Disruptive technology and services are transforming the B2B landscape. Innovative software and services are changing the way that businesses are managed and making it possible for teams to deliver value to their customers in new ways. Innovative software platforms and new services models need to motivate their customers to change. By providing a clear business case, a great quantified value proposition accelerates revenue growth and improves sales performance.
The flood of information, data and powerful tools to utilize them creates commercial challenges. Great new platforms and business models often beat the competition but end up losing to “no decision” by their target customers. The best teams use LeveragePoint to provide a clearly articulated and quantified business case. By focusing customer conversations on the value created for them, a quantified Value Proposition helps cut through technical complexity and validate the likelihood of customer success resulting from a decision to change.
Transform the Market with Valuable Solutions
New software and new services models never succeed based on ideas alone. Innovative technology and services have to deliver customer value. This requires agile product development and agile marketing. Quantifying value early in development helps product teams make better decisions in moving a product through a product development and launch process. By understanding customer value, they create more valuable products, design profitable pricing strategies and change the way their sales teams engage target customers.
Customer value in LeveragePoint provides a focal point for a sales conversation that moves beyond the features of technical solutions or services. When customer executives engage in a discussion of how a product or service increases value, they realize why they should change and they focus on the benefits of a solution instead of its price. Value Propositions when used effectively by sales teams increase qualified opportunities, shorten sales cycles and improve pricing outcomes.
Sales teams increasingly include specialists. Presales professionals, sales engineers and solution consultants often join account executives as part of a sales process for almost a complex product, both to deal with technical issues and to customize solutions to the specifics of the customer. Value propositions shared by sales teams accelerate the validation of a business case for a complex solution. They provide a direct way to understand customer business specifics as presales customizes a packaged product and services solution to maximize value.
If you’d like to talk more about LeveragePoint’s Value Proposition tool, we’d welcome the opportunity to speak with you. We will listen to your needs, and help you understand if the tool is right for you.
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