Our services are all centered on helping you plan for, create, improve, and expand a value advisory practice within your organization. We break the process down into six steps, with each service playing a part in at least one, with each step represented by a letter in the handy acronym FACADE: Foundation, Articulation, Calculation, Adoption, Demonstration, and Expansion.
Foundation:
From initial conversation through roadmap creation, this step is all about proper planning to improve the likelihood of a successful roll-out.
Articulation:
Here, we are creating or upgrading the value-based messaging and materials for your products and/or services. The end result is consistent and aligned materials like product sheets, pitch decks, and talk tracks.
Calculation:
This is where we translate qualitative benefit statements into quantitative return-on-investment calculations. A flexible approach here can support estimations at different stages of the sales cycle and with varying degrees of access to client-specific information.
Adoption:
With the groundwork laid, here is where we get your team up-to-speed. This includes materials for new hire onboarding, as well as for your team’s continuing enablement — and even variations for important co-sellers like those in your partner ecosystem.
Demonstration:
In this step, we’re giving your team repetitions, practice, and an opportunity to continune leveling up their value game. It includes elements such as skills assessment, gap identification, performance feedback, and future planning based on the findings of those three activities.
Expansion
You’ve gotten off to a great start. Now it’s time to bring additional products or services into your value analysis, to broaden your practice by enabling teams in new geographies, or to expand the value practice in collaboration with colleagues in areas such as product marketing, solution consulting, and customer success.
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If you could benefit from some expert support in one or more of these areas, send us an inquiry and we’ll be in touch to schedule a time to meet. Hours are flexible, so whether you’re in Boston, Barcelona, or Brisbane, we’ve got time for you.