How to land on a powerful Value Proposition to capitalise on a lucrative market segment.
Global Software Corporation Value Proposition Development Workshop (A Jarther+ Case Study)
“I couldn’t have done this without you. You brought expertise and speed of execution.”Here’s the challenge:
Post royal-commission, Australia's Financial Services Industry (FSI) organisations are keenly aware of the need to ensure compliance and risk management. However, their use of legacy infrastructure, technologies and processes are still leaving them open to risk.
A global leader in Software and Cloud Computing already had a suite of solutions ideally suited to help reduce this risk, yet struggled to succinctly explain these offerings to the market.
Jarther+ was engaged to offer a third-party opinion, grounded in industry expertise to guide the leadership team to create compelling value propositions for marketing messages and sales conversations.
Here’s our response:
The Jarther+ team interviewed SMEs and captured the FSI market context. Combined with Jarther’s experience in the banking sector this provided a rich base of information. This information powered a series of facilitated exercises to help the company align around a single, powerful value proposition to go to market with.
This value proposition was circulated back to key SMEs for a final sense-check and to refine the language. Finally, the value proposition messaging was integrated into existing programs through a series of mini-workshops with the marketing team.
More importantly, here are the impacts:
For this project, Jarther (Founder & Principal) drew on his recent experience providing education and consulting services to Australia’s big 4 banks. The resulting value proposition and messaging dramatically improved cut-through in market, increasing the number of senior customer conversations initiated and better aligning sales, marketing and customer success efforts.
Talk to Jarther+ about how we can help your teams land on a Value Proposition that creates real competitive advantage.