【正文】 mers and petitors? ? What is driving the customer’s business internally and externally? ? What are their revenue and profit trends? ? How do their financials pare to similar panies? ? What is their financial outlook? ? What are the customer’s key performance metrics? ? What is the budget for this project? ? What is the customer’s budgeting process? ? What is the priority of this project pared to others? ? What are the customer’s alternative uses of capital? Systems, Inc. All rights reserved. * Page 5 – Compelling Event ? Why does the customer have to act? ? What is the deadline for the customer to make a decision? ? What are the consequences if this project is delayed? ? What is the payback for the customer if the project is pleted on time? ? What will be the measurable impact on the customer’s business? Business Initiatives Business Drivers Business Profile age 2.Compelling Event Consequences Payback Problems Opportunities Systems, Inc. All rights reserved. * Page Can We Compete? 6 Formal Decision Criteria 7 Solution Fit 8 Sales Resource Requirements 9 Current Relationship ? What are the customer’s decision criteria? ? What is the formal decision process? ? Which decision criteria are most important? Why? ? Who formulated the decision criteria? age 2.? How well does our solution solve the customer’s problem? ? What does the customer think? ? What modifications or enhancements will be required? ? What external resources do we need to meet the customer’s requirements? ? How much time will the sales team need to invest on this opportunity? ? What additional internal or external resources will you need to win this opportunity? ? What is the projected cost of sales? ? What is the opportunity cost? ? What is the status of your relationship with the customer? ? What is the status of each petitor’s relationship with the customer? ? Whose relationship provides petitive advantage for this opportunity? ? How do you and each of your petitors pare to the customer’s view of the ideal relationship? Systems, Inc. All rights reserved. * Page 10 – Unique Business Value ? What is the specific or measurable business result that we will deliver? ? How does the customer define value? How will they measure it? ? How have we quantified this value in the customer’s terms? ? Has the customer confirmed their understanding of the value we will deliver? ? How does this value differentiate us from our petitors? Business Profile Business Drivers Business Initiatives Capabilities Solution Differen tiation age 2.Compelling Events Unique Business Value Systems, Inc. All rights reserved. * Page Answer the questions . . . ? What’s the issue? ? How is it affecting the customer? ? What are the consequences or payback? ? How can you help? Developing Your Value Proposition 9 Systems, Inc. All rights reserved. * Page Increase Costs/Consequences Value = Benefits Costs/Risks/Consequences age ? Revenue ? Market share ? Customer satisfaction ? Inventory turns ? Load factor ? Shareholder value ? Customer base ? Order fulfillment time ? Expenses ? Rejects/returns ? Waste ? Administrative costs ? Number of days supply (of inventory) ? Time to close an order ? Cycle time Decrease ?Evaluation process ?Purchase price ?Order processing ?Expediting costs ?Correcting mistakes Acquisition Costs ?Setup and installation ?Taxes and insurance ?Administrative costs ?Finance charges Possession Costs ?Training ?Support ?Maintenance ?Depreciation ?Disposal ?Interface to other systems Usage Costs ?Affect existing businesses ?Awaken their petition ?Modifications to existing processes Opportunity Costs (Risks Consequences) Systems, Inc. All rights reserved. * Page 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 Systems, Inc. All rights reserved. * Page 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 Systems, Inc. All rights reserved. * Page Can We Win? 11 Inside Support 12