• Technology providers' sales forces utilize
their technical background to develop projects together
with their customers' technical staff.
• Their decisions are taken mostly on economic
evaluation rather than on the technical benefits that
will be achieved.
Sales forces should not focus on selling plants,
they should focus on selling benefits!
Sales forces will use PG-ROI during
the whole selling process to:
Target
the Market
Finding
the market potential for new technologies and products,
then focusing on selected projects with high potential
benefit
Active
pricing
Find
the justified price of a project or technology based on
the customer’s benefit rather than on the costs
New
contract models
Share
the benefit of an upgrade with the customer
instead of fixing a price
Value
proposition
Allowing
sales forces not only talk about
technical benefits, but to go to the decision makers with
value propositions, such as “my upgrade product
will earn you xxx money within the next 2 years”.
• Defining basic concepts Compare different
configurations and marke
