How do LeveragePoint Value Propositions differ from other online ROI calculators and Value Calculators used by Sales?
LeveragePoint is a cloud platform with full flexibility for your product management and marketing teams to change the underlying content, labeling calculations and layout of your online Value Propositions. This supports agile marketing as product teams learn from what works best in the field and respond to new ideas that come from customer conversations. Unlike custom calculators and less flexible tools, no programming skills or professional services are required to adapt to feedback from the marketplace. Marketing and presales users can make decisions about content and calculations real time, implement them themselves and can publish and republish ever-improving Value Propositions. Internal compliance and legal processes can be implemented in the structure of LeveragePoint tool permissions.
With a LeveragePoint subscription, product management and marketing teams can build as many Value Propositions as they want, using value drivers, variables, data and previous Value Propositions to meet the specifics of a sales situation. Login access can be made available to contractors, consultants, distributors. Complex calculations can be embedded in the tool, data can be fed by users and the analysis that presales professionals want for their conversations is available and transparent. Yet complexity can be hidden and the value proposition can be simplified and streamlined for the general user.
How is LeveragePoint different from spreadsheets?
As a cloud-based collaborative platform, LeveragePoint becomes a central repository for Value Propositions. Sales reps can find generally applicable Value Propositions and adapt them to the specifics of a customer online. By saving them as Unique Value Propositions for each customer, sales has ready access to their Value Propositions and can share access with presales members of the sales team including sales engineers and solution consultants. Product managers are able to access the data changes that sales is making in their Unique Value Propositions as a way to understand and improve the general content of the Value Proposition.
LeveragePoint provides functionality to keep data secure, manage its access and keep it up to date. Our technology is scalable for organizations of any size. LeveragePoint establishes a common, structured method and language that everyone in your organization can use when making value-based product, marketing, pricing and sales decisions. In comparison, spreadsheets suffer several drawbacks. They tend to be individual creations that are not scalable or user-friendly, and often become outdated or lost. Because spreadsheets lack embedded structure, spreadsheets are often hard for anyone except the spreadsheet author to understand and follow. LeveragePoint’s common framework and clear layout and naming of variables makes it possible for anyone to understand the math. As teams change, the content of LeveragePoint can become a key point of continuity and uninterrupted improvement.
By the way, you don’t need to throw out your spreadsheets if you use LeveragePoint. It is fast and easy to transfer these to the application. And graphics are automatically generated from the content structure of the tool. Marketing and product management users have the ability to structure quickly and easily customized graphs and displays that work in customer conversations.
How is LeveragePoint different from PowerPoint?
The best PowerPoint images and content are clear and well structured, but Power Point presentations are inherently linear. They don’t encourage two-way dialog and customer conversations. They don’t help sales respond to specific customer questions with simple point and click functionality. They don’t allow sales and presales to adapt to customer specifics real time. And PowerPoint decks almost always provide too much information.
LeveragePoint is an online application that is natural for millennials and easy to use for non-technical Gen-Xers and baby boomers. Sales users point and click to get to information, videos, content, assumptions and calculations that customers care about. LeveragePoint users can get straight to the information that matters to that conversation without scrolling through slides and without distracting content the customer with information unnecessary to that conversation. A LeveragePoint Value Proposition helps your sales users make a customized business case for your product or solution clearly and simply, emphasizing your marketing messages and highlighting your differentiation. Sales and presales users peel the onion with their customers using LeveragePoint in different ways at different points in the sales cycle.
How long does it take to implement LeveragePoint?
LeveragePoint can provide an initial configuration and new user set-up within hours. In a one-hour session, a sales user can get comfortable using a Value Proposition. Most pre-existing spreadsheets can be turned into a LeveragePoint Value Proposition in 2-3 hours and LeveragePoint can provide that as a service to support busy teams.
User training for marketing users to create content in LeveragePoint or to input spreadsheets themselves can be accomplished in 3-4 training sessions of 1-1.5 hours each. A cross-functional team working on a product launch can build, iterate, and test a Value Proposition in the market in the course of weeks.
Full scale enterprise implementation time for your company depends on several factors (size of organization, products, locations, timing, etc.) which we can estimate with further discussion. Our experience shows that we can implement LeveragePoint significantly faster than single product ROI calculators or than any enterprise pricing software solution. Because LeveragePoint Value Propositions help sales sell more at a higher price, we get better adoption than with traditional consulting or training solution.
