Value Maps

Discovery Process

Guided solution capability mapping process

Opportunities

High level list of potential functional improvements

Broad list already defined based on experience across industries

Easily extensible by customer if desired

Simple checklist approach to walk through with customer

Inputs

For each opportunity, what are the financial or functional values required to translate this opportunity into bottom line impact

Values can be estimated where not known exactly

Example inputs: Current sales, overtime, cost of quality, etc.

Features

Establish a standardized discovery process

for your organization

Create a simple discovery workflow for your sales force

Pre-configured root cause analysis workflow

Guided solution capability mapping process

Default mappings make this easy for even new salespeople

Sensitivity analysis

Allow selection of ranges for input estimates

Automatic value proposition generation

Graphical outputs

Outputs

Value Summary

This page provides a quick overview of project profitability. The charts break down the project benefits by “Opportunity” and by Financial Line Item. The table provides an overview of the project return on investment across various payback calculations.

Phased Benefits

Because the time to value for each solution capability are built into the model, the payback calculation is shown to be phased in over time. This creates more confidence with the customer that the model is an accurate reflection of their time to value.

Cost of Doing Nothing

A critical component of sales is to have the customer feel the cost of their default alternative – doing nothing. This page not only breaks down the cost of waiting by day, month and quarter; it also can show a calculated cost of waiting until a projected start date.

Prove the true value of
your solutions to the customer

Close 33% more deals

Accelerate your sales cycles by 50%

Equip your salespeople
with the right tools

Make rock stars of your good performers

Raise sales performance across the board

Discovery Process

Guided solution capability mapping process

Opportunities

Inputs

Features

Establish a standardized discovery process

Create a simple discovery workflow for your sales force

Guided solution capability mapping process

Sensitivity analysis

Automatic value proposition generation

Outputs

Value Summary

Phased Benefits

Cost of Doing Nothing

Example Capability Mapping Process

Prove the true value of your solutions to the customer

Close 33% more deals Accelerate your sales cycles by 50%

Equip your salespeople with the right tools

Make rock stars of your good performers Raise sales performance across the board

Discovery Process

Guided solution capability mapping process

Opportunities

Inputs

Features

Establish a standardized discovery process

Create a simple discovery workflow for your sales force

Guided solution capability mapping process

Sensitivity analysis

Automatic value proposition generation

Outputs

Value Summary

Phased Benefits

Cost of Doing Nothing

Example Capability Mapping Process

Prove the true value of
your solutions to the customer

Close 33% more deals

Accelerate your sales cycles by 50%

Equip your salespeople
with the right tools

Make rock stars of your good performers

Raise sales performance across the board