Software Solution Provider - Selling to Executives Initiative

Business Issue:

• Client faced growing demands from customers to show how software solutions such as ERP, Supply Chain Management and Customer Revenue Management would improve their financial performance.
• A major challenge for client's sales professionals: they typically sold features and functions, not financial benefits.
• Many in sales weren't comfortable speaking with client's senior executives such as CFOs since they typically sold into the IT organization.

FinListics Solutions Customization:

• A customized version of CFOEd "Selling Value" courseware was deployed worldwide to improve the sales and marketing professionals' financial acumen. The objective: to have them better link solutions to their customers' financial performance, as well as make successful presentations to the executive level.
• ValueMANAGER ON-LINE was deployed throughout sales force as a pre-sales tool for identifying prospects who would benefit most from client's solutions. This tool would help sales:
  • Identify gaps in prospects' and customers' financial performance as well as how those gaps mapped to their software solutions.
  • Use the analysis to establish contact and make presentations to the customers' executives.
• ValueMANAGER ON-LINE was integrated into overall sales process which included:
  • Use of ValueMANAGER ON-LINE to identify gap's in customer's financial performance.
  • Integration of results from the ValueMANAGER ON-LINE gap analysis into proprietary deep-dive assessment tool developed by client.
  • Use of ValueMANAGER ON-LINE to track improvements in customer's financial performance after go-live.