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Typical Customer Challenges
We help address
Sell Value
Our clients are not trying to be the cheapest. On the contrary, they want to position themselves as premium providers against multiple alternatives : the low-cost, the “good enough” or the other premium providers.
The value they provide is what their customers perceive it to be.
Technology-intensive companies run the risk to build over-quality or over-design (i.e. expensive solutions with many features but not fully valued by their customers) and to focus too much on the technical sales (i.e. speeds & feeds)
Their technical focus makes it challenging to build relevance with their customer’s senior decision makers, Effective value selling can only blossom through impact engagement with customers' senior decison makers.
Monetize Innovation
Technology-intensive companies are continuously developing new solutions to address new market segments or new market adjacencies. Significant investments are made to develop these new solutions.
Returns will only materialize once the customer-facing teams succeed in monetizing these new solutions, i.e. succeed in signing new deals. This is what we call “cracking the code”. It is a complex undertaking and as long as business success is not accelerating as expected, one can say that the code has not been cracked yet.
Inject Complex Business DNA
For technology-intensive companies to deliver outstanding customer satisfaction, it is not just about what they do and deliver. It is also about the ability of their customer-facing teams to connect anything they do to the benefits of their customers. It is also about their daily customer interactions at all levels, building the overall quality of their customer relationships.
This is going much beyond the laws of physics or simply rationale behavior. It is about human interactions, full of cognitive bias and irrational considerations.
Land must-win Deals
Any technology-intensive company have their must-win deals. Those deals that you can NOT afford loosing. They will enable a breaktrough in a new market you are targeting , they will validate the R&D big bets (and the large associated investments) you have been working on the last 18 months, they will cement new partnerships for the future, ...
How can you secure these deals and sleep well at night
Manage
Run-the-Business
Many senior leaders in technology-intensive companies want to have better visibility on business forecasts and the associated risks & upsides. They want to firm-up the plans to defend or accelerate current business. They want to better understand what is in the way of growing business faster (i.e. pricing, value proposition, business management practices, team leadership, individual or team performance, …) so that they can focus on it.
Lead
Change-the-Business
Every company is on a transformation journey shaped by new ambitions and changing market conditions.
The transformation journey has implications for the commercial teams : there are some new big bets to secure (i.e. new market segments, new solutions, new partners, …)…and securing these big bets do require different behaviors and approaches than the classical “run-the-business” ones.
It is about doing both : leading the required business transformation (hence future business) while securing your current day-to-day business.