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SALES
& PRODUCT
TOOLS
 Esource
develops Total Cost of Ownership (TCO) and Return on Investment
(ROI) analysis tools to enable sales professionals to clearly articulate
the value propositions and competitive uniqueness of their products
and services to customers.
The
tools are designed to position your products or services to customers
in the form of a business case – showing all relevant costs
and benefits. Unlike traditional business case analysis that can
take months to complete, Esource TCO/ROI tools can highlight value
to customers in a matter of minutes.
Sales Professionals,
Business Development, Product Management, Marketing, Pre-Sales and
Post Sales Staff all benefit from the ability to articulate complex
product and solution value propositions quickly and easily in financial
terms – Modelling their customer’s specific environment,
costs and benefits for the analysis.
When developing TCO/ROI
analysis tools Esource partners with the vendor or service provider
to ensure complete understanding of:
| Business
Benefit and Value |
Esource identifies the unique and
compelling value propositions, the positive cost impact
in a customers business environment and the resulting financial
and business process benefits
|
| The
Market |
Esource
has many years experience developing TCO/ROI analysis tools
for products and services within the Australian and world-wide
market place
|
| Customer
Requirements |
The Esource development methodology
incorporates front line customer input into how the tools
will look and work. Input variables can be adjusted to gain
acceptance and buy-in from the customer. Outputs are targeted
to show how the product or service will positively impact
the customer’s business
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| Tool
Customisation |
Esource customises each and every
TCO/ROI analysis tool to ensure that all possible value
of the product or service is being considered, both from
the vendor or service provider and customer point of view
|
| Benchmarks
and Research |
Esource researches
and develops industry benchmarks and indicative values for
a wide variety of cost and benefit items that are relevant
to the product or service market
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For over four years Esource
has refined a TCO/ROI analysis tool development methodology that
has proven itself time and time again as industry best practise.
This has been acknowledged by Esource customers here in Australia,
the United Kingdom and the United States.
Benfits of the Esource
approach
Provides
a means for sales teams to sell with creditability to CEOs,
CFOs and CIOs
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Better
opportunity qualification and improved win rates meaning
higher value sales
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Allows
selling on value, rather than price and discounting
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Reduce
the sales cycle through distinctly articulated value statements
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Positions
you, the vendor or service provider, as a trusted business
partner who understands the customer’s business
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