Value Mapping Pilot Program

The Value Mapping Pilot Program is a collaborative Value Map development and process evaluation project that is built around an Onsite Workshop. It is a rigorous three phase project designed for companies with complex products and services who are serious about improving the quality of their messaging and their sales team’s ability to effectively execute the solution sale.

Overview of Phases:

1. The Planning Phase: Two web meetings to kick off the project approximately three to five business days before the Onsite Workshop.
2. The Map Development Phase: This phase begins with an Onsite Workshop and takes approximately three to four weeks elapsed time. The deliverables for this phase are a complete Value Map for one Solution, plus a variety of Solution Quick Reference Guides for that Solution.
3. Evaluation Phase: The Customer will have 30 days free access to the ValueMapper™ service to evaluate the Value Mapping Process, refine their Value Map, and create as many Solution Quick Reference Guides as they want.

Introductory Cost: $15,000 plus travel expenses.

Project Overview & Schedule: The project will be managed by Bob Schmonsees (RJS). The Customer will assign a Senior Management Sponsor, and must commit to the active participation of the at least following Customer Team members.

1. One Product Marketer per solution who will act as the Customer Team Leader
2. One Subject Matter Expert from Sales
3. One Marketing Administrator to assist RJS during the Value Mapping Workshop

The projected time commitments for the Customer Team are as follows:

Planning Phase

1. A one half hour Web Conference to review the Pilot Program objectives, deliverables, and schedule with the Management Sponsor and the Customer Team.
2. A one and one half hour Web Conference with the Product Marketer and Subject Matter Expert from Sales that covers the principles of solution messaging and the constructs of the Value Mapping process. The two team members will be given some templates to fill out and bring to the Onsite Workshop for their Solution.

Map Development Phase

1. Onsite Value Mapping Workshop: This is a one day map design workshop for between 3 & 8 attendees. It is broken down into three sessions with a lunch break. The Workshop requires a meeting room with Internet access.
   1. 8:00 AM to 11: 30 AM:
      1. Program Overview
      2. Defining the Value Map Lists
   2. One Hour Lunch Break
   3. 12:30 PM to 2:30 PM
      1. Linking the Lists and finalizing the Value Map Structure
      2. Training on how to assemble the initial Knowledge Nuggets
   4. 2:30 to 3:30 Management review and wrap up
      1. Map Review & confirming objectives for the next three to four weeks
2. Validating The Map’s Structure: Approximately 3 to 5 days.
3. Initial Knowledge Nugget Assembly: Approximately 10-12 days
   1. Customer Team assembles and enters initial Relevant Insights and Best Sales Practices into the Value Map
   2. RJS will provide remote coaching and assistance as needed.
4. Map Review Web Meeting:
   1. A one hour web meeting hosted by the RJS with Customer Team to review Value Map and suggest ways to improve the Knowledge Nuggets.
5. Knowledge Nugget Refinement: Approximately 5-7 days
   1. Customer Team refines their Knowledge Nuggets for the initial deliverables.
   2. RJS will provide remote coaching and assistance as needed.
6. Delivery Meeting: A one hour web conference hosted by RJS and attended by The Customer Team and the Management Sponsor where:
   1. The Value Map is presented and reviewed
   2. Activities for evaluating the process and refining the Value Map over the next 30 days are scheduled
   3. Future potential deployment options are discussed

Evaluation Phase: During this 30 day period RJS will assist the Management Sponsor and Customer Team Leader in completing tasks defined during Delivery Meeting.