One of the biggest challenges that customers have in awarding a deal to us is the difficulty in mapping the products and services in our offering to the desired outcomes they want to achieve. This in turn causes a lot of issues when we get to the negotiation.
I have partnered with Ecosystems, www.Ecosystems.us, to utilize an online platform that will help selling organizations educate their customer on why key products and services are important to achieving the desired outcomes. In the process we help the various key buying influencers on the customer side understand how we are relevant to them and what they want to accomplish. Below is a brief video demo of the Outcome Mapping Platform.