ValueMapper Overview

ValueMapper™ is a revolutionary web enabled positioning and messaging service for companies who sell complex products and services and who are serious about supporting a solution centric sales model.

It helps product management and marketing organizations more clearly and explicitly define their company’s value and differentiation from the customer’s perspective. It does this through a simple step by step process that enables them to systematically break down the customer’s key problems and needs into their underlying causes and issues.  Then the key capabilities of each solution are formally mapped to these underlying cause and issues through a simple point and click process so value and differentiation can be defined in the context of those causes and issues.

Once this initial problem-solution mapping has occurred, ValueMapper uses that map as the taxonomy for a collaborative knowledge base that simplifies the transfer and sharing of key value and differentiation insights with the sales team so that they can have more business and value centric sales conversations.

 ValueMapper comes in a generic version that supports all selling methodologies that focus on more customer centric conversations, and it has also been adopted by SPI International (www.spisales.com) as the underlying messaging engine for Solution Selling®

For more information on either version please contact Bob Schmonsees bobs@web2one.com  

ValueMapper Benefits

Implementing ValueMapper as the foundation of your company’s solution messaging strategy will:

• Improve the quality of your messages by making them more customer relevant, differentiated, and sales ready
• Increase sales ability to have solution centric business conversations
• Reduce the time costs and resources consumed supporting and executing the front half of the sales process.

ValueMapper helps the entire marketing and sales organization move from "talking the talk" to "walking the walk" when it comes to selling solutions. Specifically it helps:

• Product Management & Product Marketing by:
  • Simplifying the creation of compelling, differentiated and solution centric value propositions.
  • Creating a single source for messages and key sales enablement knowledge that replaces much of the sales support and training information they create and maintain today.
  • Reducing their sales support load through more efficient and effective knowledge transfer to marketing communications and sales
  • Increasing their strategic impact and improving their control and influence over marketing and sales strategy and tactics
  • Enhancing the feedback they receive from the sales channels
• Sales by:
  • Improving revenue performance by
    • Institutionalizing the principles of solution/customer centric  selling
    • Giving sales people the confidence to engage their prospects and customers at a higher level.
    • Increasing the quality of selling conversations so they are more substantive and business oriented
  • Reducing sales and new product ramp up time and costs
  • Reducing sales training and sales support costs
• Marketing Communications by:
  • Improving the quality and sales-readiness of collateral and presentations.  
  • Increasing the results of their branding and lead generation programs.
  • Reducing their total cost of content and collateral.