Bureau for
Value Strategy
Value based growth and strategy services
for sales, marketing and customer success teams
involved in B2B go-to-market motions
Value based growth and strategy services
for sales, marketing and customer success teams
involved in B2B go-to-market motions
Just as water is vital for the survival of our bodies and the flourishing of life,
a robust value strategy and practice is essential for successful B2B go-to-market motions.
Recognizing that B2B enterprise software sales teams often face complexities in articulating impactful value propositions to drive sales or foster long-term customer relationships, we have developed services designed to help you explain the transformative and business impact of your solutions to your customers.
Build a value framework. Collaboratively develop a practice and frameworks to articulate the qualitative and, most importantly, quantitative benefits of your solutions or products, facilitating more effective and persuasive communication with potential or existing customers.
From first call to closing, sales enablement for all sales stages. We help you equip your sales teams (including eventual partners reselling your solutions) with the skills, knowledge and resources to leverage a value-based selling approach and framework, leading to higher conversion rates and larger deals.
Optimize positioning and messaging. We work closely with your marketing teams to integrate key elements of the value framework into all marketing deliverables, enhancing brand positioning, competitive differentiation and market visibility.
Value strategy in post-sales. We help you extend the application of the value framework(s) into the post-sales phase, ensuring that your customers derive maximum tangible value from their investment and remain satisfied long term. This reduces churn and sets ideal conditions for renewals, up-sells or cross-sells.
Making higher value deals requires more than just pitching products or services. It demands a strategic approach that highlights the transformative impact on your customer's business. With a tailored value strategy and framework, your sales teams are empowered to navigate these challenges intelligently by:
Improve the efficiency and success of your sales team, or your partner's, by integrating a systematic process focused on delivering tangible value. By effectively conveying top-line and bottom-line value propositions to key customer stakeholders, your organisation will close more deals, increase deal size, improve competitive win rate and take advantage of better deal margins.
Leverage essential components of the value framework(s) across all marketing materials to improve cross-functional alignment and refine the positioning and messaging of your solutions, ensuring better resonance with target audiences, differentiation from competitors and raising brand awareness.
Elevate customer success by extending defined value frameworks into post-sales care and support, ensuring the fulfillment of promised benefits to maximize customer satisfaction, retention and expansion.
Other advantages
By leveraging our services, your company can concentrate on its core competencies such as product development, customer acquisition, content production, or quality improvement. We, as external experts, dedicate ourselves to the tasks of building a value strategy and practice, enabling your sales teams, optimizing your messaging and supporting you through initial sales cycles.
Not only are the scope, deliverables and timing of our engagements meticulously defined, but you will also save efforts and costs by not having to find, hire and educate resources on your own. Additionally, our agile implementation approach allows the flexibility to adapt to changing requirements without significant impact on costs or timing.
From day one, you gain access to a wealth of experience. Advisors on our team have executed similar exercises many times for companies of varying sizes, and we leverage a network of skills and resources that would take years for you to cultivate independently.
Our iterative and collaborative agile implementation methodology accelerates results and fosters higher adoption rates. By breaking down projects into manageable tasks and continuously iterating based on feedback, we ensure that our deliverables are tailored to the needs of your teams and delivered efficiently.
Whether you seek a simple ROI business value calculator or aspire to develop a more comprehensive value strategy practice, we tailor our services to meet your requirements. Our approach allows for scalability within your sales organization – from initiating with a select group of key account managers to eventually encompassing the entire sales team. Furthermore, a value strategy practice can and should scale across departments, enabling extensions to functions such as customer success, lead generation or others.
Due to the strategic and competitive nature of the work we provide, we cannot publicly disclose our clients. Here is a delicate balance between showcasing our expertise and respecting client confidentiality.
shorter sales cycles
higher win rates
more competitive wins
sales/revenue growth
higher average deal
increase in customer retention
shorter sales ramp-up time
adoption of the frameworks
We are a collective of experts with a rich history of experience, having worked with industry leaders like SalesForce, ServiceNow, Stripe, or Accenture, as well as smaller or emerging organizations (from 100 to 1000 employees).
Our client base predominantly comprises these smaller companies, which typically have limited resources but aspire to harness the benefits of transformative and value-driven strategies seen in larger enterprises.
