Develop Business Value Team - 2BSalt Financial Engineering

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Vendors establish business value teams to enhance their sales effectiveness and better address the evolving needs of their customers, particularly in the enterprise sector. By focusing on Total Cost of Ownership (TCO) and Return on Investment (ROI), these teams help articulate the financial benefits of their products and solutions, transitioning from a transactional sales approach to one that emphasizes long-term value. Business value teams collaborate closely with sales representatives, providing specialized insights and consultative support that enable them to align offerings with customer business goals. This strategic alignment not only fosters deeper relationships with customers but also positions the vendor as a trusted advisor, ultimately driving larger deals and enhancing overall sales performance.

What We Do

We help you establish a comprehensive understanding of customer value by developing internal beliefs through collaboration with teams, validating these beliefs with customer insights, and operationalizing them into robust TCO and ROI teams, processes, and tools for effective use by sellers in engaging both current customers and prospects.

- Perform industry research to assess product and service value
- Facilitate value and cost scrum sessions with internal teams
- Develop comprehensive TCO and ROI models
- Conduct customer interviews and discover value insights
- Synthesize and analyze the solution’s value proposition
- Support the automation of TCO and ROI model implementation
- Assist in developing team processes
- Provide guidance on team development and growth

Benefits

- Justifying the Need for a Value Team: Many companies require a clear understanding of how a value team will boost their sales before committing to building one internally.
- Creating Value Alignment: While companies may acknowledge the importance of value perspectives, these beliefs are not always consistent across the organization. This offering helps unify their understanding of marketplace value.
- Developing a Clear Vision: Companies aiming to engage enterprise customers more effectively recognize the need for a Value Team but often need guidance in shaping this into a clear, actionable vision.
- Roadmap for Success: Provides a structured plan with milestones and steps to ensure successful implementation of a Value Team.
- Measurable Processes for Excellence: Offers a framework that goes beyond industry best practices, equipping companies with measurable metrics to build and optimize a high-performing Value Team.

We Use a Proven Methodology

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