Service Brochure
Value-Based Content and Cases for Change
Independent value-based content, customer-specific value calculators and cases for change that help open executive conversations, guide first meetings and support investment logic around a specific offering.
Purpose
Giving executive conversations a more credible starting point.
Senior executives are time-poor, highly selective and often forced to prioritise through a financial lens. Sales teams may understand where their solutions create value, but they do not always have the time or research depth needed to connect that value credibly to the specific pressures, metrics and goals of each account.
Value-Based Content and Cases for Change provides that missing layer. It frames the target organisation through relevant industry, company and executive context, then connects those conditions to a clear case for change and a quantified view of potential value.
Service deliverables
What the client receives.
The service provides industry benchmark reports, company-specific reports, case for change reports and customer-specific value calculators, with the format selected in agreement with the client according to the level of account specificity required.
Depending on the engagement, deliverables can also include signed analyst-authored independent points of view or research articles that clients can use as campaign anchors.
Every piece of content is supported by a briefing with the client team to enable them to use it effectively.
Client benefit
More substance in fewer executive minutes.
These materials help sales teams use limited executive time more effectively. They make it easier to focus the first conversation on the most relevant themes, support credibility with evidence and metrics, and create follow-up actions that can develop into larger transformational opportunities.
They are also useful beyond the first meeting. In early-stage engagement they help open doors and guide discussion; later in the process they can contribute to a stronger investment case by showing the likely commercial relevance of change.
Effective reports connect the target’s performance, priorities and executive objectives to a quantified and credible case for change around the client’s offering.
Value-Based Content principle
How it works
Research shaped around the target and the offering.
The type and format of the content are agreed with the client. Before anything is built, the client briefs Periphas on their solutions capabilities, relevant use cases and case studies so the analysis can focus on how and where value can actually be delivered.
That insight informs the first draft of the content (reports, benefits calculators and others), which the client validates for accuracy. Once that grounding is in place, reports and calculators can move from observation to quantified implication, helping sales teams explain not just what is happening in the target account, but why it matters and what value could be realised through change.
Three report types for different levels of specificity.
The service includes multiple report formats because different situations require different degrees of depth, precision and personalisation. They share the same objective of strengthening executive engagement, but they vary in structure, length and how closely they are tied to a specific company or executive audience.
Industry benchmarks
These reports describe opportunities for the target company in the context of its industry based on selected benchmark figures against peers.
The metrics chosen reflect the problems the client can solve and help frame the possible benefit of the offering.
Most clients use industry benchmark reports to initiated conversations and support account-based marketing at scale.
Company-specific reports
These reports focus on how the client's offering can improve the performance, and support the priorities and goals of the target company itself.
They include both a strategic benefits assessment and the fully auditable, calculated value of the client's proposition.
The reports are typically prepared for high-value accounts, and designed to be shared across the targeted organisation.
Case for change analysis
These reports discuss the company’s performance and goals as they relate to the responsibilities and objectives of the senior executive being engaged.
The content is designed to provide the evidence needed for a deeper executive discussion quickly and credibly.
Case for change reports are particularly effective in one-to-one engagements, when seeking to develop champions.
Calculators and independent research for campaign use.
Benefit calculators are built to enable the required financial justifications for all reports. They are tailored to the customer and offering rather than applied as generic templates. While generally used by Periphas as part of the reports creation process, these calcultors can be offered to the clients for use separate from reports too.
In agreement with clients, the service can also include points of view articles and research content relevant to the business areas in which those clients operate and the types of solutions they offer.
These pieces are always independent and reflect Periphas opinions and recommendations. They can nevertheless be used by clients as anchors within campaigns where an external point of view strengthens credibility and engagement.All content remains tied to real buying considerations rather than abstract market description.
Credible executive content shows in quantified terms why a change is worth considering now.
Periphas Value-Based Content and Cases for Change