Communicating Compelling Business Value

Document Management Software

Objective

Reposition commoditized software solution as a game-changing solution with unique business value.

 

Obstacles

Mixture of direct and channel sales teams were locked in “red-ocean” go-to-market strategies, requiring a new sales approach.

 

Approach

Develop a business value proposition focused on addressing business process inefficiencies and improving key performance indicators.  Codify the message in an executive-oriented whiteboard and deploy to the entire sales team with role-play practice and planning for pipeline development.

 

Outcome

Re-positioning of the product line resulted in the sale of the entire company for a significant price premium.