Focus on value over price to increase customer demand. Ask questions to understand customer needs and actively listen to uncover their true concerns. Inspire customers by focusing on business value rather than products. Rethink pricing models and service offerings. Develop new competencies like reframing challenges into opportunities. Adapt to changes like the impact of cloud computing. Ensure a smooth shift to new business needs and models through staff responsibilities and learning.

2. “Supply inspiration and ideas all
along various supply chains to help
people perform better and take
accurate decisions in an ever
changing environment”

3. Focus on PRICE and your customer will say :
LESS, LESS, LESS
Focus on VALUE and your customer will say :
MORE MORE MORE

4. The market does not
care about our products
and services

8. Stop selling
your solution
Make people
buy it

9. The art of asking questions
How do you….
When was the last time….
Tell me about….
What if you….
How do you feel about…
What is your opinion on…

10. The art of active listening
What is the real business
concern behind the words ?
What has been deleted ?
What has been generalized
?
What has been distorted ?

12. Inspire
Focus on
Business Value

14. Re-write the menu
Products
Services
Subscriptions
Coaching
Expansion
Growth
- Lunch
- À la carte
- What is included ?
- What is not ?

15. Re-think the box
• Magic price level
• Start-up fee
• Fee per user per month
• Fee for
organisation/month
• Extra’s

17. New competencies
Q. “What if I train people
and they leave the
company ?”
A. What if you don’t, and
they stay ?

18. Impact of the cloud
• Reduction in supportive
maintenance
• Increase in enabling
services and value

19. Fast evolving business needs
• Numerous integration
needs
• Increased knowledge of
solutions
• Advanced integration
skills
• Measurable value

21. Logistics
• New services
• Fincancing
• New combinations with
other (cloud) vendors
• Invoicing, tracking, …

22. Smooth shift
• Select staff
• Responsibilities
• Business Unit
New Existing • No Canibalism
• Learning curve

23. Example : 24 months
partnership
Service 1 time fix fee Cost/user per Cost/org. Per Revenue
month month
Products 100€
Setup fee 75€
Config users 50€/user
Update 50€
subscriptions
Coaching & 50€
support (x
incidents)
Integration 20€
services (x hrs)
…

24. Get inspiration from other models

26. Salami-thinking
• Step by step
• Long term
engagement