Challenge
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- Demonstrate value
- Build connection with prospect
- Create value for the client.
- Help client quantify the likely savings from reducing customer churn.
Solution
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- 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
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- Demonstrated the value of the solution and provided the opportunity to get some data points and build a relationship with the prospect.
- Captured metadata about each prospect that allowed the client to tailor future communications with that prospect and be more specific about the benefits that prospect could attain knowing a little more information about the prospect’s particular situation.
- Ensured that the client was in the consideration set for each opportunity