Technology Sales Consulting, Technology Marketing, Technology Sales Marketing, Outsource Companies, Technology Outsourcing ☼ Lighthouse Sales Group

VALUE SALES METHODOLOGY

The Lighthouse Sales Group Value Sales Methodology is a culmination of 20 years of technology sales in both main stream as well as emerging technology companies. The overriding premise is that value definition, measurement, tracking and delivery are all critical components to “Crossing the Chasm” and ultimately a sustainable technology company.

VALUE ELEMENTS

CORPORATE HEALTH

Value Definition: The ability to define measurable elements of value delivered by our solution.

Value Measurement: The ability to quantify the numeric value of the benefits defined and associate to a Corporate P&L.

Value Delivery: Monitoring and measuring the actual business benefits and dollar savings obtained during and after implementation, versus estimated in the sales process.

Value Tracking: Tracking year over year dollar savings and business benefits from customer base.

Effective Customer Acquisition

Customer Retainment

Solution Price Protection & Stabilization

Corporate Growth & Profitability

The process by which Value is measured for a given customer is inherent in the Lighthouse Sales Group customer engagement process (sales process). Core to this process is a “Discovery Methodology” that links any given company’s current state systems and business processes with opportunities for savings/cost reductions/revenue improvement. At The Lighthouse Sales Group in addition to delivering a financial model that quantifies the solution value, we also define how the proposed solution solves the system and business process breakdowns that are enabling the Value identified.


	SIZE OF OPPORTUNITY		ANNUAL IMPACT
	What are the categories and dollar amounts of spend that will be addressed by the solution?		What is the financial impact, on an annual basis, of the solution in this category, for these root causes?

	ROOT CAUSES		SOLUTION ENABLERS
	What are the categories and dollar amounts of spend that will be addressed by the solution?		What is the financial impact, on an annual basis, of the solution in this category, for these root causes?

	Outsourced Sales and Marketing for Emerging Technology Companies