Read about how education specialists, Novus, reached more education clients through our Value Proposition services. The Sales Way helped Novus, who are experts in hosting and virtualisation for schools and colleges, to rebrand their new solution offerings in a way that would resonate with their education clients. After integrating Microsoft's new Azure services into their cloud solution portfolio, Novus needed a way to take their services to market in a compelling and relevant way. The Sales Way helped them to review their target market, understand the key issues they were facing, and develop a branding strategy around the new services.

1. Value Proposition
Customer Success
Story
NovusMany technology marketing campaigns
stop at the ‘benefits’ of a solution. We take
this further and look at practical outcomes.

2. Novus have developed a range of new
brands and solution packages to deliver
cloud services for schools.
They approached The Sales Way for
help in communicating these new
brands and services to clients.
info@thesalesway.com | www.thesalesway.com | @thesalesway

3. Objectives
Help Novus to better
target the UK education
sector with their new
solution propositions
Create a sales
messaging and
marketing strategy for
their solution packages
Focus attention to the
outcomes that
technology can deliver,
rather than talking about
products

4. The aims
Increase awareness
of Novus' cloud service
for schools
Provide a foundation of
demonstrable content
for Novus to present to
potential clients.
Enhance Novus' ability to
fully explain what services
they are offering to
education institutions.

5. First steps
The Sales Way first
conducted an in-depth
review of the education
sector alongside Novus’
Directors.
The Sales Way conducted
a review of the different
stakeholders within
education organisations
and their objectives.
From the review, we
developed an understanding
of the value that Novus' cloud
stack could bring to clients.

6. The research phase...
The Sales Way started by
researching what new
learning styles and
activities cloud services
could enable in education.
We looked at how cloud services
can allow for more flexible learning
styles and activities, enabling
teachers and students to access
learning materials from a wider array
of sources.

7. Develop your proposition now...
Download our guide to content marketing for tech
companies
The Sales Way started by
researching tech trends in
the legal sector to inform
content.
We looked at what issues and
challenges the legal sector was
facing, and how they were
currently employing technology
to build their businesses.

8. Developing a strategy
Our team collaborated
with Novus' marketing
team to establish a
content strategy and
calendar.
We helped Novus to
articulate to customers the
education outcomes made
possible by utilising their
cloud services.
The Sales Way created a
solution messaging
framework for Novus to
articulate
educational outcomes to
potential clients.

9. Shifting the focus
How we transformed the message
We linked each of Novus'
product to the day to day
interactions that students
and teachers would have
with the tech.
We developed
comprehensive
explanations for each of
Novus' cloud service
packages for schools.
We made Novus aware of
the educational benefits
of each of their packages
and the broader contexts
and outcomes.
We ensured that Novus
would be able to use
relevant, focused wording
and sentiment that would
resonate with school
management.

10. The real difference...
Many technology marketing campaigns stop
at the ‘benefits’ of a solution. We took this
further and looked at what outcomes were
realised by these benefits, and then what
activity each outcome enabled for the school.
This enabled Novus to appeal directly to what
is most important to educators: how they can
effectively teach their students.
Find out more at thesalesway.com

11. Outcomes
Provide more value to
C24's channel partners
by creating partner
shareable collateral.
Novus now has a clearer understanding of the impact of their new
solution range, and how this impact could be relayed to clients through
their marketing campaigns.
The new messaging formed the basis of Novus’ microsites dedicated to
the solution, and enabled the sales team to take out fresh messaging to
the market that spoke directly to their educational customers.
Focusing on the strategic concerns of the schools they were speaking to
meant that Novus’ marketing messaging had much more credibility than
talking at a product feature level.

12. 10 page guide to content marketing
Download our free 10 page guide to content marketing
for tech companies
The Sales Way started by
researching tech trends in
the legal sector to inform
content.
We looked at what issues and
challenges the legal sector was
facing, and how they were
currently employing technology
to build their businesses.

13. We needed to go to market fast and we needed to
appeal to buyers in education. The Sales Way helped us
to be incredibly targeted with our marketing. This
delivered better results and increased customer loyalty."
info@thesalesway.com | www.thesalesway.com | @thesalesway
Managing Director at Novus, Donald Allison

14. To make it more cost-effective and simple to start, we have
created two monthly Content Marketing-as-a-Service
Packages - designed especially for technology companies.
Find out more
info@thesalesway.com | www.thesalesway.com | @thesalesway
Monthly blog
Social shares
Quarterly case studies
Content Strategy
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Quarterly case studies
Infographics
Content Strategy