Back in the day, when I was a value engineer myself, we were presenting the value case to a chief transformation officer at a Fortune 500 company. I had spent many days preparing what I thought was a bulletproof value case. I went into that meeting prepared for all the possible objections. And, when this big number came out, the look on his face was one of disgust. He said: you haven’t understood what we are trying to solve. If every software vendor that walks through these doors as you did, delivers on this big ROI number, I would have no cost on my p&l statement next year.
That was a moment that influenced the way we thought about building the Cuvama platform. How do you build credibility behind what your product is going to do?
Here’s the thing:
Making a promise is one thing. Delivering on it is the other. Unfortunately, the B2B software industry hasn’t built a spotless reputation of remarkable ROI. The result: Everyone is on their marks and takes your promise with a pinch of salt.
So what if you’d engineer your SaaS product in such a way as to demonstrate every single day to your buyers how much value they get from using it?
As MG said:
We’re discovering the value with you, not just so that we can sell you licenses, but also to track and report on the value being delivered to date.
Listen to the podcast (this quote starts at the 17.50 mark)
Question for you to reflect upon:
What have you done to build credibility behind the value you promise within your SaaS product? What advantage would that give you?
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