Case Study - US Owned IT Hardware and associated Services Vendor
We were asked to develop an articulation of the value to be derived from
a radical new way of charging for IT storage solutions and services. Below
is a brief outline of the major 'Before' and 'After' positions of this
Lucidus intervention.
Before... .Existing Position
- Our client was competing solely on price -
resulting in lower margins
- As a reaction to this position, their sales
teams were demanding an ROI tool to explain and calculate the value
that they brought to their customers
- Several attempts had been made to create an
ROI tool in-house (using Excel) with little success as none were
able to outline a clear breakout of benefit logic
- Management believed that they needed to
articulate their full value in order to differentiate themselves
from competitors but had found that this was too difficult for
traditional toolsets to achieve
After... Lucidus Value Simulator
- End consumer value was clearly articulated
both upstream and downstream of the purchased product
- Significant levels of previously "hidden"
value were uncovered and subsequently validated by sales
prospects
- Flexible business case evaluation periods
were provided for use by the end customer - between 2 and 10 years
- The resulting toolset could be operated
effectively by sales force in the field - both with, and without,
sales support.
- Multiple currencies were catered for
- Flexibility was built into the system to
ensure that local variations in sales offerings could be efficiently
provided
- Easily operated system - fully operable after
just 2 days of training for sales personnel
- System maintenance/enhancement could be
undertaken by client's personnel after just 4 days of training
- Significant additional sales and marketing
benefit was derived from the client's use of the toolset at Trade
Shows and for providing specific quotations
- The new ability to track value proved to be a
significant sales differentiator