Compelling Proposition development for cloud Technology provider
“The proposition material changed the conversation with our partners and helped us to confidently engage with partners to drive growth.”
Channel Sales teams changed their conversation with their partners.
Using the playbook to educate themselves on each proposition the sales director deployed a sales campaign across each channel partner. This was a proactive, business focused engagement and resulted in a new pipeline of opportunities in high growth potential areas.
Sales teams were more confident of the messaging and structure to a conversation, they understood better the business impact of the technology they offered and also the commercial value for the partner.
We developed three fully worked up propositions for the channel sales team to take to market.
After an initial market segmentation exercise we were able to identify specific parts of the market to target further discussion. We then met with representative companies to research key drivers, what value meant to them and also their level of interest in a shortlist of potential propositions.
From the feedback we focused on three propositions of greatest interest and worked with the client product marketing teams to develop relevant propositions.
For each proposition we delivered a proposition playbook for use by the sales team, including;
- Key Market trends
- Portfolio and solution mapping
- A commercial model to include total cost of ownership model, net-cash flow analysis and return on investment (ROI) analysis
- Sales enablement material (customer presentation and ‘leave-behind’ collateral)
A $multi-billon company was a world leader in the provision of cloud services infrastructure. They wanted to accelerate growth through channel partners.
A key enabler to success was the development of new “cloud” based propositions that the channel partners could use to engage their customers in a new way. New, innovative propositions were needed to demonstrate the relevance of our clients portfolio to the channel providers business, and also the potential value that these propositions could unlock for them