Business Value Management is a strategy composed of various practices, in order to assert control in the conversation with customers throughout the sales process.
Taking the principles of "The Challenger Sales" methodology for directing the negotiations is established, based on comparing the client’s KPI with the competition’s KPI.
The goal is to develop a technology project that contemplates the scope of the variables´ improvements, the accurate measure of the impact and the return of investment time.
Financially quantify the potential business value of the client’s transformation. Calculate value metrics like revenue growth, cost savings, and improved employee efficiencies.
Assess the realistic business and technological impacts that could result from implementing the transformation strategy. Share with key stakeholders to set expectations and show the value of an improved future-state.
BVM Content + Client Customization Selection and design of collaterals and its customization level according to goals & targets.
End to end execution of the campaign integrating with Microsoft engines, including project management and reporting.
V-BVM Consultants. High level consultants to give support in the direct interactions with clients and to train commercial teams.
We deliver BVM Documents and Services in 5 different levels of complexity and customization in order to provide more options and reach more customers with a BVM approach:
We will provide an infrastructure that facilitates the service all along the BVM process, from the Backoffice to the Microsoft customer:
We will provide real time dashboards on the complete practice:
We will work based in software in order to support more volume and achieve a smooth operation. Our E2E BVM Opportunity Management System will be supporting in one centralized tool the Backoffice, the PMO, the training and the sales impact follow up.
In Short & Tall we implement lean methodology as a standard to all the services that we deliver. As part of that we will: