Our Services
Customer Value Framework Development
What Is It?
We work with you to create a value framework that helps you tell stories that connect the benefits of your solutions to your customers’ top-level P&L and each level in between.
Engagement:
1-2 Months
Deliverables:
A customer value framework that includes identification and definitions of the unique value levers of your customers’ industry, which can be used throughout your organization tying together your end users’ value to their c-suites’ value.
Customer Value Report Creation
What Is It?
Through market research and interviews with your customers, we create a citable third-party report and customer reference stories that you can use to show the quantifiable impact and value of your solutions.
Engagement:
1-2 Months
Deliverables:
A high-quality report that combines compelling visual elements, industry-relevant benchmarks, and citable value impact metrics. This report can be used by your marketing and sales teams to generate customer pipeline and close deals.
Value Team Creation
What Is It?
We help you form a customer value team. From helping you build out candidate profiles, training your teams, to helping you create unique workshop experiences for your customers that support your growth.
Engagement:
1-2 Months
1 Week Bootcamp
Deliverables:
A team profile specific to your unique needs and customers. Additionally, we will lead and deliver an in-person multi-day bootcamp event, which includes homework and role-playing activities
Customer Value Workshop
Co-Pilot
What Is It?
We advise your value team and sales team on active opportunities and work with them to lead customer value workshops. We have the dual goals of helping your team learn through doing and helping you successfully close your strategic deals.
Engagement:
Tailored to the length of your sales cycle.
Deliverables:
A value workshop with your customer that helps them build a multi-year roadmap with your solutions, which helps them drive significant impact to your customer’s P&L.
Rapid Impact Training
What Is It?
Training for your revenue and marketing teams which are designed to be delivered in one to two days, and impact this quarter.
Customer value-focused positioning and messaging with your marketing team
Raise conversion rates for outbound and inbound leads with training for your BDR and ADRs
Customer research training for your sellers
Executive communication training
Engagement:
2 Weeks
Deliverables:
In-person training with identified members of your team to provide them with tools that help them impact your pipeline and sales opportunities within a quarter or less.
Value-Driven Product Strategy
What Is It?
We work with your product teams to inject customer impact and value into your product roadmaps and help you prioritize elements of your roadmap based on customer value. This is accomplished through intensive workshops and market research.
Engagement:
1-2 Months
Deliverables:
Your teams will create and adopt a customer value-centric view of product planning. Additionally, your teams will leave this engagement with a revised product roadmap developed by your team that prioritizes features by the potential customer impact.