How do you manage security using a cloud-based solution?
LeveragePoint has successfully completed a SOC2, which is the industry security standard for cloud-based solution providers. For details see: Security
Does LeveragePoint work on tablets like an iPad?
Yes. The look and feel of the LeveragePoint sales UI is the same on an iPad as it is on a laptop. LeveragePoint works offline as Value Propositions can be re=synched and data downloaded when a user is online again.
Do you integrate with Salesforce.com?
Yes. Integration with Salesforce.com is straight-forward. Unique Value Propositions (UVPs) in LeveragePoint are automatically uploaded into Salesforce and can be attached to an opportunity with a button click. UVPs are automatically displayed with summary information from the UVP in a Salesforce opportunity. With a button click, sales users can update and modify their business case in the UVP with UVPs automatically saved to Salesforce. For details see: LeveragePoint Salesforce Integration video
What results can I expect from using LeveragePoint?
LeveragePoint users report 2-4% improvements in margins, 5-15% higher deal closing rates and 5-25% improvements in pricing outcomes. LeveragePoint sales users observe the following benefits of using LeveragePoint: more sales opportunities, more efficient use of sales time, better sales-presales collaboration, better customer relationships and clearer messaging for differentiation. Product management, marketing and pricing users report better productivity in new product development process, more agile pricing decisions, better alignment between pricing, sales and marketing, better product launch strategy, better customer understanding, and better market intelligence. We often use and adapt a LeveragePoint Value Proposition to quantify the economic value of our subscription for our customers.
Don’t the data have to be perfect for Value Propositions in LeveragePoint to be useful?
Value Propositions are useful in sales with representative or case study benchmark data. Early in the sales cycle they are a way to qualify accounts, get the right meeting and to clearly articulate differentiation. Value Propositions are useful in presentations without customer specific data to highlight other customers’ successful experience with your solution and as a way to get customer engagement. In making a business case in LeveragePoint, the data need to be good enough to deal with questions, objections and approval processes.
All this means that product management and marketing can start a Value Proposition based on hypotheses, interviews and case studies. Value Propositions evolve as they are used and as feedback from customer conversations helps refine the content. LeveragePoint’s flexibility supports teams in an agile marketing process. For further information
How is LeveragePoint different from other pricing software?
LeveragePoint is unique because we are the only software solution that quantifies a value-based price. Other pricing software may do related pricing tasks, such as analyze transactional data to calculate pricing, administer pricing lists, manage sales discounts, etc. However, these solutions are often based on either competitive pricing or cost-plus pricing and don’t provide customer insights that help your sales teams sell. So from a strategic pricing perspective, LeveragePoint is a great complement to these other solutions. Put another way, we provide the first bar on the pricing waterfall (value price) – not to mention helping sales capture more margin in the last bar (pocket price). LeveragePoint is also very effective as a stand-alone system, too. For further information see: Price vs Value Management
Another key difference is that LeveragePoint can be deployed much more quickly and easily (without corporate IT), because we are a totally cloud-based solution. We can serve a much broader set of customers who cannot afford enterprise-based software.
Is LeveragePoint difficult to use? Is it only for pricing experts? Do you provide training?
LeveragePoint is easy to use. We purposely designed it so that any businessperson can immediately use it without any prior pricing experience. Literally hundreds of users have created their first value model within an hour. There is built-in learning and support that teaches you how to use it step by step. Plus, our subscription plan includes live training.
Can we become self-sufficient, i.e., not relying on outside services to use LeveragePoint? What are the best practices for successfully implementing LeveragePoint at our company?
Absolutely. The platform is designed to embed value strategies in your organization. Our customers usually become self-sufficient after an initial implementation. LeveragePoint can also be used collaboratively by your teams with their favorite outside consultants, contractors and trainers. See Best Practices.
How can we get started? Can we do a pilot program of LeveragePoint? How much does it cost?
Click “Contact Us” to schedule a brief, live demonstration of LeveragePoint. We routinely do Proof of Concept programs for qualified customers tailored to their starting point – contact us for details. For subscription information, see: Subscription Offers.
Can you provide customer references?
Yes, we have multiple customers who are willing to speak to prospective customers. Contact us for details.