Triptych wanted to improve their go-to-market strategy and generate new growth opportunities. In order to accomplish this, a new approach would be needed, pivoting from a legacy product-led approach, to focus more on what today’s frugal buyer needed: A business value approach.
The Triptych sales leadership team partnered with Genius Drive to create a new value positioning framework and an ROI quantification model. With this framework and model, the team was able to create value-based outreach campaigns and fuel engagement conversations and processes. This directly yielded incremental opportunities, and helped to inspire buyer change and financially justify purchase decisions.
CHALLENGES
- Evolving from a product-led to a more value-centric marketing and sales approach
- Difficulty distilling and codifying a compelling and differentiating value story
- Developing business value quantification into a model that can be used for engagements and financial justification
RESULTS
- Created value messaging and positioning
- Developed a business value quantification model and presentation
- Leveraged the value storytelling and model for outreach, to generate incremental business opportunities
- Used the value messaging and business value quantification to reduce stalled deals and win more business
