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Value Proposition Creation & Development

Creating a set of value propositions is key to every organisation in order to differentiate themselves in an increasingly disruptive and innovative business environment.

A value proposition must also be believable and be backed-up by solid proof and customer evidence of successful outcomes achieved over and above the total cost and resources required to achieve the outcome.

Declare specialises in helping organisations to develop evidence-based value propositions in order to increase revenues, reduce the cost of sales and marketing and to differentiate themselves in their markets. Developing clear value propositions enables organisations to form the foundation for an overall go to market plan including:

  • Sales messaging
  • Sales enablement & readiness
  • Marketing campaigns, external market communications programmes

Key outputs derived from the development of value propositions include the following:

  • Clear definition and description of offerings
  • Target markets, audiences & role in buying process
  • Customer sets
  • Business pains, needs & value drivers addressed
  • Customer benefits derived – qualitative & quantitative
  • Positioning statement(s)
  • Competitive points of differentiation and positioning
  • Value proposition(s) & messaging framework
  • Credibility through customer evidence & proof points

Value Proposition Deliverables

  • Clear definition of offerings; company, solutions, services, products
  • Working value propositions for driving sales and marketing alignment, in market communications, and in/outbound campaigns
  • Positioning & messaging framework aligned to market drivers, customer segments, and target audiences

Recent Engagements

  • Development of Single Euro Payments Area (SEPA) value propositions for NASDAQ listed payments software group
  • Creation of K12 and Higher Education value proposition set for leading global services and devices company
  • B2B value proposition development and rollout program for leading consumer-focused global electronics organisation
  • Real-time bank account validation and verification value propositions for leading global payments technology provider
  • Vertical industry value proposition development for UK business services company

Case Studies

Useful Insights