Value based selling provides customers with financial justification for their purchase of your products and services.
78% of enterprises incorporate vendor ROI collateral into their business case analysis at least some of the time
60% of enterprises report that vendors could be doing more to help in the ROI process
72 percent of software vendors and 70 percent of software buyers strongly believe that the software industry must place a greater focus on clearly establishing the business value of software
Today customers want to understand what the technology solution - whether it is on-premise, blended or completely outsourced - will do to improve their business performance. In other words, how will the solution create economic value?
Your customers are required to justify their investment in your technology. What are you doing to help them build that business case?
TFP can provide turn-key value based Sales Programs, audit and improve your current in-house efforts and tools, or provide financial sales training to your sales force and field level experts. TFP allows you to implement new business case and ROI sales programs or update existing programs quickly, efficiently and without disruption.
"A major challenge faced by sales people that want to sell business value at the executive level is their lack of skill and resources to quantify, in customer financial terms, the revenue, cost, or capital impact of their solution. TFP helps sales teams put the process in place to get this done efficiently, at both an early and the later stages of the sales / closing process."
Robert L. Andronici
Andronicus Associates & Kirby Arnold Associates
Technology Finance Partners Deliverables:
Value Based Selling at TFP is offered in modules or in turn-key packages.
Module 1: Value assessment. TFP quantifies key business benefits with internal experts, customers and external sources.
Module 2: Model and tool development and maintenance, Return on Investment & Total Cost of Ownership. TFP develops customizable frameworks for cost-benefit analyses that can be supported by TFP or by a team of internal experts.
Module 3: Field Level Business Case Analysis Support & Training ("train" the trainer and/or direct field level support)
Module 4: ROI related collateral. TFP provides both pre-sales and post sales value based proof-points and benchmark data.
Module 5: Go To Market Value Based Pricing Analyses for early stage companies and technology firms launching new products or entering new markets
"This is the second time Ive worked with Technology Finance Partners to grow a deal from six figures to seven using a comprehensive business case and payment terms that met some very stringent internal hurdles. Their knowledge impressed the CFO and CIO enough to give us real credibility and to open doors to in-depth discussions I could never have had on my own."
78% of enterprises incorporate vendor ROI collateral into their
business case analysis at least some of the time