 months 27 days | This cookie is set by the Google recaptcha service to identify bots to protect the website against malicious spam attacks. |
ARRAffinity | This cookie is set by websites that run on Windows Azure cloud platform. The cookie is used to affinitize a client to an instance of an Azure Web App. | |
ARRAffinity | 1 year | This cookie is set by websites that run on Windows Azure cloud platform. The cookie is used to affinitize a client to an instance of an Azure Web App. |
ARRAffinity | 1 year | This cookie is set by websites that run on Windows Azure cloud platform. The cookie is used to affinitize a client to an instance of an Azure Web App. |
cookielawinfo-checbox-analytics | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics". |
cookielawinfo-checbox-analytics | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics". |
cookielawinfo-checbox-analytics | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics". |
cookielawinfo-checbox-functional | 11 months | The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". |
cookielawinfo-checbox-functional | 11 months | The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". |
cookielawinfo-checbox-functional | 11 months | The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". |
cookielawinfo-checbox-others | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Other. |
cookielawinfo-checbox-others | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Other. |
cookielawinfo-checbox-others | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Other. |
cookielawinfo-checkbox-advertisement | 1 year | Set by the GDPR Cookie Consent plugin, this cookie is used to record the user consent for the cookies in the "Advertisement" category . |
cookielawinfo-checkbox-necessary | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary". |
cookielawinfo-checkbox-necessary | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary". |
cookielawinfo-checkbox-necessary | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary". |
cookielawinfo-checkbox-performance | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Performance". |
cookielawinfo-checkbox-performance | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Performance". |
cookielawinfo-checkbox-performance | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Performance". |
JSESSIONID | session | Used by sites written in JSP. General purpose platform session cookies that are used to maintain users' state across page requests. |
JSESSIONID | session | Used by sites written in JSP. General purpose platform session cookies that are used to maintain users' state across page requests. |
JSESSIONID | session | Used by sites written in JSP. General purpose platform session cookies that are used to maintain users' state across page requests. |
viewed_cookie_policy | 11 months | The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data. |
viewed_cookie_policy | 1 year | The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data. |
viewed_cookie_policy | 11 months | The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data. |
viewed_cookie_policy | 1 year | The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data. |
viewed_cookie_policy | 11 months | The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data. |
viewed_cookie_policy | 1 year | The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data. |
Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features.
Cookie | Duration | Description |
---|---|---|
__cf_bm | 30 minutes | This cookie, set by Cloudflare, is used to support Cloudflare Bot Management. |
_biz_nA | 1 year | This cookie, set by Bizible, is a sequence number that Bizible includes for all requests, for internal diagnostics purposes. |
_biz_uid | 1 year | This cookie is set by Bizible, to store user id on the current domain. |
bcookie | 2 years | This cookie is set by linkedIn. The purpose of the cookie is to enable LinkedIn functionalities on the page. |
bcookie | 2 years | This cookie is set by linkedIn. The purpose of the cookie is to enable LinkedIn functionalities on the page. |
bcookie | 2 years | This cookie is set by linkedIn. The purpose of the cookie is to enable LinkedIn functionalities on the page. |
lang | session | This cookie is used to store the language preferences of a user to serve up content in that stored language the next time user visit the website. |
lang | session | This cookie is used to store the language preferences of a user to serve up content in that stored language the next time user visit the website. |
lang | session | This cookie is used to store the language preferences of a user to serve up content in that stored language the next time user visit the website. |
language | This cookie is used to store the language preference of the user. | |
language | 1 year | This cookie is used to store the language preference of the user. |
language | 1 year | This cookie is used to store the language preference of the user. |
lidc | 1 day | This cookie is set by LinkedIn and used for routing. |
lidc | 1 day | This cookie is set by LinkedIn and used for routing. |
lidc | 1 day | This cookie is set by LinkedIn and used for routing. |
Analytical cookies are used to understand how visitors interact with the website. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc.
Cookie | Duration | Description |
---|---|---|
_BUID | 1 year | This cookie is used to store a universal user ID to identify the same user across multiple clients' domains. |
_BUID | 1 year | This cookie is used to store a universal user ID to identify the same user across multiple clients' domains. |
_BUID | 1 year | This cookie is used to store a universal user ID to identify the same user across multiple clients' domains. |
_gcl_au | 3 months | This cookie is used by Google Analytics to understand user interaction with the website. |
_gcl_au | 3 months | This cookie is used by Google Analytics to understand user interaction with the website. |
_gcl_au | 3 months | This cookie is used by Google Analytics to understand user interaction with the website. |
_gd_session | 4 hours | This cookie is used for collecting information on users visit to the website. It collects data such as total number of visits, average time spent on the website and the pages loaded. |
_gd_svisitor | 2 years | This cookie is set by the Google Analytics. This cookie is used for tracking the signup commissions via affiliate program. |
_gd_visitor | 2 years | This cookie is used for collecting information on the users visit such as number of visits, average time spent on the website and the pages loaded for displaying targeted ads. |
_gid | 1 day | This cookie is installed by Google Analytics. The cookie is used to store information of how visitors use a website and helps in creating an analytics report of how the website is doing. The data collected including the number visitors, the source where they have come from, and the pages visted in an anonymous form. |
_gid | 1 day | This cookie is installed by Google Analytics. The cookie is used to store information of how visitors use a website and helps in creating an analytics report of how the website is doing. The data collected including the number visitors, the source where they have come from, and the pages visted in an anonymous form. |
_gid | 1 day | This cookie is installed by Google Analytics. The cookie is used to store information of how visitors use a website and helps in creating an analytics report of how the website is doing. The data collected including the number visitors, the source where they have come from, and the pages visted in an anonymous form. |
_hjAbsoluteSessionInProgress | 30 minutes | No description available. |
_hjAbsoluteSessionInProgress | 30 minutes | No description available. |
_hjAbsoluteSessionInProgress | 30 minutes | No description available. |
_hjFirstSeen | 30 minutes | This is set by Hotjar to identify a new user’s first session. It stores a true/false value, indicating whether this was the first time Hotjar saw this user. It is used by Recording filters to identify new user sessions. |
_hjFirstSeen | 30 minutes | This is set by Hotjar to identify a new user’s first session. It stores a true/false value, indicating whether this was the first time Hotjar saw this user. It is used by Recording filters to identify new user sessions. |
_hjFirstSeen | 30 minutes | This is set by Hotjar to identify a new user’s first session. It stores a true/false value, indicating whether this was the first time Hotjar saw this user. It is used by Recording filters to identify new user sessions. |
_hjid | 1 year | This cookie is set by Hotjar. This cookie is set when the customer first lands on a page with the Hotjar script. It is used to persist the random user ID, unique to that site on the browser. This ensures that behavior in subsequent visits to the same site will be attributed to the same user ID. |
_hjid | 1 year | This cookie is set by Hotjar. This cookie is set when the customer first lands on a page with the Hotjar script. It is used to persist the random user ID, unique to that site on the browser. This ensures that behavior in subsequent visits to the same site will be attributed to the same user ID. |
_hjid | 1 year | This cookie is set by Hotjar. This cookie is set when the customer first lands on a page with the Hotjar script. It is used to persist the random user ID, unique to that site on the browser. This ensures that behavior in subsequent visits to the same site will be attributed to the same user ID. |
_hjIncludedInPageviewSample | 2 minutes | No description available. |
_hjIncludedInPageviewSample | 2 minutes | No description available. |
_hjIncludedInPageviewSample | 2 minutes | No description available. |
_hjIncludedInSessionSample | 2 minutes | No description available. |
_hjIncludedInSessionSample | 2 minutes | No description available. |
_hjIncludedInSessionSample | 2 minutes | No description available. |
