Toolbox Booster FY15 Problem

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