Below is a sample of some of the solutions we offer.
Business Value Frameworks
We clearly define the areas where your product can help
customers achieve business value. Then we produce a set
of equations to calculate the benefits.
Customer Evidence Marketing Materials
We produce case studies and whitepapers that
document the results existing customers have achieved by
deploying your solutions. We present these results as
standard financial metrics, such as IRR and NPV, which are
based on improvements to industry-standard KPIs.
Sales Aids
Product Discussion Guides – We create guides that structure a sales conversation. They enable your sales team to deliver your marketing message, providing clear explanations of where value will be achieved and why the product or service will be successful.
ROI Calculator/Sales Tools – We design ROI calculators to help your sales teams generate financial estimates of the cost and value of a solution.
Business Case Development – We generate a financial analysis of a solution or contract showing multiple scenarios or financing arrangements. Each scenario contains cash flows and financial metrics that can be used to compare projects and create budgets
Business Value Training
Our consultants develop and lead training sessions on how to best utilize business value evidence for a variety of audiences. Whether it's your sales force or inbound telephone marketers, our consultants can tailor a business value training to help your team focus on business value for a true solution-based selling approach.
Why you should build a business case based on value:
- Deployment is ultimately a financial decision.
- Investments generally compete for limited funds from a predetermined capital budget.
- Over 90% of CFOs are involved in IT vendor selection and resource allocation.
- The business case is the method executives use to compare opportunities.
Defines how project goals are aligned with business goals.
- Shows financial impact of the investment.
- Provides metrics that can be used to measure the success of a project and allow IT to receive credit in the eyes of business leaders.
A strong business case will
- Increase sales by providing the financial justification required for executive approval.
- Shorten the sales cycle. Cut right to the business reasons for deploying the solution rather than getting mired in feature-based discussions.
- Elevate salespeople to be a trusted business partner (not just a technology provider), which again leads to increased sales. You will learn more about your customer’s business and what is important to them.
- Increase adoption of the technology by projecting the value of the solution, not simply the cost.