Proposition Management – For Sales Growth
As organisations grow and mature, added complexity, competing demands for resources and legacy infrastructure can gradually erode and dilute the core proposition. Leading to an incoherent strategy where critical business functions-product, sales, marketing, pricing are not working in harmony to optimise performance.
Our Proposition Management service takes a holistic approach, enabling you to re-align your business strategy around propositions with clearly articulated value statements relevant to your target customers.
We’ve developed a blueprint approach to evaluate the potential for existing and new proposition constructs, in conjunction with go-to-market strategies, to scale and optimise sales conversation, upsell and retention rates.
Partner, Voice of the Customer
Solving These Challenges and Bringing These Benefits
What We Do
Our proven methodology enables us to assess and design proposition constructs that resonate with specific customer needs (by market/segment), to optimise sales effectiveness.
‘As is’ Evaluation
Proposition Innovation/Product ‘Packaging’
Go-to-Market (GTM) Strategy
How it is Delivered
We deliver our service using these core principals; comprehensively evaluate all dependencies, yet only do what is needed, achieve benefits quickly, progress in a ‘planned and agile manner’ and keep an eye on the future. Delivered through 5 stages:
1. Discovery & Diagnostic
Gather 360 insights (internal and external) to diagnose any underlying performance gaps and identify market value potential.
2. Develop Hypothesis
Rapid ideation to develop a range of ‘candidate propositions’, aligned to target customer personas, that are prioritised based on pre-determined criteria.
3. Test Validity in Market
Conduct primary research to validate the proposed proposition constructs and assess response to core features, pricing and promotional materials.
4. Implement solutions
Implement, test and iterate. Our approach is tailored to your business requirements, but we normally advise a single market/select segment, prior to a wider rollout.
5. Go-to-Market (GTM)
- A launch plan running six months into the new venture. Identify dependencies and capability requirements realistic timeframes/ projections.
- This may include a ‘sales configurator’ tool, linking the newly defined proposition constructs to segmented customer needs.
Meet Some of Our Proposition Management Experts
DWG is the UK’s most experienced digital transformation consultancy. A team of 50+ senior digital change experts, internationally experienced, meet some of them: