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Donald Hart
“I first worked with Tom Cissell as a consultant when I was with Sterling Commerce. The Sterling Integrator was an important new product for us. Tom lead a group of our marketing, industry experts and sales people in determining the quantitative value that the Integrator would provide to our customer base and prospects. Being that it is a communication infrastructure, software product made this task more difficult. Tom's analysis gave us insight into how to properly partition a value proposition between the infrastructure and application components. Our products launch success hinged on the development of ‘killer’ value propositions and our articulation of competitive differentiation. Tom’s contribution to these efforts helped us to significantly eliminate many of the barriers to early market penetration.
At Pavilion, ValueFirst is a strategic program key to our continued profitability. In some industries in which we compete not all of our competitors use value pricing. Our sales people must be able to communicate value in order to win and achieve a premium price. Having The Cistek Group available for value seller training, value pricing consultation and for ongoing advice on value selling tactics gives us confidence that we can sustain our value selling performance. The Cistek Group has never let us down”
Gary Ross
“We used Cistek to help us modify our pricing strategy. The Cistek consultant's input and insight helped us to improve the consistency of our pricing and to make it more aligned to the value received by our customers. We now understand better our value drivers.”
Judy Musgrove
“The Cistek Group provided us with their Benefit Wizard value proposition tool. They accelerated the development of features on their product road map to accomodate our needs and even added features to the tool at our request. We were very pleased with the flexibility of both the tool and the company.”
Jim Poehlmann
“The Imagecast Division of IDX had made a business decision to enter a new healthcare market space. We engaged The Cistek Group to assist with market place evaluation and the creation of a complex benefit mapping model. Cistek’s Tom Cissell guided us through their methodology (solV) which lead directly to the production of an evaluation tool that allows us to demonstrate to our customers the direct economic benefit they can expect from our software. Initial reaction has been very positive as our customers now have a methodology by which they can justify their purchase of our products to internal leadership groups. The Cistek Group met all deadlines and did an excellent job for us”
Eric Mitchell
“Tom, I wish to thank you for investing your time and expertise by speaking at our Spring Conference in San Francisco. You played a large role in what made this conference a huge success. You contributed quite positively with your insights and ideas on everyday pricing decisions. I hope you will remain actively involved with the Professional Pricing Society. Your contribution of sharing your expertise in pricing is greatly appreciated, both personally and professionally. Your presentation, and the pleasure of working with you, made the conference experience worth while; thank you very much!”
Chris Powell
“We introduced a new sales process to our sales team which we call the 'Super Sales Agent' process. One of the important elements of this process is value selling. To refresh the team on value selling tactics, I asked Tom Cissell to conduct training at our summer sales meeting. Tom presented valuable tactics to reenforce the value of our solutions in each phase of the sales process. Real life examples coupled with Tom's obvious experience and confidence brought credibility to the material he was presenting. But what impressed me most, was that Tom had incorporated the value selling tactics into the framework of our Super Sales Agent process in a way that enhanced it and increased its relevance to my sales team. The Super Sales Agent process has helped us exceed our sales targets and we are now in the process of introducing the process to the other divisions of IDX.”
Kim Stavrinakis
“The Cistek Group helped us analyze our pricing for our Radiology solution. Their analysis helped us organize our thought process and allowed us to make value-based pricing decisions based upon a measure of value-per-procedure that they derived for multiple market segments. The Excel based tool they provided, will allow us to continue to determine value pricing for additional market segments. In addition, this tool will allow us to evaluate customer success after installation based on the value of the product that we deliver. We were very pleased with their analysis capabilities and their professional execution of the entire pricing project.”
Alina Urdaneta
“Tom Cissell was instrumental in the success of our HiPath Business Case Builder project, . . . and particularly in helping us focus on the measurable business impact that our applications and solutions deliver to the marketplace. His exceptional business acumen and expertise in process optimization helped to effectively formulate and substantiate concrete operational and economical value statements that go beyond the marketing concept. Tom’s credibility and experience in business process improvement have been an asset in helping us drive global adoption and implementation of this practice in our direct and channel field sales force, which in the end, differentiates our company, our people and our offerings.”
Mike Williams
“Our goal is to demonstrate the value our solutions bring to our customers, starting with the sales process through benefit realization. Simply put, Tom Cissell was instrumental in our pursuit and achievement of this goal. We established a solid foundation and framework for the project with Tom's assistance and guidance. His ability to wear many hats - teacher, consultant, coach, executive coach - drove this project out of the conceptual phase and produced tangible results within one year. We are in a strong position to reap even more benefits year after year because of his counsel, guidance, knowledge and leadership.”
Charles W. Rowland
“When a need was identified to rebuild our product development process, Tom was chosen to lead a major restructuring of our product development organization. He was given the challenge of breaking down barriers of old and entrenched practices and challenging the organization to accept dramatically new processes to improve the productivity and predictability of the product development organization. Tom involved the whole organization in identifying key obstacles and systematically removing them as a product development process was evolved into a high performance team structure. The result has been a dramatic improvement in the quality and productivity of the product development organization as reflected in more new products to market, a substantial increase in revenues from recently introduced products and a reduction in warranty costs from new products.”
Debra Stenner
“We have recently engaged Cistek group to help us implement a Program Management Culture at IDX. We believe that approaching new markets/products with a Program Management orientation will allow us to more successfully reach growth targets and to quickly identify the need for any mid-course corrections. Given that we are now entering markets where we have less credibility, we need to be more proactive in thinking through all operational issues and risks. Tom Cissell from Cistek has been working with us closely for the last several weeks to implement the Program Management Culture at IDX. This has included educational sessions as well hands-on working sessions with the assigned Program Managers and all of the Process Owners impacted by the new programs. The educational sessions were extremely informative, thought provoking, and very well received by the entire group. The hands-on working sessions conducted to understand the impact of new markets on existing processes were detailed and uncovered numerous risks/opportunities that had not previously been considered.
We have been so impressed with Tom’s training and approach that as soon as he finishes the engagement with the current group of Program Managers, we will bring him back for round two with another group of Program Managers. We believe Tom’s approach to Program Management will enable us to reach our original target – instilling a Program Management orientation that will allow us to more successfully reach growth targets and to quickly identify the need for any mid-course corrections for all new market opportunities.” ” |
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