Value Benefits Research and Analysis

At the core of every Phormion SalesHelpTM BootCamp is our Value Benefits Research and Analysis process, where the facts, figures, equations, and rationale coalesce into the concise, credible value story your sales people will use to sell more.

Phormion uses a time-proven process that is fast, accurate and efficient, saving you money and getting you results faster. We begin with comprehensive research and discovery effort to develop your most important benefits, and those that will resonate most effectively with prospects during the sales process, Phormion begins by:

• Interviewing with up to 3 of your top customers


• Interview up to 3 of your top salespeople, or channel partners


• Interview the appropriate product manager(s)


• Perform an extensive review of your product literature, presentations, existing business case tools, case studies, and other related materials


• Conduct up to 2 full days of third party, public research a 3rd-party research effort to add an appropriate number of statistical and other references designed to support your business case assertions, assumptions, and rationale. Phormion will conduct open-source literature searches that include trade journals and other publications, conference proceedings, press releases, publicly available white papers and reports, industry trade group publications, and fee-based research reports that you may have access to.

The results of this effort will be an understanding of the key benefits of your solution for your enterprise customers, the equations to quantify those benefits financially, and information necessary to credibly validate the quantifications. The results of this effort form the basis for our BootCamp^TM.