Problem – Pain – Solution Mapping Inventory
Problem – Pain – Solution Mapping Inventory
Understand the customer’s issues and pains
Buyers’ behavior has changed over the last 2-3
Why?
How we together can respond to the challenge
If there is no pain – there is no gain!
As a VAR we need to meet the requirements of the new
years. Today, buyers are savvier, more focused on the salespeople’s ability to understand their business drivers and ultimately what quantifiable business value the salespeople’s solutions can provide – if any!
type of buyers. This requires a shift from the seller-
Today’s challenge A crystal clear alignment of causes with capabilities has been demonstrated to be one of the most efficient ways to visualize and thus communicate explicitly where and how a VAR’s offered solution can provide the optimum value to the customer.
aligned value model; this was all about communicating product-feature benefits to a buyer-aligned value model that supported a solution oriented strategy because it enabled high-level solution messages as well as explicit cause-capability messages.
Problem – Pain – Solution Mapping Inventory
Explicitly aligning causes with capabilities is the most
customer’s organization. What motivates them and
effective way to communicate and to understand
how to impact those motivating forces by positioning
the problem as well as to perceive the value and
and communicating the value of a solution? The PPSM
differentiation from the customer’s perspective. The
is the foundation for VARs positioning and messaging
buyer-aligned value model is the foundation of the
strategy because it determines how you communicate
Future Group Problem-Solution Mapping Inventory
the purpose, value and differentiation of your products
Toolbox.
and services. The PPSM is based on a clearly defined problemsolution map. The problem-solution mapping process
The Problem/-Pain/Solution Mapping Inventory TOOLBOX
requires the VAR to identify which of the customers’ problems the solution solves. We then segment those problems by different markets and stakeholders and break each one down into its key underlying causes. Once the underlying causes of each problem have been defined, they are explicitly aligned with one or
The Problem/-Pain/-Solution Mapping Inventory TOOLBOX (hereafter referred to as the PPSM) is a detailed and individually customized inventory of the value your products and services deliver to your customers and customers’ prospects (the sales opportunities) based on their current issues, pains and goals – and most importantly - how to communicate this value.
more capabilities within the VAR’s solution. Once the “map” is finished you have two perfectly balanced hierarchies; one for your customer’s problems and one for your solutions. The resulting message flow goes something like this: “You have a problem, we understand that problem and the underlying causes and who is impacted in your organisation. Here is how our capabilities
The key to a successful PPSM is a profound
solve those causes and here is the value we can
understanding of the different stakeholders in the
Seller-Aligned Value Model
deliver to your business.”
Hybrid Value Model
Buyer Aligned Value Model
Products
Problems
Solutions
Problems
Solutions
Benefit
Generic Features
Benefit
Generic Features
Causes
Generic Capabilities
Benefit
Differentiated Features
Benefit
Differentiated Features
Causes
Differentiated Capabilities
Feature Lists
Problem Statements & Feature Lists
Problem Solution Maps
Problem – Pain – Solution Mapping Inventory
The 1-day workshop
1
Preparation • Prior to the workshop there are some prerequisites (preparation) that the participants individually works on and submits to the workshop facilitator 2 days before the actual workshop.
2
1-day workshop training • The overall PPSM Inventory framework is laid out. • The participants create the cornerstone of their own VAR specific Value Inventory.
3
Business contribution • The key to a successful Value Inventory is an understanding of the different stakeholders in the customer’s organization. What drives them? • How to impact those drivers by positioning and communicating the value of an Autodesk solution?
4
Review Service • After the workshop the participants will continue to work with their specific Value Inventory. • The final outcome will be sent to the workshop facilitator for review and comments
The PPSM framework will enable VAR salespeople to have more meaningful business and value conversations with their customers Through a one-day intensive, highly actionable and customized workshop, the participants are taught the fundamentals of the PPSM. After the introduction to the fundamentals, the participants work themselves step by step through the components of the value inventory framework and thus start producing their own Value Inventory Toolbox. After the workshop the participants will have a thorough understanding of the Product/Pain/Solution Mapping Inventory and will have laid down the fundamental building blocks to create their own value inventory.
The Process
Outcome
The Problem/-Pain to Solution Mapping Inventory
OUTCOME BOOST YOUR SALES VALUE &
TOOLBOX facilitates one of the most critical sales
DEAL CLOSING PACE
disciplines. A profound understanding and a mastering
+ Learn how to create more relevant and powerful
of the Problem/Pain to Solution Mapping constitutes
customer facing content that demonstrates that your
the prerequisites for any successful product and
company truly understands the customer’s problems
solution sales process, and is implemented through the
as well as the best way to fix them.
following activities: + The value inventory will enable salespeople to have more meaningful business and value conversations with their customers and hence accelerate the transition from product sellers to problem solvers and eventually to trusted partners – and thus sell more.
Contact If the above is of interest, please contact your Partner Manager