How to compile Solution based Selling Framework and Content

1. Name
Sandeep R Singh
IT Strategy,Sales and Enterprise Architecture Consultant
sandeepsingh1976@gmail.com
https://www.linkedin.com/pub/sandeep-singh/4/52a/136
Solution Based Selling
Framework and Steps

2. Agenda
2
1. Solution Summary
2. The business challenge and Opportunities
3. Solution Overview
4. Value proposition
5. Competitive landscape
6. Pricing and Deal Review
7. Business case
8. Sales Kit and Resources

3. SOLUTION SUMMARY
3

4. <Solution> Summary one pager
4
1. Show high level solution concept
2. Show high level Solution Description
3. Show problems and benefits

5. Target Industries/Audience
5
1. Target industries
2. Identified Target Clients
3. Client Size & Geographic Scope
4. Typical Sponsors

6. THE BUSINESS CHALLENGE
AND OPPORTUNITIES
6

7. Industry Challenges and Solution Rationale
7
1. Buy side problems and rationalize
2. Sell side problems and rationalize

8. Current Industry Processes and Pain Points
8
1. Current Industry Processes and Pain Points

9. Market Size, Trends and Opportunities
9
1. Capture Market Size, Trends and Opportunities

10. Making Case for Change
10
1. Current Pain Points
2. Value Proposition
3. Benefits of implementing the solution
A. Strategic Benefits
B. Operational Benefits
C. Cost Benefits

11. SOLUTION OVERVIEW
11

12. Solution Overview and Components
12
1. Core Business Competencies
2. Key Features
3. High Level Solution Design
4. Functional view
5. Application Architecture View
6. Deployment View

13. VALUE PROPOSITION
13

14. Unique Selling Proposition
14
1. Competitive Advantage
2. Differentiators

15. Content
15
1. Case Studies
2. Industry Use case

16. COMPETITIVE
16

17. Content
17
1. Competitors
2. Competitive landscape

18. PRICING AND DEAL REVIEW
18

19. Content
19
1. Pricing and Commercial Models
2. Average Deal Size/Pricing/Cycle Time
3. Characteristic of the solution and Deal Size
4. How to size a deal (Rough Order of Magnitude Pricing)

20. BUSINESS CASE
20

21. Content
21
1. Financial summary – 5 year revenue by Commercial Model
2. Financial summary - Customer Profit by commercial model
3. Investment Timeline
4. Implementation plan

22. SALES MATERIAL
22

23. Content
23
1. Cheat sheet for Solution selling
2. Go to Market Strategy
3. Quick Reference Guides & Fact Sheet
4. Client Ready Presentations
5. Solution Brochures
6. Seller
7. Guides
8. Webinars
9. Portal links and resources

24. Name
Thank
You