Engage Your Customer to Discover the True Business Value of Your Technology: Uncover Insights and Drive Strategic Conversations for Maximum ROI
Six Key Powers of the Value Viewpoint
Business cases and ROI models streamline the overall sales cycle on average by 60%
By leveraging VVP ROI models, you swiftly build trust by providing unique insights on t process metrics impacted by your technology
Business cases highlight the cost of alternative solutions for customers, thereby repositioning your pricing to achieve an average boost of 80%
Set you apart from competitors, underscoring your technology's unique value proposition (UVP) to enhance competitiveness
Demonstrating business acumen through a tech business case facilitates engagement with business decision-makers
Co-creation and alignment on business benefits logic puts you ahead of the pack and accelerates the decision-making process
Technology may undergo several changes within a 2-3 month timeframe, necessitating the creation of a conventional business case process. The lean business case development method, similar to a tech MVP, focuses on delivering crucial information swiftly and being adaptable to facilitate rapid decision-making.
We will lead you through a clear, sequential process in all stages of developing the initial version of your ROI sales tool.
We will guide you in a fully transparent and explanatory way through all steps of the business case development process
We will handle these essential skills in developing your sales team's collaborative ROI tool
Imagine a world where sales experts and startup innovators can create professional Business Cases and Executive Reports in minutes, ready to be presented to prospective customers' C-Suite
"Value Viewpoint was instrumental in refining our sales strategy, significantly accelerating our sales cycle. Their insights guided us through several pivots until we established a product-market fit strategy that truly resonated.
With their support, our company experienced remarkable growth, increasing our market capitalization tenfold. We successfully completed a Series A funding round with a prominent European investor. Our collaboration has also facilitated our expansion into the US, and we are currently in the process of securing Series B financing with leading US venture capital firms."
"Partnering with Value Viewpoint was pivotal in Novity's success in securing a major manufacturing client deal. Their Business Case Design tool, supported by deep industry knowledge and benchmarks, enhanced our sales approach and enabled a more strategic articulation of our value proposition. The clear and compelling ROI model they helped develop was key in closing the deal within six months, surpassing the industry norm of 12 to 18 months. Value Viewpoint's involvement from the very beginning of our business case development cycle, collaborating with our customer prospect on every data point and assumption used in the ROI model, was the most critical factor in our success. This approach established our team as trusted experts and significantly shortened our sales effort. We are grateful for Value Viewpoint's contribution to our achievement."
"Since 2021, collaborating with Value Viewpoint has been a highly rewarding experience. They became an essential partner, guiding us through the complex decision-making process of entering the US market and helping us define our unique value proposition. With the assistance of Value Viewpoint's ROI development platform, our sales team was able to convert our pipeline into collaborative engagements with customer decision-makers and close deals much faster.
As a CEO and Consultant-Practitioner, Val brings a rare combination of qualities – an ever-curious mindset, a strong work ethic, and impressive networking skills across the Bay Area, making him an asset to any organization. I look forward to the opportunity to work with Val again, whether in the US, Silicon Valley, Europe, or anywhere else globally."
"Collaborating with Value Viewpoint has been incredibly rewarding. Val quickly mastered the intricate details of Ion Mobility Spectrometry (IMS) technology and transformed our company's value proposition with his innovative and value-centric approach. He equipped us with a scalable business case development platform capable of generating top-quality executive reports for our sales force.
Val's unique combination of scientific knowledge, strategic insight, and financial expertise has been crucial in connecting various complex elements within our organization. The business case development tool he provided has simplified the articulation of our technology's value, expanding our market reach into previously unexplored areas and enhancing our ability to effectively communicate the unique advantages of our technology."
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ValueViewpoint AI-powered tool creates and designs tech business cases and Executive Reports as Minimum Viable Products, emphasizing essential data for rapid and informed decision-making. This approach streamlines the process by eliminating unnecessary steps and extraneous information, avoiding the complexities and high costs associated with traditional ROI studies.
Technology requirements can change multiple times during the traditional business case development process, which lasts 2-3 months. Like a tech MVP, lean business case development emphasizes quick, essential information delivery and adaptability, which is ideal for the tech industry's fast pace. In contrast, traditional methods provide detailed analysis but are slower and less flexible to changing technology requirements within their 2-3 month timeframe.
Value Viewpoint (VVP) excels in developing compelling and practical business cases and ROI models for any technology imaginable. Drawing on years of experience with elite consulting and tech firms like Kearney, SAP, AWS, and Google, I specialize in cloud-based technologies and have spent the last decade concentrating on business cases for cloud migration.
