Seattle Consulting, Inc.

Standardizing Solution Value Selling for Vykor

Vykor, a start-up out of Renton Washington, developed a web-based procurement toolset and analytical service. It had good initial access and response from major Aerospace and Defense companies.

Its toolset and service offering required close coupling with a perspective customer's internal business processes. Vykor needed to build a customer specific business case for each sale.

Each customer engagement was different. The sales process took months and when successful, often resulted in difficult and costly implementations.

Seattle Consulting was asked to work with Vykor staff to define a Solution Value Selling process which would:

Cut the Sales Cycle Time from customer engagement to signed contract

Allow Sales and Sales Support to scale to meet expanded revenue goals

Eliminate Variation and Surprises in implementation.

Seattle Consulting defined a Solution Value Management toolkit. The toolkit contained standardized processes and supporting data collection and analysis and presentation tools. The sales team was then trained in the use of the toolkit. The toolkit and its processes were adopted as the standard for customer engagements.