Our research team will do a deep dive into your industry and see how the competition is positioning value. We'll combine that with learnings from interviews with your team and customers to identify your core value drivers and develop formulas.
We will provide self-service tools that can be used by anyone on your go-to-market team. Field teams can generate custom business cases instantly, CSMs can conduct value realization exercises, and sales development reps can include value projections in their outreach.
We'll make sure our tools don't become shelfware. We'll conduct trainings for your sales team and work with them to customize business cases.
We've put together a lot (like, a lot) of value frameworks. Whether you need help ideating the first version of your value framework, covering for your existing value team, or getting a second opinion on something done by an industry analyst, we can help.
When you work with us, we'll make sure to provide tools that let your team use the models in a self-serve fashion.
Our engineering team is heads down building our full cloud platform right now, so stay tuned. If you'd like to get a preview and impact the roadmap, get in touch with us here!
There's no question: value selling works. Focusing on how a product impacts a company's key operational and financial metrics creates alignment across technical and non-technical stakeholders.
Unfortunately, most value selling offerings stop at training. Salespeople are busy and theory gets lost unless there are proper tools in place its application.
We combine theory with application to spread value selling across your organization and ensure nothing becomes shelfware, and can be called upon to help with customization for opportunities.
Value selling is a sales approach that focuses on the business impact of a product and its impact on key operational and financial metrics.
A value framework outlines the individual business savings that a product generates and the factors that go into it.
Sometimes referred to as ROI Calculators - value models operationalize value frameworks into tools that teams can use to quantify the impact of a product on an organization.
The battle for budget is getting more competitive and technology is getting more complicated. Champions need buy in from the CFO's office, where fancy features don't sell, but numbers do.
On average, we can create the first version in 2-3 weeks. The feedback loop is where projects usually slow down.
We can build the model faster and for a lower cost than hiring a dedicated internal resource. We've made models for a variety of softwares - from chatbots to infrastructure access tools - so we'll be able to think through things better than you.
Our value models are "BVA-lite". They're easy to learn and can auto-generate business cases. The work value engineers do is irreplaceable, and our goal is to complement them.
Full BVAs are resource intensive. Weeks go into arranging and conducting interviews, doing trial and error, and putting together reports. Teams are limited, so only the largest accounts end up getting BVAs, leaving most prospects and customers behind. Value models offer speed: we use a data-driven approach to provide instant estimates. SDRs use models to set more meetings, AEs to garner interest in full BVAs, and CSMs to justify upsells and renewals.
We'll do an enablement session for your team to train them on the model. We'll also provide video walkthroughs and best practices documentation. We'll stay in touch to support you for the first few opportunities and make sure the model doesn't become shelfware.