How can we enhance margins through value-based selling?

How can we enhance margins through value-based selling?

Challenge After several key company acquisitions resulting in a substantially enhanced customer proposition, the organisation needed to realise a greater proportion of the business value it provided to its clients.
Value Dynamics An international cross-functional skunkworks was formed to create a business value-based sales methodology. Key early adopter customers were identified and senior levels of engagement established. The business was repositioned from tactical IT solutions to strategic board-level profit improvement.
Outcome Six-fold increase in sales revenue within two years
Testimonial “The whole of AspenTech knows about the exceptional performance you have achieved.”

Larry Evans, CEO Aspen Technology

 

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