Friday, July 28, 2017

Defining Business Value Can be Difficult

We've all heard the importance of delivering value to customers.  But what about during the sales process? In those early talks, how do you portray the value you CAN deliver and also how the value your deliver differentiates you from others?

This is what I've been struggling with over the last week as I continued refining our sales process, messaging and presentations.  I've been putting together some new material that better portrays ValTeo Tech as the authority on DocuSign implementations. But I don't think that's enough.

I originally wanted to demonstrate that our overall experience solving business problems using technology was our differentiating factor, but I soon realized...well, that's what any and all system integrators will claim. I had to dig deeper and really mirror our niche expertise, where we have significant experience, unparalleled by any other competitor: automating paper-based, manual processes using DocuSign and supporting technologies.

I don't think even that's enough since the words don't quite translate to the actual value received.

In today's video, I'll start off by answering a question posed on my YouTube channel from last week's post, then explain a bit more about how I'm refining this message and what I'm considering to demonstrate the value that we can deliver during an engagement to a customer.  I'll wrap things up with some other business activity from this past week. Here are the points I'll hit on:

  • Question from YouTuber: What's our segmentation
  • What I Learned from a Sales Training Seminar
  • Why a Pure Statement of Value Won't Work
  • How to Demonstrate Our Value
  • Working Through Large Deals
  • Taking Up Strategic Partnerships with Product Companies

Friday, July 21, 2017

Lessons I've Learned So Far Starting ValTeo Tech

With our recent launch of ValTeo Tech, I realize our startup challenges may not be completely unique, but they are unique to my experience.  Though this is my third company, the last two focused on pure "body-shop" software consulting, taking on any software projects, for one, and a pet-food non-profit company for the other.

This new venture, on the other hand, focuses purely on Digital Transformation and Digital Transaction Management.  It's quite a lot more differentiated from the other two ventures.  So, it is that I'm facing new and different challenges.

With that in mind, today I begin sharing the lessons I learn, the resources we find most useful, and the tools we use along with the results they deliver.  As is often the case with any education, I know it's not just the specifics that are important, but the general lessons that are teased out of the many interactions, failures and successes, that have the highest value.

Though I originally wished to also record Best Practices on Digital Transformation here, the ValTeo Tech blog already serves that purpose. So, what I'll share will be the trials, tribulations, business lessons learned, the defeats, the victories and personal thoughts here.

To make these easier to consume, I'm posting these as webcast videos on YouTube and embedding them here.

Here are the topics I'll cover in this video:

  • How I approached starting up the company
  • What challenges I foresaw
  • What challenges we hit
  • Where we go next