Watch the video to hear from one of our customers about his success with the Value Management Office.
1. Grow deals by gaining executive sponsorship
With Value Consultants and software at your service to create interactive conversations, sales is empowered to take conversations to higher levels in the customer’s organization. By showing the total impact that the product or service will have for the customer, sales gains executive sponsorship and elevates conversations to grow deals.
2. Faster deals with bullet proof justification
The numbers and research in the Value Management Office’s business cases are transparent and editable. The Value Management Office and sales will collaborate to develop a strong first version of a business case, then take it to the customer and present it. The customer is fully enabled to edit, verify, and shape the business case. Then the customer is armed with clear value to present to internal stakeholders.
3. Create separation from the competition.
To show the value of a product or service, compare it to the competition by creating interactive value frameworks in collaboration with the customer. The value framework assesses alternative products and services, while also incorporating the customer’s priorities. The framework is a credible assessment of the value of the proposed and competitive products and services, because it comes from a third party resource, the Value Management Office.
4. Get credit for past successes.
After the customer has purchased a product or service, assess the value that has been delivered by using a dashboard with key performance indicators and success criteria from the customer. In this way, sales can show the monetized value that the customer has achieved from a previous purchase.
Value management can be the difference between meeting your quota and exceeding it. Find out how.
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HP Software leader, Brenda Brown, discusses how the Value Management Office (VMO) helps sales reps get credit for past successes with the customer.
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An account team recently engaged the Value Management Office. This was their experience.