Category: Proposition Development

Building a compelling proposition around digital transformation.

Author The CraftPosted on Categories Proposition Development, Strategic Differentiation, TransformationTags , , ,

We’ve recently considered the following questions in relation to Digital Transformation. Click on the link the review our previous posts. What does transformation mean? How is transformation being implemented by businesses? Where have businesses reached on the digital transformation journey? By thinking about these three questions as a collective, we’ve developed some acid test points … Continue reading “Building a compelling proposition around digital transformation.”

3 common challenges manufacturers face that IT vendors often overlook

Author The CraftPosted on Categories Proposition Development, Strategic DifferentiationTags , , ,

Putting yourself in the position of your customers to truly understand their challenges is key to planning how to engage them. Without this perspective, opportunities to adjust or correct the approach can easily be missed. Here are three challenges that global manufacturers commonly face that their existing and would-be suppliers regularly overlook: Challenge 1: Protection … Continue reading “3 common challenges manufacturers face that IT vendors often overlook”

Seven points of true differentiation. Find out where yours is!

Author The CraftPosted on Categories Proposition Development, Strategic DifferentiationTags , , ,

A crowded B2B tech market is making sales and marketing struggle to differentiate or not sound generic. We see it all the time when someone responds, “it’s our people that makes us different”. What does this really mean? It’s what your competitors say as well. What are you really trying to say? Our job is … Continue reading “Seven points of true differentiation. Find out where yours is!”

24 ways to say BI Platform! Vendors are confusing prospects. Find out why & the impact.

Author The CraftPosted on Categories Proposition Development, Strategic DifferentiationTags , , , , ,

We found that all 24 vendors within the Gartner MQ for BI Platform providers categorise what their solutions is completely differently. Why’s this important? Put yourself in the customers’ head for a moment – based on varying levels of understanding they’ll use key phrases to search for potential vendors and compare them. It’s like entering … Continue reading “24 ways to say BI Platform! Vendors are confusing prospects. Find out why & the impact.”