BUSINESS VALUE FRAMEWORK

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By creating a business value framework, we help you uncover what drives value for your customers. 

Situation

Microsoft was preparing to launch Windows Server, and engaged Piedmont Consultants to develop a business value framework. Piedmont analyzed the new capabilities and developed a framework that customers can use to estimate the business value of key enhancements. Piedmont developed a framework that included:

  • Descriptions of the key value scenarios.
  • Equations designed to calculate the cost and benefits of the server solutions. 
  • A survey questionnaire to capture the required information to complete the cost and benefit analysis for each scenario. 


Result

The framework provided the product marketing team with the key data points required to support the value messaging of Windows Server. Sales personnel and partners depended on the framework for prioritizing the messages to customers in order to drive deployment.