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  • #6509901
    Introduction and long value prop
    Kyle Watson
    Member
    May 10, 2022

    Hi everyone, my name is Kyle Watson and I am in a role that is in between sales and operations. My role is practice leader and I work for a large consulting and information technology firm. My personal goal is hitting some growth targets (5 new enterprise accounts, 10 new managed services contracts). I’m in this course is to build a sales mechanism to -> sell the salespeople <- on bringing my offerings to the account base. In essence, I sell through others. I intend to build these sales skills that I can use anywhere here and beyond. I’ll do this through daily time investment.

    Here is my first pass at a value prop for one of my offerings (Customer Identity and Access Management [CIAM])

    Our CIAM Assessment and Roadmap Service
    Helps enterprise Information Technology and Security Executives
    Who want competitive advantage, increased security, and reduced cost
    By creating a structured plan to secure and transform the customer registration, login, and self-care experience
    And setting a low-risk strategy to adopt cloud identity and reduce technical debt
    Unlike partners that are security-only or app dev-only and do not have the breadth to cover all aspects of CIAM

    Thanks for reading my lengthy value prop!

    #6509903
    Lauren Bailey
    Participant
    May 11, 2022
    Lauren Bailey May 11, 2022

    Hey Kyle!

    There is quite a lot of general stuff in there that probably won’t separate you from your competitors. like…

    “Who want competitive advantage, increased security, and reduced cost”
    “structured plan to secure and transform the customer registration”

    Also it’s very broad dealing with both “Information Technology and Security Executives” It might be better to do two value props, one for each customer avatar.

    There’s also a lot of industry jargon in there.

    Maybe something like…

    Our CIAM service
    Helps IT execs
    Increase security WHILE reducing cost
    By transforming the customer registration and login experience
    Whilst eliminating technical debt
    Unlike others who don’t have the tools to cover all aspects of CIAM

    #6509906
    Will Barron
    Keymaster
    May 11, 2022
    Will Barron May 11, 2022

    Kyle –

    1) Have a think about how what you do is different. I’m sure everyone is trying to reduce costs for example

    2) For each point, ask yourself – Why would the prospect care about this? If they wouldn’t care, you need to go a step deeper.

    So rather than “transform the customer registration, login, and self-care experience” think “reduce the support tickets from customer login and registration”.

    3) Remove as much industry jargon as possible. Sure, the person you’re speaking to might understand what you’re saying but when they’re trying to get budget they’ll then have to dumb it down on your behalf. Do the job for them.

    My quick thoughts –

    We improve CIAM
    For IT executives
    By moving it to the cloud and managing the risk for you
    When the competition can’t

    #6509907
    Kyle Watson
    Member
    May 12, 2022
    Kyle Watson May 12, 2022

    Thank you Lauren for taking the time to review my content and the ideas!

    I’m working on updates and will post soon

    Kyle

    #6509908
    Kyle Watson
    Member
    May 12, 2022
    Kyle Watson May 12, 2022

    Thank you Will, I’m navigating the waters here and learned about the go to market process today.

    Part 1: Me (create the offer) => Delivery Lead => Client Partner -or- Account Exec => Customer – Outcome: Opportunity
    Part 2: Back to Me => present the meat of the offer to the customer => take feedback and if interested work the opportunity to customize the proposal => Give proposal content back to Client Partner => Close the customer (probably with me in the meeting.

    As you and Lauren have noted, I’ll work on the value prop some and post back here tomorrow.

    -Kyle

    #6509909
    Kyle Watson
    Member
    May 16, 2022
    Kyle Watson May 16, 2022

    OK guys, a couple more tries. First off, my offering is actually a professional consulting service. Really, only large enterprises need. An example is two F500 companies merge and there are 3-5 different mechanisms for their customers to login, now need to consolidate or unify.. Some just need to compete with tech-first behemoths liks Amazon….

    Second, although I am listing some things from the competition here, many times my competition is “do nothing” or “we’ll do this in house” – Not sure if I should try to reflect that vs. the competition. My competition would be like Accenture or Deloitte. My company would do similar services at a lower cost.

    Here are two different versions based on the different buers.

    Our Roadmap for Customer Identity and Access Management (CIAM)
    Helps enterprise digital executives
    Who need to simplify user registration, login, and self-care
    Create a business case and a low-risk plan to evolve to cloud identity, securely
    Unlike other services firms that act tactically, cause rework, and delay success

    Our Roadmap for Customer Identity and Access Management (CIAM)
    Helps enterprise IT security executives
    Who need to secure identity and privacy data and increase user trust
    Create a business case and a low-risk plan to evolve to secure cloud identity
    Unlike services firms that primarily focus on application development and user experience

    I know, it’s still too long. 🙂

    #6509926
    Kyle Watson
    Member
    May 17, 2022
    Kyle Watson May 17, 2022

    Another version, that is to thwart “do nothing”

    Our Roadmap for Customer Identity and Access Management (CIAM)
    Helps enterprise digital executives
    Who need to simplify user registration, login, and self-care
    Create a business case and a low-risk plan to evolve to cloud identity, securely
    To stay competitive in the cloud-era

    #6509944
    Will Barron
    Keymaster
    May 18, 2022
    Will Barron May 18, 2022

    Another version, that is to thwart “do nothing”

    Our Roadmap for Customer Identity and Access Management (CIAM)
    Helps enterprise digital executives
    Who need to simplify user registration, login, and self-care
    Create a business case and a low-risk plan to evolve to cloud identity, securely
    To stay competitive in the cloud-era

    Loads better!

    I’d try “Our exclusive/bespoke/proven roadmap…” to make it less generic.

    I don’t think this is very strong “Who need to simplify user registration, login, and self-care”.

    Do they NEED to do this? Why do they need to do it?

    I’d also get rid of “business case”. That’s already implied if they’re going to work with you.

    Finally the last line I’d go with “To become more competitive in the…”. Who wants to stand still? We all want to move things forward.

    #6509957
    Jacky Broadbent
    Participant
    May 20, 2022
    Jacky Broadbent May 20, 2022

    I think Will is onto something.

    Having access to “proven” frameworks is what sold me initially on the academy.

    I’d try “Our Proven Roadmap for Customer Identity and Access Management”

    Or even “Our Proven Framework…”

    #6509959
    Kyle Watson
    Member
    May 23, 2022
    Kyle Watson May 23, 2022

    Thank you, Will and Jacky! Here are my two new versions. Two different targets. IT Security Exec = back office, cost center, compliance, and security. Digital Exec = front office developing breakthrough technologies to present the company in the myriad digital formats…

    Target: Digital Executives
    Our proven framework for Customer Identity and Access Management (CIAM)
    Helps Enterprise Digital executives
    Who need to make the customer login experience unified, omni-channel, and easy
    Create a low-risk plan and roadmap to transform existing identity processes
    To become more competitive in the digital marketplace

    Target: IT Security Executives
    Our proven framework for Customer Identity and Access Management (CIAM)
    Helps Enterprise IT Security executives
    Who need to protect the company and its customers from bad actors
    Create a low-risk plan and roadmap to transform existing identity processes
    To become more secure and compliant while providing the users with the flexibility they expect in the cloud era

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