CVM PLATFORM (Customer Value Management Platform)

Build the Customer Value Management Platform and Map Enablement to GTM Strategy ...

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IntelliCap identifies and quantifies value throughout 

the entire Customer Lifecycle through:

  • Demand Generation

  • Qualification

  • Sales Process

  • Subscription Renewal

  • Expand

  • Value Governance

IntelliCap's Services are outlined below.

VALUE ASSESSMENT

​Pre-Sales Customized and Compelling Business Cases

  • Increase average revenue per transaction by demonstrating compelling value-to-cost ratio

  • Sell effectively to the Economic Buyers

  • Reduce sales cycle

  • Reduce cost of sales

  • Justify solution over other competitors and other technologies fighting for the same budget dollars

VALUE REALIZATION

​Post-Sales/Post-Deployment Analysis for Subscription Renewal and Customer Success Roadmap

  • Prove value delivered to customer's clients

  • Establish linkage between value forecasted and value realized

  • Establish the platform for account expansion

  • 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 

  • Increase average customer total contract value

  • Establish standard of measuring Value and a foundation for future deployments

  • Provide rationale for expansion of contract to new users, departments, divisions, enterprise-wide

  • Compare ratio of price to value quantified following first dozen value assessments

  • Pricing ratio should fall between 5:1 and 10:1, varying with desired length of sales cycle

  • If ratio is higher, pricing may be too low, if ratio is lower, then pricing may be too high

PRICING

METRICS REVIEW

  • Design and develop quantified financial value to incorporate into lead generation content and insides sales scripting

DEMAND GENERATION

  • Value calculators for small transactions, channel partners, inside sales, short-cycle sales

  • Pro-forma value assessments to establish first layer of potential financial value to be received

  • "Selling to Economic Buyers" sales training

  • 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

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