CVM PLATFORM (Customer Value Management Platform)
Build the Customer Value Management Platform and Map Enablement to GTM Strategy ...
IntelliCap identifies and quantifies value throughout
the entire Customer Lifecycle through:
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Demand Generation
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Qualification
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Sales Process
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Subscription Renewal
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Expand
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Value Governance
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IntelliCap's Services are outlined below.
VALUE ASSESSMENT
​Pre-Sales Customized and Compelling Business Cases
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Increase average revenue per transaction by demonstrating compelling value-to-cost ratio
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Sell effectively to the Economic Buyers
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Reduce sales cycle
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Reduce cost of sales
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Justify solution over other competitors and other technologies fighting for the same budget dollars
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VALUE REALIZATION
​Post-Sales/Post-Deployment Analysis for Subscription Renewal and Customer Success Roadmap
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Prove value delivered to customer's clients
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Establish linkage between value forecasted and value realized
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Establish the platform for account expansion
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Develop compelling content for case studies, customer reference programs, demand generation, sales process as momentum builds
VALUE EXPANSION
​Designed for Expanding the Account Footprint by blending Value Forecast for Upsell and Value Realized
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Increase average customer total contract value
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Establish standard of measuring Value and a foundation for future deployments
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Provide rationale for expansion of contract to new users, departments, divisions, enterprise-wide
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Compare ratio of price to value quantified following first dozen value assessments
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Pricing ratio should fall between 5:1 and 10:1, varying with desired length of sales cycle
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If ratio is higher, pricing may be too low, if ratio is lower, then pricing may be too high
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PRICING
METRICS REVIEW
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Design and develop quantified financial value to incorporate into lead generation content and insides sales scripting
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DEMAND GENERATION
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Value calculators for small transactions, channel partners, inside sales, short-cycle sales
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Pro-forma value assessments to establish first layer of potential financial value to be received
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"Selling to Economic Buyers" sales training
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Rapid value assessments – 30 to 60 minute customer interviews resulting in a high-level value assessment
SALES TOOLS
Google (GSuite) drives very hard as an organization demanding the best engineered solutions, the ability to scale, rich quantifiable value propositions and business strategy-rich client engagements. Those are the exact reasons we selected IntelliCap to design, launch and operate our Customer Value Management Program!
~ Lance Malacara, Director Product Marketing, GSuite
