Why value-based marketing is the next revolution in enterprise technology marketing
Focus on customer outcomes. Drastically improve your results.
Shorter sales cycles
Unparalleled competitive advantage
Trusted customer relationships
Improved sales and marketing efforts
Your benefits
With the Sappington Value-Based Methodology™, you start by understanding your customers’ desired business outcomes and the value your tech delivers. By establishing an entirely different conversation and relationship with your customers, you drive better results for you and for them.
The difference in tech marketing approaches
Sappington Value-Based Methodology™
Traditional product/solution approach
Start with your customer’s business strategies
Start with product/service/solution
Identify your customer’s key initiatives
Examine competitive landscape
Determine their specific business metrics
Lead with customer challenges, state of the world
Map your product/solution to their initiatives
Highlight top three customer benefits/capabilities
Illustrate how you’ll drive outcomes
Focus on technical capabilities
Highlight product-oriented customer success stories
Show specific customer success
Deliver an unparalleled value proposition
Drive technical/tactical next steps
