Opportunity/ProblemStatement

‍Industry-wide, game changing, Revolutionary product with no clear way to convey true value to the marketplace.  

Action Taken:  Post PRA, realized the need for a Value Communication and a “time to ROI realization” negotiating tool. Developed a competitive matrix to evaluate best fit for the client to maximize penetration and win rates.

Utilizing internal and external surveys, voice of the customer,and in-depth client interviews.  We created a value selling platform that allowed the sales force to articulate value and;

• Speak intelligently across the entire platform,
• Focus on selling rather than technical specification sheets,
• Best practices and integrated feedback loop,
• Tangible ROI validated through the customer needs and capabilities, and
• Systemic change to the salesforce approach to price and discounting.

Benefits:  

• 17% increase in win rates
•  Eliminated all non-volume-based discounting.
• Time to close reduced by 22%