Differentiation eliminated 50% of the Competition
Win rate increased by 30%
Customers were hesitant to invest in upgrading technology and spent a huge amount of time working on various parts of their project cycle (research, design, etc.).
- Many upgrade projects stalled or were cancelled because they lacked confidence in successful implementation.
- The vendor company had resources available with experience and expertise that could help reduce risk and move the forward quickly.
- Packaged 1-size-fits-all service offerings didn’t help.
Created a sales aid to promote how the company’s experts could help during various stages of a project, whether the customer needed a little help, or a lot of help.
- Sales people easily engage experts.
- Experts move the project forward quickly & successfully
- Company’s differentiator is highlighted & used to win incremental business.