Industries

Sample Value Propositions and Benefit Statements by Industry

To achieve sales success, it is increasingly important to provide prospects with quantified, personalized value propositions (customer-specific business cases). Value-based tools can automate the creation of effective business cases. These tools (often referred to as “ROI calculators”) help companies in various industries, especially where one or more of the following are true:

  • The sales process is at least somewhat complex
  • Credibly quantifying the product value proposition is important in gaining customer interest
  • A personalized, quantified business case helps to justify the solution investment
  • Personalized analysis output documentation (proposal or business case) is desired
  • Products/services are selected or configured based on the customer’s needs and environment

The table below summarizes common tool solutions by industry, but most tools include: customer needs analysis; solution selection or configuration; quantification of customer-specific benefits; ROI and/or TCO calculations; and automated creation of personalized documents (proposals or business cases).

Click “Learn More” below for your industry to see sample customer pain points, value propositions, and benefit statements that can be incorporated into value selling and marketing tools.


 

Industry
Products
Sales/Marketing Tool Solutions
Enterprise Business Application Software
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  • Content, Communication, and Collaboration Software
  • Business Intelligence
  • CRM
  • ERP
  • SCM
  • Office/Productivity Software
  • Engineering Applications
  • Vertical-Specific and Other Applications
  • Customer business process and needs analysis
  • Business impact analysis (cost savings, productivity improvements, revenue growth)
  • Competitive comparisons
  • Solution cost estimates
Infrastructure Software
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  • Application Development
  • Middleware
  • Data Management and Integration
  • Database and Storage Management
  • IT Operations Software
  • System Software
  • Security
  • Customer needs analysis and solution recommendations
  • Best practices and maturity assessments
  • TCO (total cost of ownership) analysis
  • Software selection and configuration
  • KPI (Key Performance Indicator) analysis
Enterprise Hardware and Networking
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  • Servers (Windows, Linux, UNIX, Mainframe)
  • Storage
  • PCs and Tablets
  • Copiers and printers
  • Infrastructure (Networking, Telecom, and IT Facilities)
  • TCO (total cost of ownership) analysis
  • Customer needs diagnostics
  • Product selection and configuration
  • System performance comparisons
IT Services and Telecom
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  • Application Development Services
  • Systems Integration
  • Management Consulting and Business Consulting
  • IT Management
  • Cloud Computing Services
  • Information Services
  • Data, Voice, and Mobile Telecom Services
  • Total Cost of Services analysis
  • Service quality and performance comparisons
  • Service needs analysis and solution recommendations/configuration
  • Solution costs and benefits estimates
Business Services and Industrial Products
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  • Business, Professional, Scientific and Technical Services
  • Supply Services
  • Demand Services (Sales, Marketing, and Support)
  • Manufacturing & Operations
  • Financial Services
  • Government and Education Services
  • Insurance
  • Healthcare
  • Industrial Products (Equipment, Materials, Facilities)
  • Customer business process analysis
  • Service selection
  • Service impact on business process performance (KPIs), risk reduction, and adoption of best practices
  • Quality of services analysis
  • Total cost of service versus alternatives
  • Automated creation of service business cases
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