Case Study - US Owned IT Hardware and associated Services Vendor
We were asked to develop an articulation of the value to be derived from
a radical new way of charging for IT storage solutions and services. Below
is a brief outline of the major 'Before' and 'After' positions of this
Lucidus intervention.
|
BEFORE
Existing Position:
- Our client was competing solely on price -
resulting in lower margins
- As a reaction to this position, their sales
teams were demanding an ROI tool to explain and calculate the value
that they brought to their customers
- Several attempts had been made to create an
ROI tool in-house (using Excel) with little success as none were
able to outline a clear breakout of benefit logic
- Management believed that they needed to
articulate their full value in order to differentiate themselves
from competitors but had found that this was too difficult for
traditional toolsets to achieve
|
AFTER
Lucidus Value Simulator:
- End consumer value was clearly articulated
both upstream and downstream of the purchased product
- Significant levels of previously "hidden"
value were uncovered and subsequently validated by sales
prospects
- Flexible business case evaluation periods
were provided for use by the end customer - between 2 and 10 years
- The resulting toolset could be operated
effectively by sales force in the field - both with, and without,
sales support.
- Multiple currencies were catered for
- Flexibility was built into the system to
ensure that local variations in sales offerings could be efficiently
provided
- Easily operated system - fully operable after
just 2 days of training for sales personnel
- System maintenance/enhancement could be
undertaken by client's personnel after just 4 days of training
- Significant additional sales and marketing
benefit was derived from the client's use of the toolset at Trade
Shows and for providing specific quotations
- The new ability to track value proved to be a
significant sales differentiator
|
|
