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Challenges Facing Our Clients
In today’s competitive environment,
sound financial analysis must be demonstrated prior to capital investment.
As organizations continue to scrutinize the need, cost and impact
of capital IT expenditures, vendor organizations are being required
to clearly articulate the economic value of their products and services.
The challenges, however, in responding to this requirement are substantial
and include:
- Current sales mentality focused on selling product features and functions
rather than on value created
- Highly competitive markets where deep discounting is the norm
- Lack of clearly defined value differentiation between competing
products
- Loosely defined guidelines of how to initiate value discussions
in sales process
- Limited number of industry-specific quantifiable case studies
available to field
- Limited internal resources to address the above
How
Consensure Delivers Value
The
focus of Consensure’s product and services are to provide our
clients the field effectiveness accelerators and services to overcome
the challenges itemized above. The fulfillment of these objectives
will:
- Align sales to focus on the value
of products and services delivered, rather than the features and
functions they embody
- Reduce discounting by quantifying the economic impact of products
unique-value drivers
- Transform sales transactions into consultative relationships
- Enable sales team to increase deal size by demonstrating value
and reducing perceived project risk
- Decrease sales cycle time by quantifying value to business
decision makers
- Establish an experience-base to replicate wins against
competition
- Develop the required in-house skills
to establish an internal business case value engineering practice
>> Learn
more about
Consensure's Vendor Products and Services Sample Clients
- SAP, IBM, CapGemini, Sun Microsystems,
Cognos, Adobe, Peregrine Systems, OSIsoft
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