Communication Vehicles

There are various means of communicating the value proposition to the market and to customers: White Papers – Can be the most cost effective way to communicate the value proposition of a new solution.  Case Studies – A case study documents the value received by on customer of the solution and can be benefit-based or business case based. Results Reports – These are less rigorous less comprehensive than case studies.  A results report will document performance of one or more KPIs from a specific customer.  Published Results – This is simply a case study that has been published in a trade magazine.  Publications adds credibility.  Sample Business Cases – These differ from case studies in that they are created with projected results based upon the value proposition and presented in business case format. Customer Specific Business Case – It might be appropriate to produce a customer specific business case because of the size of the job, or because the customer requires it.  ROI Calculators – These are usually accessible through a web site and are used as lead generators.  The user is asked to enter a few current values for their KPIs and other needed variables and an ROI is calculated and presented. 

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