_hjTLDTest | session | To determine the most generic cookie path that has to be used instead of the page hostname, Hotjar sets the _hjTLDTest cookie to store different URL substring alternatives until it fails. |
_uetsid | 1 day | This cookies are used to collect analytical information about how visitors use the website. This information is used to compile report and improve site. |
_uetsid | 1 day | This cookies are used to collect analytical information about how visitors use the website. This information is used to compile report and improve site. |
_uetsid | 1 day | This cookies are used to collect analytical information about how visitors use the website. This information is used to compile report and improve site. |
_ym_d | 1 year | This domain of this cookie is owned by Yandex.Matrica. This cookie is used to store the date of the users first site session. |
_ym_d | 1 year | This domain of this cookie is owned by Yandex.Matrica. This cookie is used to store the date of the users first site session. |
_ym_d | 1 year | This domain of this cookie is owned by Yandex.Matrica. This cookie is used to store the date of the users first site session. |
_ym_isad | 20 hours | This domain of this cookie is owned by Yandex.Matrica. This cookie is used to collect information about the user like his characteristics, behaviour on page and targeted actions. |
_ym_isad | 20 hours | This domain of this cookie is owned by Yandex.Matrica. This cookie is used to collect information about the user like his characteristics, behaviour on page and targeted actions. |
_ym_isad | 20 hours | This domain of this cookie is owned by Yandex.Matrica. This cookie is used to collect information about the user like his characteristics, behaviour on page and targeted actions. |
_ym_uid | 1 year | This cookie is by Yandex.Metrica. This cookie is used to set a unique ID to the visitor and to collect information about how visitor use the website. Thus it help to track the user and the collected informationn is used to improve the site. |
_ym_uid | 1 year | This cookie is by Yandex.Metrica. This cookie is used to set a unique ID to the visitor and to collect information about how visitor use the website. Thus it help to track the user and the collected informationn is used to improve the site. |
_ym_uid | 1 year | This cookie is by Yandex.Metrica. This cookie is used to set a unique ID to the visitor and to collect information about how visitor use the website. Thus it help to track the user and the collected informationn is used to improve the site. |
attribution_user_id | 1 year | This cookie is set by Typeform for usage statistics and is used in context with the website's pop-up questionnaires and messengering. |
browser_id | 5 years | This cookie is used for identifying the visitor browser on re-visit to the website. |
CONSENT | 16 years 5 months 12 days 10 hours | These cookies are set via embedded youtube-videos. They register anonymous statistical data on for example how many times the video is displayed and what settings are used for playback.No sensitive data is collected unless you log in to your google account, in that case your choices are linked with your account, for example if you click “like” on a video. |
CONSENT | 16 years 5 months 12 days 10 hours | These cookies are set via embedded youtube-videos. They register anonymous statistical data on for example how many times the video is displayed and what settings are used for playback.No sensitive data is collected unless you log in to your google account, in that case your choices are linked with your account, for example if you click “like” on a video. |
CONSENT | 16 years 5 months 12 days 10 hours | These cookies are set via embedded youtube-videos. They register anonymous statistical data on for example how many times the video is displayed and what settings are used for playback.No sensitive data is collected unless you log in to your google account, in that case your choices are linked with your account, for example if you click “like” on a video. |
pardot | past | The cookie is set when the visitor is logged in as a Pardot user. |
pardot | past | The cookie is set when the visitor is logged in as a Pardot user. |
pardot | past | The cookie is set when the visitor is logged in as a Pardot user. |
sid | 1 year | The sid cookie contains digitally signed and encrypted records of a user’s Google account ID and most recent sign-in time. |
uid | 1 year | This is a Google UserID cookie that tracks users across various website segments. |
Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. These cookies track visitors across websites and collect information to provide customized ads.
