Case Study: Personal and Financial Value

Kik, an account manager, had a customer who was offered an alternative solution at a much lower price. In order for Kik to show her customer that her solution was better than the alternative, she needed to show its full value. “They were comparing apples with pears,” Kik said. That’s when Kik decided to reach out to the Value Management Office (powered by Ecosystems) to visibly show the difference between the customer’s two options. The Value Management Office helped Kik show the financial value for the customer of choosing the solution, as well as showing the personal value to each individual stakeholder of choosing Kik’s solution. “It was so precise and detailed,” said Kik. “Even the customer was…blown away.” Kik closed the $150,000 deal with future room for growth.