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  • Jul 27, 2022 #7010135
    Clarity for Value Proposition Task
    Darryl King
    Participant
    Jul 27, 2022

    I am new to the program and am working through the initial stages. I work for an MSP/MSSP.

    On the task where you categorise products / perk producers / strain reducers. I have over 600 products and (mostly managed) services in the portfolio, to which I have shortlisted some.

    Is it best practise to list perk producers / strain reducers against individual products and services, or to keep them more general like:

    • Our assessments provide an evidence based approach to help quantify risk exposure and prioritise necessary actions
    • Leverage economies of scale to produce better outcomes
    • Managed services allow clients to focus on their core mandate

    Ta,

    Jul 27, 2022 #7010136
    John H Holiday
    Participant
    Jul 27, 2022
    John H Holiday Jul 27, 2022

    Hi Darryl, welcome to the academy!

    Is there a certain few products that you sell more than others? Or is there a few that tend to open the door to getting calls booked in?

    I would focus on those.

    No human can sell 600+ individual SKU’s that are not related to each other.

    Jul 27, 2022 #7010139
    Darryl King
    Participant
    Jul 27, 2022
    Darryl King Jul 27, 2022

    Thanks John,

    Much of the portfolio is new to me due to us being acquired – the organisation has been transformed top to bottom (and I’ve done most of my target for the year on a single massive security deal, so I wouldn’t say I have sold a lot of the new services either).

    My preference would be to focus on security services, which whittles down the list a lot!

    I appreciate your guidance.

    Jul 28, 2022 #7010149
    Will Barron
    Keymaster
    Jul 28, 2022
    Will Barron Jul 28, 2022
    Darryl King wrote:

    Thanks John,

    Much of the portfolio is new to me due to us being acquired – the organisation has been transformed top to bottom (and I’ve done most of my target for the year on a single massive security deal, so I wouldn’t say I have sold a lot of the new services either).

    My preference would be to focus on security services, which whittles down the list a lot!

    I appreciate your guidance.

    OK time to be selfish. The goal with your cold outreach is to book a meeting. Once you’ve got the prospect on the call, you can discuss whatever products you think fit their needs.

    What product(s) do you think would be most likely to elicit a meeting getting booked? Focus on that.

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