Cookie | Duration | Description |
---|---|---|
_fbp | 3 months | This cookie is set by Facebook to deliver advertisement when they are on Facebook or a digital platform powered by Facebook advertising after visiting this website. |
_fbp | 3 months | This cookie is set by Facebook to deliver advertisement when they are on Facebook or a digital platform powered by Facebook advertising after visiting this website. |
_fbp | 3 months | This cookie is set by Facebook to deliver advertisement when they are on Facebook or a digital platform powered by Facebook advertising after visiting this website. |
anj | 3 months | No description available. |
anj | 3 months | No description available. |
anj | 3 months | No description available. |
ANONCHK | 10 minutes | The ANONCHK cookie, set by Bing, is used to store a user's session ID and also verify the clicks from ads on the Bing search engine. The cookie helps in reporting and personalization as well. |
bscookie | 2 years | This cookie is a browser ID cookie set by Linked share Buttons and ad tags. |
bscookie | 2 years | This cookie is a browser ID cookie set by Linked share Buttons and ad tags. |
bscookie | 2 years | This cookie is a browser ID cookie set by Linked share Buttons and ad tags. |
fr | 3 months | The cookie is set by Facebook to show relevant advertisments to the users and measure and improve the advertisements. The cookie also tracks the behavior of the user across the web on sites that have Facebook pixel or Facebook social plugin. |
fr | 3 months | The cookie is set by Facebook to show relevant advertisments to the users and measure and improve the advertisements. The cookie also tracks the behavior of the user across the web on sites that have Facebook pixel or Facebook social plugin. |
fr | 3 months | The cookie is set by Facebook to show relevant advertisments to the users and measure and improve the advertisements. The cookie also tracks the behavior of the user across the web on sites that have Facebook pixel or Facebook social plugin. |
i | 10 years | The purpose of the cookie is not known yet. |
i | 10 years | The purpose of the cookie is not known yet. |
i | 10 years | The purpose of the cookie is not known yet. |
IDE | 1 year 24 days | Used by Google DoubleClick and stores information about how the user uses the website and any other advertisement before visiting the website. This is used to present users with ads that are relevant to them according to the user profile. |
IDE | 1 year 24 days | Used by Google DoubleClick and stores information about how the user uses the website and any other advertisement before visiting the website. This is used to present users with ads that are relevant to them according to the user profile. |
IDE | 1 year 24 days | Used by Google DoubleClick and stores information about how the user uses the website and any other advertisement before visiting the website. This is used to present users with ads that are relevant to them according to the user profile. |
MUID | 1 year 24 days | Used by Microsoft as a unique identifier. The cookie is set by embedded Microsoft scripts. The purpose of this cookie is to synchronize the ID across many different Microsoft domains to enable user tracking. |
MUID | 1 year 24 days | Used by Microsoft as a unique identifier. The cookie is set by embedded Microsoft scripts. The purpose of this cookie is to synchronize the ID across many different Microsoft domains to enable user tracking. |
MUID | 1 year 24 days | Used by Microsoft as a unique identifier. The cookie is set by embedded Microsoft scripts. The purpose of this cookie is to synchronize the ID across many different Microsoft domains to enable user tracking. |
NID | 6 months | This cookie is used to a profile based on user's interest and display personalized ads to the users. |
NID | 6 months | This cookie is used to a profile based on user's interest and display personalized ads to the users. |
NID | 6 months | This cookie is used to a profile based on user's interest and display personalized ads to the users. |
personalization_id | 2 years | This cookie is set by twitter.com. It is used integrate the sharing features of this social media. It also stores information about how the user uses the website for tracking and targeting. |
personalization_id | 2 years | This cookie is set by twitter.com. It is used integrate the sharing features of this social media. It also stores information about how the user uses the website for tracking and targeting. |
personalization_id | 2 years | This cookie is set by twitter.com. It is used integrate the sharing features of this social media. It also stores information about how the user uses the website for tracking and targeting. |
test_cookie | 15 minutes | This cookie is set by doubleclick.net. The purpose of the cookie is to determine if the user's browser supports cookies. |
test_cookie | 15 minutes | This cookie is set by doubleclick.net. The purpose of the cookie is to determine if the user's browser supports cookies. |
test_cookie | 15 minutes | This cookie is set by doubleclick.net. The purpose of the cookie is to determine if the user's browser supports cookies. |
uuid2 | 3 months | This cookies is set by AppNexus. The cookies stores information that helps in distinguishing between devices and browsers. This information us used to select advertisements served by the platform and assess the performance of the advertisement and attribute payment for those advertisements. |
uuid2 | 3 months | This cookies is set by AppNexus. The cookies stores information that helps in distinguishing between devices and browsers. This information us used to select advertisements served by the platform and assess the performance of the advertisement and attribute payment for those advertisements. |
uuid2 | 3 months | This cookies is set by AppNexus. The cookies stores information that helps in distinguishing between devices and browsers. This information us used to select advertisements served by the platform and assess the performance of the advertisement and attribute payment for those advertisements. |
VISITOR_INFO1_LIVE | 5 months 27 days | This cookie is set by Youtube. Used to track the information of the embedded YouTube videos on a website. |
VISITOR_INFO1_LIVE | 5 months 27 days | This cookie is set by Youtube. Used to track the information of the embedded YouTube videos on a website. |
VISITOR_INFO1_LIVE | 5 months 27 days | This cookie is set by Youtube. Used to track the information of the embedded YouTube videos on a website. |
YSC | session | This cookies is set by Youtube and is used to track the views of embedded videos. |
YSC | session | This cookies is set by Youtube and is used to track the views of embedded videos. |
YSC | session | This cookies is set by Youtube and is used to track the views of embedded videos. |
yt.innertube::nextId | never | This cookie, set by YouTube, registers a unique ID to store data on what videos from YouTube the user has seen. |
yt.innertube::requests | never | This cookie, set by YouTube, registers a unique ID to store data on what videos from YouTube the user has seen. |
Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet.
