Market conditions, demand and decision criteria are rapidly changing, as customer mindsets shift, and they become increasingly focused on suppliers’ capabilities and social responsibility. At the same time, companies are facing significant growth targets with very limited resources. In the dilemma of anticipating fundamental shifts in demand and reaching short-term business growth targets, we believe the solution lies in assessing and developing your core value propositions. This webinar will provide you with insights on adapting value propositions to fast-changing markets and customer needs and help you consider whether your value propositions still resonate with current and future customers. To help us make this On Point session as relevant as possible to your current situation, please spend a few minutes answering this short survey.

1. 1

2. 4
OUR
TODAY IS TO
Share a perspective on rethinking value
propositions given recent turbulent times.
Provide “5 things to remember” for how
to adjust your value messages

3. 5
65-90%
50-65%
>90%
Source: Implement survey and research
THE WORLD IS
Customer needs
will change
Customer priorities
have changed
Go-to-market model
will remain more
virtual

4. 6
… HOWEVER, FEWER HAVE
STARTED TO CHANGE
Changed how we
communicate
value propositions
Committed
investments to
reconfigure our
value propositions
<10%
<15%
Source: Implement survey and research

5. 7POLL
Very low extent Very high extent
TO WHAT EXTENT …
… do you expect that your target customers
will change buying criteria going forward?
… have you started to adjust your value messages?

6. 8
Adjust
value messages
In our view, companies have to rethink their value proposition in
two ways – both starting now
RETHINK
YOUR VALUE
PROPOSITIONS
Reconfigure
value offerings
Do you have the right
product and service
offerings delivered in the
right way and enabled by
the right business model?
Do you have the right value
messages in the right form
and in the right touchpoints?

7. 10
Do you have the right
value messages in
the right form and in
the right touchpoints?
ADJUST
VALUE
MESSAGES

8. 11
Value messages need
to answer the “why?”
WHY
change?
stay?
buy?

9. 12
OUR CUSTOMERS’
“WHYS”
HAVE CHANGED
WE NEED TO
RETHINK OUR
VALUE MESSAGES

10. 13
RETHINKING HOW
WE RESONATE
Does our content resonate
with the new “why” of our
customers?
Rethinking value messages
RETHINKING HOW
WE REACH
Do we reach our key
decision-makers in the right
touchpoints and in the right
format?

11. 14
Proving how we
differentiate from the new
next best alternative.
Proving the relevant
value we create.
Why change?
Proving historical
value creation through
impact tracking.
Co-create future
value creation based
on customer insights.
Bite-sized customer-
specific presentations.
Virtual engaging
solution presentations.
Bite-sized inspirational
modules.
Virtual engaging
seminars and webinars.
Bite-sized customised
presentations.
Virtual engaging
reports and
learnings.
Relevant new insights
which resonate with the
new customer why.
Proving the potential
value of change.
Rethinking value messages
RETHINKING
HOW WE
REACH
RETHINKING
HOW WE
RESONATE
Why buy? Why stay?

12. 15
Understand Resonate Reach CooperateForm
You need to
understand the
customers’ “whys”
and how these have
changed or will
change.
You need to
adjust your value
messages to
ensure they
resonate with the
new “whys” of your
customers.
You need to reach
your customers in
a combination of
digital, virtual and
physical
touchpoints.
You need to drive
the change with
Sales and Marketing
as ONE united
team.
You need to adjust
the form of
your messages
to ensure higher
virtual engagement.
Being the best in your industry to deliver and communicate your
value messages in the right form at the right time.
Five things to remember …
1 2 3 4 5