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IMPROVE

VALUE PROPOSITIONS.

GROW FASTER.

ISBM Webinar

December 2013

© 2013 Valkre Solutions, Inc.

AGENDA

© 2013 Valkre Solutions, Inc. 1

1 VALKRE OVERVIEW: Jerry Alderman

2 DEMONSTRATION: Jonathan “JT” Thompson

3 Q & A

Valkre helps B2B companies bring speed

and structure to the most important

growth asset in business:

VALUE PROPOSITION.


HOW WE HELP: RENDER®

Six years of innovating with leading B2B companies has

resulted in a system that brings speed and structure to value

proposition and drive growth


LISTEN

IMPROVE

SELL

SELL VALUE PROP

Access the right value proposition at the

right time to stop losing deals and margin to

those better prepared

LISTEN TO CUSTOMERS

Enable structured listening to better engage

customers and discover insights on the

challenges they face

IMPROVE VALUE PROP

Improve social collaboration around

customer initiatives to speed execution and

beat competition

SELL VALUE PROP

Access the right value

proposition at the right time to

stop losing deals and margin to

those better prepared


CHALLENGE SOLUTION

Inconsistently written

Value Props with little

financial rigor

Value Props ‘stored’ in

many files, brochures,

and calculators

Use in daily selling is

manual and slow or not

used at all

World-class method to

define and quantify more

compelling value props

Value Props transformed

to digital assets and wired

to relevant customers

Cloud-based technology

platform delivers Value

Props to where Sales

works

LISTEN TO CUSTOMERS

Enable structured listening to

better engage customers and

discover insights on the

challenges they face


CHALLENGE SOLUTION

B2C Surveys used in

B2B are impersonal and

typically only uncover

tactical issues

3rd Party Research /

Training very difficult to

scale and sustain

Difficult to convert

insights into selling

value and solving

customer challenges

Proven method invented

for B2B that engages

customers in personal

conversations on growth

Technology to support

customer listening as an

organizational capability

Easy to use Analytics

that help uncover

insights and convert

them into action

IMPROVE VALUE PROP

Improve social collaboration

around customer initiatives to

speed execution and beat

competition


CHALLENGE SOLUTION

Disparate ‘Lists’: Plans,

Issues, VOC, Projects,

Pipelines, etc.

Communication of latest

updates is manual,

easily lost and doesn’t

reach Customers

Difficult for Customers

to understand and

reward progress

Aggregation of key

efforts into a single

customer-facing List

Updates tracked and

shared socially and

accessible in real-time

across the organization

Scorecards that hold you

and your Customers

accountable for results

RENDER: PERFECT COMPLEMENT TO CRM


VALUE CREATION VALUE CAPTURE

How Much Do Customers Buy?

What Is Our Plan To Grow?

What Do We Think About The

Customer?

How Much We He Help Customers?

What Is Our Plan to help our

Customer Grow?

What Do Customers Value About Us?

RENDER improves CRM systems and processes by

integrating notion of Customer Value

USING RENDER

Independent, but integrated, modules designed to optimize User

Experience and provide simple ways to get started and grow


SELL LISTEN IMPROVE

LARGE SALES

TEAMS

KEY ACCOUNT

MANAGERS

MARKETING

MANAGERS


VALKRE CUSTOMERS' PERSPECTIVE

SOFTWARE METHOD EXPERTISE +

SUPPORT

“This is one of your

biggest advantages.

Your model of

delivering capability

via self-service

steers clear of heavy

consulting and

cost...it is just right.

We can scale with

the model you have

in place.”

– General Electric

“This (metric,

process, method) is

the best in B2B

because it is

designed for B2B,

when compared to

NPS, customer

collaboration

projects, and other

B2B research on

market barriers”

– Philips

“You walked us

through the

unknown ...you

showed us it is safe

to have these

conversations and

that customers have

a willingness and

desire to engage

with us this way.”

– Bayer Animal Health

RENDER DEMONSTRATION

JT Thompson

General Electric

Strategic Accounts Marketing Manager


HOW TO

MOVE INTO

ACTION

CONTACT

Jerry Alderman

Valkre Solutions, Inc.

630.650.5922

[email protected]

JT Thompson

General Electric

281.985.3561

[email protected]


ISBM Webinar

Webinar recording available immediately on

valkre.com and isbm.smeal.psu.edu

Experience RENDER for Free

Contact Jerry to turn on RENDER for you

SELL: Build a Value Proposition (1 hour)

LISTEN: Lead an ‘Internal’ Interview (1 hour)

IMPROVE: Load up 3 or 4 Initiatives (1 hour)

mailto:[email protected]

mailto:[email protected]

improve value propositions. grow faster. › pnmresources › pid-172 › topic... ·...

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