【正文】 ng businesses ?Awaken their petition ?Modifications to existing processes Opportunity Costs (Risks Consequences) Page Systems, Inc. All rights reserved. * Value Proposition Templates You will be able to ______________ resulting in _____________________ by implementing our _____________________. We delivered similar results at ____________________ which resulted in __________________. By changing from _________________ to ___________________, you will affect __________ which means ____________________. We will track the value delivered by _______________ and report it back to you _________. We can help you address __________________________ by installing _________________ which will result in ____________________________. We will ensure your return on investment by ________________________. business initiative specific or measurable oute solution similar situation or customer past value delivered current situation our solution business driver specific or measurable oute value tracking system frequency/time pelling event solution specific or measurable oute shared risk/reward strategy 10 Page Systems, Inc. All rights reserved. * Sample Value Propositions ? You will be able to reduce the number of repeat customer service calls by 15% resulting in an estimated monthly savings of $ by implementing our Siebel Call Center Application. We delivered similar results at United Tele, which achieved a 25% improvement in first contact call resolution. ? By changing from a patchwork of home grown solutions to Siebel’s eBusiness suite, you will reduce your total cost of ownership by $100M, which represents a 40% increase in Earnings Per Share. We will establish a metrics score card to assist you in evaluating program performance and report it back to you at six month intervals. (business initiative) (measurable oute) (solution) (similar customer) (measurable results) (current situation) (solution) (measurable oute) (measurable oute) (value tracking system) (frequency / time) Page Page Systems, Inc. All rights reserved. * Can We Win? 11 Inside Support 12 Executive Credibility 13 Cultural Compatibility 14 Informal Decision Criteria 15 Political Alignment ? Who in the customer’s anization wants us to win? ? What have they done to indicate their support? ? Are they willing and able to act on your behalf? ? Do they have credibility within their own anization? age ? Which executive(s) will affect or be affected by this decision? ? How have you established trust and credibility with them? ? How will you gain access to those executives? ? What is your plan to gain return access to them? ? What is the customer’s culture? ? How does this pare with our pany? ? What is the customer’s philosophy towards vendors and suppliers? ? Can we adjust or adapt? Do we want to? ? How will the decision really be made? ? What intangible, subjective factors could affect this decision? ? What are the unstated issues? ? Whose private opinions do we know? Which ones count? ? Who are the most powerful people involved in this decision? ? Do they want us to win? Why? ? Are they able to influence or change the decision criteria? ? Can they create a sense of urgency? How have they demonstrated this in the past? Page Systems, Inc. All rights reserved. * Is It Worth Winning? 16 ShortTerm Revenue 17 Future Revenue 18 Profitability 19 Degree of Risk 20 Strategic Value ? What is the order amount? ? Does it exceed our threshold? $ ________ ? When will it close? ? Is it within our time frame? ________ days ? What is the potential for future business within the next year? Within the next three years? ? Does it exceed our thresholds? ? How is this project or application linked to future revenue? ? How will you ensure customer promises bee mitments? ? What is the projected profit on this sales opportunity? ? Does it exceed our profit threshold? ? What impact will discounts have on profitability? ? How can we improve the profitability on this opportunity? ? How could we cause our solution to fail? ? What are the critical dependencies in delivering value to the customer? ? How could the customer cause our solution to fail? ? What is the impact on our business if the solution fails? ? What is the value of this opportunity to us beyond the revenue? ? How does this opportunity fit in our business plan? ? How can we leverage this opportunity into revenue from other panies or markets? ? How will this opportunity help us improve our product or service? age Page Systems, Inc. All rights reserved. * Individual Exercise: Current Opportunity Step 1 ? Use your current sales opportunity and plete the Opportunity Assessment on page ? Identify your primary petitor Step 2 ? Rate your position against each criterion: (+) if it is accurate, known and favorable (–) if it is unfavorable (?) if it is unknown Step 3 ? In the shaded column, rate your petitor’s position 7/12/XX DATE COMPETITORS OUR CO. + ? + XSys + + ? FINISH BY: Page 169。 therein lies their vulnerability. Origin of Strategy age Page Systems, Inc. All rights reserved. * Frontal Competitive Strategies age ? No Compelling Event OR ? No UBV ? Compelling Event exists/or you can create one AND ? You have UBV Position Attack Page Systems, Inc. All rights reserved. * Frontal Strategy Definition A frontal strategy is a direct approach based on the customer’s perception of your overwhelming superiority in solution, price or reputation. Guidelines/Caveats Variations age ? 3:1 advantage ? Requires size, speed or surprise ? Resource intensive (8) ? Blatant/obvious ? Most often used and easily defeat