The aim of any technology ever created and built in the world is either simplifying or automating some kind of workflow or business process. Typically, tech solutions are designed to improve specific aspects of a company's operations. We rely on in-depth research and analysis to identify these areas and measure the potential benefits. Our extensive collection of process metrics, benchmarks, and value drivers allows us to pinpoint opportunities for improvement quickly. For example, consider how Facebook has streamlined processes like content and ad management, significantly reducing the time spent on tasks such as managing greetings and birthdays.
Each business case we develop is tailored to the specific technology and industry, emphasizing its value. Our analysis thoroughly examines the industry's value chain and relevant data points.
Traditional technology sales cycles often take 12-18 months, but we've developed strategies to shorten this timeline significantly. Most of the impact comes from the value justification phase, which comes after technical validation in the sales process. By focusing on a clear value proposition and utilizing tailored metrics, we've helped clients reduce deal closure times by 50-80%. This can accelerate your sales cycle to between 2 and 6 months. Another exciting data point is that ROI models could double the conversion rate from lead to contract.
Accuracy is ensured through industry benchmarks, historical data, and input from our research, built over time data, and your team, focusing on realistic and defensible assumptions and projections. We do not overwhelm users with unnecessary calculations. Instead, we follow the principle advocated by Aswath Damodaran: 'Say more with less.
SaaS platform where technology vendors can collaborate with pre-qualified customer prospects around the research and justification of business benefits and uplifting sales play to customer C-suit. It will help tech start-ups and enterprise sales executives boost conversion rates, increase decision speed deal size, and lower the overall cost of sales.
Lean - means the avoidance of unneeded manual work that could be automated, such as unnecessary research loops, avoidance of data mining rabbit holes, by using predefined industry process performance benchmarks, use of the most critical investment decision metrics, automation of business benefits, calculation of risk-adjusted discounted cash flows from those benefits, time-bound ROI modeling, report structuring, and graphical design. Those time-consuming activities shave off almost 90% of the time you could spend on more strategic activities. Like in a tech MVP, you get only “meat on the bone” without complimentary features and numerous “bells and whistles.
Value Viewpoint value assessment methodology is based on the lean principle and uses an outside-in business case development approach. Outside-in means that the initial value hypothesis, data gathering, and ROI model are built with minimum data inputs on publicly available information, which, after validation with the customer, gets populated with more customer-specific data. Lean - means the avoidance of unneeded manual work that could be automated, such as unnecessary research loops, avoidance of data mining rabbit holes, by using predefined industry process performance benchmarks, use of the most critical investment decision metrics, automation of business benefits, risk-adjusted discounted cash flow calculation, time-bound ROI modeling, and report structuring and graphical design. Those time-consuming activities shave off 90% of the time you could spend on more strategic activities.
VVP Generates a decision-making dashboard that uses neutral colors, the location of data boxes and graphs, and only consists of essential decision-making metrics. It was designed by behavioral scientists to accelerate data consumption and analysis in seconds. Fina's report is structured on SCR (Situation-Complication-Resolution) and the pyramid Minto principle. All benefits are checked on MECE that are mutually exclusive and collectively exhaustive.
The Pyramid Minto Principle is a structured approach to communication, particularly in business writing and presentations. It's named after Barbara Minto, a former McKinsey consultant.
The principle is based on the idea that information should be organized in a pyramid structure, with the most important point at the top and supporting details below. This structure makes it easier for the audience to understand and remember the key message. Here's a breakdown of the Pyramid Minto Principle:
Situation: Briefly describe the context or background of the topic.
Complication: Explain the problem or challenge that needs to be addressed.
Question: State the key question or issue the presentation or writing will answer.
Answer: Provide the main point or conclusion that addresses the question.
Supporting Points: Present the supporting evidence or arguments supporting the main point.
The Pyramid Minto Principle can be used to:
Organize thoughts and ideas: It helps to structure information logically and coherently.
Improve communication: It makes it easier for the audience to understand and remember the key message.
Enhance persuasion: It can build a strong case for a particular point of view.
The Pyramid Minto Principle is a powerful tool for effective communication. This structured approach ensures that your message is clear, concise, and persuasive.
Each business case we develop is tailored to the specific technology and industry, emphasizing its value. Our analysis thoroughly examines the industry's value chain and relevant data points.
We tailored our user experience so that you could generate your first draft of the ROI model with maximum guidance and a minimum number of data inputs, completely ready to share with your customer champion.
Yes, we help create reusable templates for your sales team. These templates can then be tailored by a Salesperson or Sales Engineer to fit the specific needs of each customer prospect.
Business Growth Expert | Professional Value Engineer
Technology executive with a 25-year consulting career at companies such as A.T. Kearney, Google, AWS, SAP, Oracle, and Nortel, where he pioneered Value Engineering and Design Thinking practices.
Recognized as the Most Valuable Person (MVP) at Google in 2019 and 2022. MBA from Northwestern University (1998), MS in Robotics & Technical Cybernetics from St. Petersburg Polytechnic Institute.
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