CVX supports the development of growth strategies and plans for key accounts, market segments and new products—providing specific actions based on validated customer insight and competitive intelligence captured through the process.
Continue – Keep doing what’s delivering differential value today.
Fix – Adjust the offerings that are eroding customer value today.
Enhance – Make improvements that can deliver more differential value.
Expedite – Introduce current offerings that provide immediate impact to the customer.
Create – Develop and implement the highest priority and mutually profitable new offerings.
Validated customer value insights help organizations to make more confident decisions. Using these insights, we guided Cisco through the development of a winning strategy and account plan, while enabling them to take immediate action on the newly identified short-term sales opportunities.
Ultimately, Cisco secured a new $10 million sales opportunity within 90 days of the engagement—resulting in an attractive ROI. They also gained $75 million in estimated sales of new non-product professional services and a 10% margin improvement for new professional services development. Through CVX, they now possessed a deeper understanding of the customer-driven future opportunities to pursue and why these areas are critical for the customer’s success.
Furthermore, they were able to understand their differential value from the customer’s perspective, capture immediate sales growth and formulate a new growth strategy for the important non-product related professional services business. As Cisco includes even more customers, they will gain an improved view of the customer value portfolio—based on customer profitability and differential value.