Professional Services
SO
In partnership with The Value Search Team (TVST), we’ve launched and deliver a complete service offering aimed at solution and technology service companies to scale value-selling capabilities and build value realization practices that boost sales success and ensure long-lasting relationships with their customers.
On-Demand Value-Selling Services
Solution Value Insight
A customized presentation showing a general view of the strategic and economic value impact of the solutions delivered to your customers.
Unsolicited Business Cases
This service is intended for vendors who have an active opportunity with their client, but it’s moving slowly or potentially stagnant.
Collaborative Business Cases
Business cases built in collaboration with your sales team and the customer to justify an investment in your solution.
Value Management Courses
Introduction to Value Enablement
A 6-hour workshop providing a comprehensive overview of Value Selling and Value Realization, covering key concepts and successful execution.
Enabling Value Selling
Advanced Value Realisation and Customer Success Program
A holistic 16-hours Value Realization Course that empowers your team to help customers achieve their desired business outcomes.
Value SELLING
Solution Value Insight
A Solution Value Insight is a tailored presentation that provides an overview of the strategic and economic impact of the solutions delivered to your customers. This collateral is particularly useful when time is limited, allowing you to quickly convey how your offering addresses key business challenges and pain points.
What we bring for you
The Solution Value Insight is produced under a 3-day SLA, leveraging the Shark Platform, benchmarks, and publicly available information, and also includes a 1-hour coaching session with our consultants.
Outcomes you can expect
You will get a customized presentation in you own template highlighting the potential economic value of your solution, and one hour coaching on how to deliver it. It helps you generate interest, qualify best opportunities, and focus your value storytelling for further engagement.
Value Selling
Unsolicited Business Cases
An Unsolicited Business Case is a customized presentation based on publicly available information, benchmarks and reasonable assumptions, that presents the potential ROI evaluation of the solution adoption.
This service is intended for vendors who have an active opportunity with their client, but it’s moving slowly or potentially stagnant.
What we bring for you
The Unsolicited Business Case is delivered under a 5-day SLA, leveraging Shark Finesse, benchmarks, and publicly available information, including a 1-hour coaching session with our consultants.
Value SELLING
Collaborative Business Cases
A collaborative Business Case is built with both your sales team and the customer to justify an investment in your solution. By assessing solution benefits, costs, capturing the strategic needs of the customer, and establishing the value-creation objectives, it helps the customer to validate the investment decision. It should not be positioned solely as a deal-closure document, but as the starting point for an eventual Value Realisation program.
This service offering is aimed at vendors who need to build a collaborative Business Case with their customer but lack the resources, the time, or the expertise to produce it.
What we bring for you
Collaborative Business Case production leveraging the Shark Platform, benchmarks, and customer data, including joint SF-Vendor-Customer BC development sessions and alignment calls.
Collaborative Business Cases
- These engagements are normally completed within 2-4 weeks, including times for data gathering, adjustments, and discussions.
- The data used for the cases are derived from the customer, supplier, solution costs (subscription, services), and benchmarking.
- The participants for the engagement include Shark Finesse consultant, vendor’s sales and presales, customer business, finance, procurement and IT representatives.
- The time requirement from you is normally 12-16 hours, this involves validating different business case revisions.
- The time requirement from your customer is normally 8-10 hours, this involves gathering the necessary data to perform the analyses and discussing and validating the different scenarios presented.
- Total report length: 25-40 slides.
Outcomes you can expect
You will get a Business Case report developed leveraging the Shark Platform in collaboration with your sales team and your customer, aimed at closing a deal and eventually establishing the baseline for a value realization program.
Value Management
Introduction to Value Enablement
Value Selling and Value Realization are more connected than ever before. It is essential to assess and communicate the economic and strategic value of an offering during the sales process (Value Selling), but in a “cloud–driven world” we also need to systematically track and demonstrate the realization of the “value promise” after the go-live (Value Realization).
What we bring for you
A 6-hour, two-module course (3 hours per session) designed for pre- and post-sales teams.
This course provides a comprehensive overview of Value Selling and Value Realization concepts and tools.
