VALUECLOUD® FOR CLOUD INFRASTRUCTURE AND PLATFORM SERVICE PROVIDERS
CAREFUL, YOUR DIFFERENTIATION IS SHRINKING!
In the massively expanding world of virtualized services, Cloud Infrastructure and Platform Services providers (CIPS) must stand out from their competition to demonstrate that they are materially different and deliver material business value and business outcomes to their customers and prospects.
5 Key Reasons to Implement ValueCloud® Now
Improved Top of Funnel Performance by 12.5%
Experienced 11-18% Reduction in Discounting Levels
Improved Win Rates by 50-70%
Enjoyed 96% Customer Retention Rates
120-130% Net Recurring Revenue Rates Realized
HERE’S WHY DecisionLink BROUGHT THIS PACKAGE TO MARKET
According to the September 2020 Gartner Magic Quadrant on CIPS, there are a small handful of very big tech players in the $150 billion market and the margin of differentiation between these behemoths is small and closing in fast, and the list of “all do X features” in the Gartner MQ for CIPS is very long.
Based on the Gartner market analysis mentioned above, your company runs the risk of sounding very “me-too-ish” and heading into major headwinds regarding your positioning and differentiating on price may be the only place to go, which of course hurts profitability and sets a bad precedent, particularly at renewal. Also, given every player’s access to capital, every organization has the means to catch up with your company in terms of features and functions. That being said — everyone is going to take a shot at your base with tactics like competitive replacement proposals.
For this reason, DecisionLink is pleased to deliver a Customer Value Management offering specifically geared to help CIPS organizations elevate their conversations through value-based engagement to create the ultimate differentiation. This offering doesn’t stop at customer acquisition. ValueCloud® will help you drive engagement all the way through the customer lifecycle to ensure customer retention and customer expansion.
Our Point of View
People and Value will help you Win AND Retain
We don’t believe that you can win this race any longer on features and functions alone. All players have basic cloud IaaS — compute, storage, and networking resources as a service. Everyone also offers additional value-added capabilities, notably cloud software infrastructure services – typically middleware and databases as a service – including PaaS capabilities. All the providers claim to have high-security standards and comply with the gambit of regulatory controls: SOC 1, SOC 2, and SOC 3 audits, as well as SSAE 16, ISO/IEC 27001, ISO/IEC 27017, and ISO/IEC 27018 audits. All have analytics, everyone has edge capabilities, all have monthly computed availability service-level agreements (SLAs) of 99.95% and higher, and more and more providers offer optional disaster recovery solutions. Unless otherwise noted, providers charge on a per-VM basis. Providers are increasingly offering bare-metal physical servers on a dynamic basis. All providers partner with carrier-neutral colocation exchanges. Many offer software marketplaces. All providers offer enterprise-class support with 24/7 customer service. All providers will sign contracts with customers, can invoice, and can consolidate bills from multiple accounts. And the list goes on and on. You get the picture.
Need: CrowdStrike has always seen value as a guiding principle in its selling approach. To operationalize this focus, the Business Value Team selected ValueCloud® as an essential tool to help the sales team highlight value and rapidly grow the business. “We had to transform and reinvent ourselves quickly, and raise our game by providing credible Business Value Assessments to drive a brand new type of relationship with our customers,” said Mike Carpenter.
- $189 Million in revenue influenced by Business Value Assessments (BVA)
- ~900 wins with a BVA • By leveraging ValueCloud® in customer success with Business Value Realizations (BVR), Crowdstrike has seen more (and higher) customer engagement than ever before
- Use BVR to help upsell and expand through adoption of new modules and capabilities and capabilities that align with the customers’ business strategy
We guarantee that your differentiation will come from your PEOPLE and their ability to automatically establish and communicate business value at any stage of the customer journey. We believe that this is what is going to set you apart and give you the ultimate differentiation in this race.
ValueCloud® for CIPS
ValueCloud® is the world’s first and only Enterprise-Class, SOC 2/Type II Compliant, Self-Service, Customer Value Management Platform. This platform turns customer value into a strategic asset by helping everyone on your team elevate conversations from typical and undifferentiated features and functions into business value conversations. Marketing content and web engagement, sales conversations, and after-sale engagement can all be elevated with business value to ensure differentiation and ultimately sustainable and profitable growth.
ValueCloud® is a Customer Value Management platform that can be acquired as a full Turnkey Solution offering, including value engineers’ workbench, sales, marketing, and customer success software to automate value-based conversations. ValueCloud® includes implementation services, sales training/readiness, 5 CIPS Value Models, and a 90-Day value guarantee to get you launched quickly, as well as providing all the integration you need to tie customer value data into your marketing, sales, and customer success tech stack to ensure lead flow processes and QBR processes after the sale. Alternatively, if you want to address marketing or customer success specifically, you can look at these two handy solution bundles:
- The Top of Funnel Bundle includes our fully integrated and brandable Smart Web Calculator and Case Study Builder as well as Marketing Automation connector to help your marketers attract and engage prospects on your website through an ROI simulation and convert visitors into sales-ready leads and into the hands of your salespeople with a copy of the output your visitor created. You can visit ServiceNow’s Smart Web Calculator instance here, to get a feel for it.
- The Value Realization Bundle can be fully integrated with the other aspects of the platform. This solution specifically helps Customer Success Managers engage in fact-based discussions and provides the economic impact that your solutions have made post-sale. The results here are spectacular: near zero-churn and improved NRR statistics, proven by CrowdStrike.
“Customer Value Management is the cornerstone of CrowdStrike’s engagement with our prospects and customers. We believe great customer engagements start with our ability to establish and communicate our value proposition, and ValueCloud® has enabled us to do so at scale and has helped us to establish customers for life.”
President, CEO, and Co-Founder, CrowdStrike
Why Us? Results and More
ValueCloud® has a Track Record, it’s Digital, it has Pre-Built Cloud Value models, and So Much More.
In just three short years, ValueCloud® has delivered over 70,000 business value assessments and on-demand value achievement documents into the hands of thousands of sellers, marketers, and customer success pros. Every one of these business cases was developed in a safe, secure way in our SOC-2/Type II compliant way as well. This has helped sales reps establish and communicate the business value of their solutions at any stage of the customer journey.
Any one of these things can deliver a significant impact on profitability and enjoying them all together can deliver exponential growth and profitable growth. That’s what CrowdStrike did, realizing $189M in net new revenue because of their ValueCloud® powered sales team and $40M in renewal “saves” by their customer success group, as well as $11M in cross-sell/up-sell.
Your potential is bigger than all of these other examples combined, according to our value analysis of your company. Let’s find out if DecisionLink and ValueCloud® can help empower your organization to be the ultimate differentiator in the market.
The Impact of Value
FOR A SIMILAR CLOUD COMPANY
VALUE / 3 YEAR TERM
NET PRESENT VALUE /
3 YEAR TERM
COST OF DELAY
Value Impact Sales
3 years — $110M
5% Close Rate Improvement
2 week faster sales cycle
10% decrease discounting
3% improvement in MQL to SQL conversion
VALUE IMPACT CUSTOMER CARE
3 Years — $28M
5% Decrease Customer Churn
7.5% Increase Value of Renewal Revenue
These numbers are based on: 300 salespeople | 2500 subscription customers.