Cookie | Duration | Description |
---|---|---|
_an_uid | 7 days | No description available. |
_clck | 1 year | No description |
_clsk | 1 day | No description |
_hjSession_1646283 | 30 minutes | No description |
_hjSessionUser_1646283 | 1 year | No description |
_uetvid | 1 year 24 days | No description available. |
_uetvid | 1 year 24 days | No description available. |
_uetvid | 1 year 24 days | No description available. |
6suuid | 2 years | No description available. |
AnalyticsSyncHistory | 1 month | No description |
AnalyticsSyncHistory | 1 month | No description |
AnalyticsSyncHistory | 1 month | No description |
ARRAffinitySameSite | No description available. | |
ARRAffinitySameSite | 1 year | No description available. |
ARRAffinitySameSite | 1 year | No description available. |
bEkAYwpdRGcM | 1 day | No description |
bEkAYwpdRGcM | 1 day | No description |
bEkAYwpdRGcM | 1 day | No description |
BIGipServer~magenta~mag-c-http-http-xhttpd-http-xhttpd-http-80 | session | No description |
DCMpagecount | session | No description |
DCMpagecount | session | No description |
DCMpagecount | session | No description |
debug | never | No description available. |
gaCookie | 2 years | No description available. |
gaCookie_gid | 1 day | No description available. |
LEAfgqMGWpwUs | 1 day | No description |
LEAfgqMGWpwUs | 1 day | No description |
LEAfgqMGWpwUs | 1 day | No description |
li_gc | 2 years | No description |
li_gc | 2 years | No description |
li_gc | 2 years | No description |
lpv413292 | 30 minutes | No description |
lpv413292 | 30 minutes | No description |
lpv413292 | 30 minutes | No description |
m | 2 years | No description available. |
metrika_enabled | session | No description available. |
metrika_enabled | session | No description available. |
metrika_enabled | session | No description available. |
muc_ads | 2 years | No description |
SM | session | No description available. |
STYXKEY_formcomplete | 9 months 26 days | No description |
UserMatchHistory | 1 month | Linkedin - Used to track visitors on multiple websites, in order to present relevant advertisement based on the visitor's preferences. |
UserMatchHistory | 1 month | Linkedin - Used to track visitors on multiple websites, in order to present relevant advertisement based on the visitor's preferences. |
UserMatchHistory | 1 month | Linkedin - Used to track visitors on multiple websites, in order to present relevant advertisement based on the visitor's preferences. |
vary | 1 month | No description |
visitor_id413292 | 10 years | No description |
visitor_id413292 | 10 years | No description |
visitor_id413292 | 10 years | No description |
visitor_id413292-hash | 10 years | No description |
visitor_id413292-hash | 10 years | No description |
Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors.
Cookie | Duration | Description |
---|---|---|
SRM_B | 1 year 24 days | Used by Microsoft Advertising as a unique ID for visitors. |