Maximize the green
for you
for your customers
for our planet
Drive sustainability in an economically-focused world
Quantify and communicate the full value
of your sustainability solutions - clearly and credibly
57% of CEOs wanting to make positive changes struggle to justify financially
Help your buyers to clearly understand the full economic value of your solutions
Enable your buyers to make the right decisions to drive real impact to their business and our planet
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In these economically challenging times, are you
Having a harder time getting buyers' time and attention on sustainable solutions?
Having difficulty getting decisions/investments to be made?
Being forced to drop prices in line with non-sustainable alternatives?
It's not your fault
Many buyers are dealing with
Tighter economic scrutiny over all purchases
Increased internal competition for investments
Assumption that sustainability initiatives do not have significant economic value - must trade off for "green" benefits
Are your current approaches to deal with this working?
Continuing to rely on "green" messaging
Using generic benefit statements - relying on buyers to determine economic impact
Focusing on cost discussions versus differentiated value
What if you could
Align your messaging with your buyers' current economic priorities?
Clearly quantify tangible business value and hard ROI?
Communicate differentiated value at the right level and the right time throughout the buying journey?
Allowing you to:
Increase Qualified Opportunities
Increase
Win Rates
Reduce
Sales Cycles
Reduce
Lost Margin
Increase
Customer Value Realized
Like these clients
EVP, Growth
Green Energy
“Simone helped us to develop and prioritize new sustainability solutions for our current and targeted markets. Identifying key customer value levers and how solutions drove both measurable environmental and business impact”
"Dave helped us develop a calculator which allows us to easily quantify our economic and environmental benefits to our clients"
EVP, Sales
Circular Economy SaaS
“Dave expertly created a straightforward and impactful value approach we use as the foundation for our line of business sales engagement...We strongly recommend and endorse Dave as a critical partner aligned with both our customers' and our success"
CEO/Founder
Green Tech - Agriculture
How can we help?
With our proven Relevance to Realization® approach we help you
create the compelling case for your buyers to act
Our 5-step method creates the foundation consistently get your buyers
from relevance to action to realization
of maximum value from your green tech solutions - at scale
1
BUYER
CLARITY
2
VALUE
MAPPING
3
COMPELLING
CASE
4
VALUE
REALIZATION
5
REPEATABLE MODEL
BUYER CLARITY
1
Clarity of your buyer is critical. Companies don’t buy, individuals do. Beyond understanding your target market, understanding specifically who, why, and how your customers buy is key to the success of your go-to-market. Get this wrong and the rest of your efforts will feel frustrating and be ineffective.
The three core components of Buyer Clarity include:
1. Who is involved in the buying process
2. What role they play (influencer, sponsor, budget holder, decision maker, etc.)
3. Their individual goals, priorities, challenges, etc.
2
VALUE MAPPING
Value is in the eye of the beholder. Value Mapping uncovers the true value of your solution across key dimensions (environmental, strategic, financial) relevant to your buyers. We'll work together to uncover the full breadth and depth of how your solution can drive differentiated value. Creating clear, logical paths from capabilities to measurable and quantifiable outcomes. We'll focus on the ones that drive the most impact for your buyers.
The three core components of Value Mapping include:
1. Specific use cases
2. Value drivers
3. Logical, measurable and quantifiable outcomes
Click here for an example excerpt
COMPELLING CASE
3
Change is hard – and risky. Individuals need a compelling case to act. We’ll help you use the Buyer Clarity and Value Map findings to build the foundation for a Compelling Case for buyers to act, individually and collectively, across the three required action drivers:
Pathos - a passionate connection to the decision
Logos - the rationale behind the decision
Ethos - trust and certainty in the decision
Miss one of these and it may be difficult to move your buyer from status quo.
The three core components of Compelling Case include:
1. Point of view - why care about it, why should
2. Value at stake/risk of inaction
3. Transparency
VALUE REALIZATION
4
Value Realization is the critical last mile - how your mission is ultimately attained. Ensuring the expected benefits – environmental, economic, and strategic are achieved by your customer. Realization drives success, which compels further adoption and expansion of your solution. With Value Realization, we help you build the framework to support your customers to drive the changes necessary to realize value potential. Setting targets, measuring and managing to results, communicate proof of success to drive further adoption.
The three core components of Value Realization include:
1. Setting targets
2. Measuring and managing results
3. Communicating success
REPEATABLE MODEL
5
You have achieved success, but how do you do it consistently? The Repeatable Model allows you to drive speed and effectiveness – from start up to scale. We work with you to develop pragmatic, reusable tools, enabling you to develop and deliver the right information and insight, to the right buyers, at the right time – every time.
The three core components of Repeatable Model include:
1. Messaging
2. Value tools
3. Reusable content – based on key buyer types, point in buying journey, etc.