Spanning three continents, our team is able to serve clients globally, even in languages beyond English, including German, French or Spanish.
We understand that every company is unique, and we tailor our engagement to fit your specific needs and preferences. From initial scope definition to ongoing support and optimization, we're here to ensure that you feel heard, supported, and empowered every step of the way.
We use an agile methodology and collaborative tooling to ensure efficient and effective project delivery.
This assures rapid iteration and delivery of value, flexibility to adapt to changing requirements, enhanced collaboration and communication, and continuous improvements throughout the project lifecycle.
Below is an outline of a typical engagement, broken down into key stages:
In this initial phase, we work closely with your sales and marketing leadership to clearly define project goals, objectives, and requirements.
Conduct thorough research and analysis to gain insights into your industry landscape, market trends, and competitors. This involves stakeholder interviews, user surveys, data and collateral collection and more to inform our approach.
Building upon the discovery insights, delve deeper into specific areas of interest. This includes identifying key challenges, opportunities, and potential approaches.
Break down the project into smaller, manageable tasks or sprints. Develop prototypes to validate concepts and gather feedback. Optimize solution or deliverables based on feedback.
Proceed with full-scale implementation and deployment. Ensure smooth transition and adoption.
Conduct a comprehensive review to evaluate project performance, outcomes, and identify areas for improvement and optimization.
in a typical project
Tailored presentations for every stage of the sales process, from initial calls to executive briefings. These presentations not only effectively position and differentiate your products or solutions but also engage prospects early on with a value hypothesis. This hypothesis is later expanded into value journeys and comprehensive business cases customized to each prospect's situation.
Structured presentations and demo scripts to ensure that features and capabilities are demonstrated within the context of the business value outcomes they provide.
Datasheets, customer case studies, and additional collateral undergo adaptation or complete reconstruction to incorporate freshly defined points of differentiation and value narratives, underpinned by tangible business value metrics.
=> High-level, industry-average-based, self-service calculators that are primarily used at the outset of a sales cycle.
=> Detailed, modular, and customer data-driven calculators to quantify your value propositions throughout both the sales cycle and the customer success lifecycle.
Tailored presentations and deeper value calculator:
=> To initiate the customer success life cycle, show continuity with the sales cycle and re-emphasize the customer's value realization to accelerate on-boarding, implementation and adoption.
=> For regular customer briefing sessions, always including the value framework beside other more technical or commercial topics being discussed.
This encompasses training sessions, group simulations, individual homework assignments and more to ensure understanding and adoption. We can also develop self-paced learning paths and refreshers, including onboarding resources for future new team members.
We almost always actively participate in real sales cycles to ensure adoption, support execution and refine/update the framework based on feedback. This happens during the entire sales cycle from first call to executive closing meetings, including internal deal reviews and more.
=> Creation of learning experiences on Google Sites, SharePoint or Notion for clients without CMS or LMS.
=> Integration with incumbent (or future) sales methodology from simple MEDDPIC to more sophisticated projects with Force Management, Visualize or Challenger.
=> We also recommend incorporating the value framework into other critical sales materials such as account plans, QBR templates and more...
By eliminating travel costs and time, we are able to provide highly competitive rates.
Remote work also simplifies collaboration among global client teams spanning different time zones and accommodates varied schedules. Embracing remote work has consistently shown to enhance efficiency, flexibility, and also overall well-being for both our clients and our teams.
Typically, companies engage with us at weekly or monthly rates as outlined below. Hourly or daily rates are mostly used in post-engagement scenarios, such as presentation or calculator updates, deal reviews, updates in sales enablement portals, tailored coaching, participating in sales cycles, etc. However, since each client has chosen a custom combination of pricing thus far, we will work to tailor a compelling model for your organization. Below are indicative rates that might vary depending on B2B taxes in your country or jurisdiction.
Because the work we undertake is strategic, confidential, and competitively sensitive, we follow strict protocols regarding the disclosure of client information. Like doctors, lawyers, or tax advisors, confidentiality is a cornerstone of our business practices. Consequently, after initial contact meetings, we will require a mutual non-disclosure agreement before we can advance further in an engagement. We hope this requirement aligns with your expectations and is not perceived as an unnecessary burden.