Pre-sales
Day 1 – VALUE SELLING (3h session)
Topics Covered:
- Value selling (VS) in a “Cloud World”
- What to expect from leveraging VS
- VS collateral for the different sales scenarios
- The value storytelling
- End-to-End Value Management: From Value Selling to Value Realisation (VR)
Post-sales
Day 2 – VALUE REALIZATION (3h session)
Topics Covered:
- Bridging the gap between VS and VR
- Elevating Customer Success through VR
- Unleashing the Potential of VR
- Understanding the story behind the numbers: a holistic approach to VR
- Crafting compelling VR Storytelling
- Implementing and running a VR practice at your organization
Outcomes you can expect
Your pre- and post-sales teams will gain an end-to-end understanding of what a successful Value Management process looks like. They’ll learn the tools and practices for scalable VS and VR, driving better customer retention, satisfaction, shorter sales cycles, higher win rates, and more cross/up-selling opportunities.
Value Selling
Enabling Value-Selling
With over two decades of experience scaling value selling across various industries and deal sizes, we offer a comprehensive framework and methodologies built on best practices that drive increased opportunity pipelines, higher deal closure rates, and shorter sales cycles.
What we bring for you
An 8-hour course designed for sales and presales leaders.
This course provides an interactive environment for discussion and the exchange of ideas, featuring 6 practical exercises using real-life cases. These exercises will result in tangible, actionable sales collateral.
Enabling Value Selling
- Mapping the Value: The logic of value creation
- Sales Scenarios: Identifying Key Sales Scenarios
- Creating the Value Message: Addressing Sales Scenarios
- Building VS Collateral: Customizable and scalable
- Delivering the Message: Gaining confidence
- VS Operational Model: Scaling the practice
- From Selling to Realization: Two-way learning
Outcomes you can expect
With this highly practical course sales and presales team members and value management practitioners will gain a deep understanding of best value selling methodologies and practical ready-to-use tools driving to a scalable and effective value-selling practice.
Value Realization
Advanced Value Realisation and Customer Success Program
Businesses can struggle to realize the full value of their investments. Software vendors seek new growth and consumption opportunities with existing customers to bridge the “consumption gap”.
This holistic Advanced Value Realisation (VR) course empowers your team to help customers effectively achieve their desired business outcomes, by leveraging quantitative, qualitative, and contextual metrics, all integrated into a VR report to be presented quarterly to customers. Learn to grasp the story behind the numbers and recommend corrective measures to customers, ensuring the maximization of the value of their investments.
With this approach you will enhance customer satisfaction, reduce churn, boost up-sell/cross-sell opportunities, as well as improve conversion rates.
What we bring for you
Complete and personalized 16h-training on Value Realization.
Quantitative Analysis
Value Tracking Analysis – Learn how to use the Shark Platform to collaboratively establish (with your customer) the value baseline and targets and systematically quantify the economic impact of the improvement or deterioration of a selected set of KPIs over time.
4 hours sessions
Qualitative Analysis
Qualitative Users’ Insights – Learn to use the most convenient approach for different research scenarios, to collect and analyse insights from software users and key stakeholders. These insights are instrumental to explain KPI progression, identify roadblocks and outline corrective measures to ensure smooth adoption.
4 hours sessions
Contextual Analysis
Contextual Causation Maps – Learn how the industry trends and the mutual interactions between the evaluated KPIs can influence the progression of the business case and the achievement of the agreed targets.
4 hours sessions
VR Storytelling
Storytelling, Engaging and Reporting on VR – Learn how to effectively engage customers in a VR program and secure their ongoing support. Learn how to build and deliver a comprehensive VR report comprising all the quantitative, qualitative, and contextual elements analysed.
4 hours sessions
Outcomes you can expect
This course involves 16 hours of personalized training, including practical exercises, where your VR practitioners will gain a deep understanding of key VR concepts and methodologies. They’ll also receive practical tools and resources to build successful VR practices and foster strong client business relationships.
We also offer ongoing (on demand) support to re-enforce your learning program. This will provide the team with on-the-job coaching and expert support on real cases, that will combine the training obtained in the VR Advanced Course, ensuring quality and independence.