Challenge
- Demonstrate value
- Build connection with prospect
- Create value for the client.
- Help client quantify the likely savings from reducing customer churn.
Solution
- Build a sales tool that provides detailed modelling of the cumulative benefits from reducing churn, allowing these to be used as inputs for the business justification of the investment.
- Include a wide range of parameters that allows the savings estimates to be modifed easily.
- An additional module was included that provided estimates of purchasing and integrating the solution along with financial parameters such as “Payback Month”, NPV etc.
Outcome
- Demonstrated the value of the solution and provided the opportunity to get some data points and build a relationship with the prospect.
- Ensured that the clients was in the consideration set for each opportunity