Improve your offer to boost your sales.
We craft and communicate the value offers and websites that move your B2B prospect to purchase.
“They moved us powerfully from talking about our features to selling our value.”
Paul Simms
CEO, Nuqleous
"Coefficient was critical in our ability to sell our business for a significantly higher valuation than we imagined possible."
Jim Falkanger
Former CEO, EleVia Software
"We've always had a complex value proposition. Coefficient refined our thinking to more simply convey the real value we bring."
Michael Anderson
CEO, Etail Solutions
"I loved that they got direct feedback from our customers and worked with our team to create a truly authentic value and voice for our company."
Brian Scott
CEO, Rochford
"Coefficient challenged us to rethink the value we bring in a fresh way. We took a quantum leap in the right direction."
Riley Harlan
CEO, Symtec
"Their expertise is nothing short of groundbreaking. They have an uncanny knack for demystifying marketing, combining rigorous strategy and flawless execution in a way that delivers tangible results."
Heide Olson
CEO - Veracity Pros
"They're very responsive, great to work with, and experts at taking the mystery of marketing, merging bold strategic vision with superb execution."
Becky Lewis
COO – Accountinuity
"Coefficient helped us to refine our offer to communicate our value more clearly to our clients and prospects. They brought our value to life through our website."
Greg Kimball
CEO - Bepex International
Do you need a better offer?
We work with manufacturers, technology firms, and business services providers that may have poorly differentiated products & services.
Our process is focused on creating the clearest and fastest path to a purchase by focusing on your best markets, with your best propositions, delivered for instant recognition of why they should buy.
OFFER DESIGN ROADMAP
Ideal Market
The first step to creating a better why for your offering is to identify the specific market segment to pursue.
This is an often severely overlooked discipline, and is particularly critical for B2B companies. Having a distinct market segment:
Facilitates faster trust—
Prospects are more likely to buy from those who "get" their business. This is especially true in a complex sale where multiple decision makers are involved.
Increases credibility—
Prospects recognize others like them and building a reference base of similar customers increases credibility and eases purchase anxiety.
Focuses sales and marketing efforts—
You don't need to create a 1000 wins to begin. Honing in on a best, first segment gives you the ability to focus your energy and expense to the opportunities with the highest probably win.
Customer Profile
Once we have a defined segment, we drill deeper to develop the profile of your ideal customer. Your ideal customers are the set of buyers to which your market/product fit delivers the highest value.
We create more than just personas with clever names. We seek to understand the specific objectives they are pursuing and how we can craft an offering that satisfies their priority needs and frustrations.
We are big proponents of the Challenger Customer model and seek to identify the perspectives, by role, of each ideal customer from each of the three mobilizer lenses.
This analysis creates a more robust set of opportunities to elevate the value declarations and even, in many cases, strengthen the offering.
Offer Promise
This is the core of our work–creating winning offers and value propositions for our clients. We build a variety of options derived from the customer profile learnings and usually validate these propositions and promises with live interviews of your ideal customers.
The offer promise is centered around the highest economic value that your products and services bring to your most important customers. It includes not only what you sell, but the way in which you deliver it and stand behind it. It’s what makes you distinct from your competitors.
Offer Proofs
Buyers today are dubious of claims from vendors. They demand proof that the promise you’re offering is, in fact, verifiable and reliable. We help you identify the proof requirements needed to secure a buyer’s trust in your offering.
We don’t assume buyers are swayed by the same proofs, so we develop a range of proof options that should be developed to appeal to each of the mobilizer types in the Challenger Customer model.
Website
You now have fresh, compelling offers. Don’t put them in old wineskins. They deserve an expression that’s equally fresh and inviting. We design custom-crafted websites to communicate your offer in a visually appealing way and are highly optimized for desktop and mobile experiences.
Every element is designed to elicit a positive response and to guide your prospect through the journey to become your customer. From logos to style guides, from wireframes to websites, and from the front page to the landing page, we’ll create the ideal website experience for your compelling offers.
Research & Sitemap
We look into competitors, understand your offering, and dig into how to best present that on your new site.
Wireframe & Content
The skeleton of the site comes together. Final decisions on page structure and most copy are made.
Design
We translate our collaborative vision through a fully custom website design supporting your unique offer.
Development
We bring the site into a real, workable, testable web page.
Launch
You’re live. Your customers can enjoy your new site.
Ideal Market
Finding the highest value market/product fit
The first step to creating a better why for your offering is to identify the specific market segment to pursue.
This is an often severely overlooked discipline, and is particularly critical for B2B companies. Having a distinct market segment:
Facilitates faster trust—
Prospects are more likely to buy from those who "get" their business. This is especially true in a complex sale where multiple decision makers are involved.
Increases credibility—
Prospects recognize others like them and building a reference base of similar customers increases credibility and eases purchase anxiety.
Focuses sales and marketing efforts—
You don't need to create a 1000 wins to begin. Honing in on a best, first segment gives you the ability to focus your energy and expense to the opportunities with the highest probably win.
Customer Profile
Understanding who buys and why.
Once we have a defined segment, we drill deeper to develop the profile of your ideal customer. Your ideal customers are the set of buyers to which your market/product fit delivers the highest value.
We create more than just personas with clever names. We seek to understand the specific objectives they are pursuing and how we can craft an offering that satisfies their priority needs and frustrations.
We are big proponents of the Challenger Customer model and seek to identify the perspectives, by role, of each ideal customer from each of the three mobilizer lenses.
This analysis creates a more robust set of opportunities to elevate the value declarations and even, in many cases, strengthen the offering.
Offer Promise
Crafting your most economically compelling offer.
This is the core of our work–creating winning offers and value propositions for our clients. We build a variety of options derived from the customer profile learnings and usually validate these propositions and promises with live interviews of your ideal customers.
This is the core of our work–creating winning offers and value propositions for our clients. We build a variety of options derived from the customer profile learnings and usually validate these propositions and promises with live interviews of your ideal customers.
Offer Proofs
Developing the credibility proofs for your promise.
Buyers today are dubious of claims from vendors. They demand proof that the promise you’re offering is, in fact, verifiable and reliable. We help you identify the proof requirements needed to secure a buyer’s trust in your offering.
We don’t assume buyers are swayed by the same proofs, so we develop a range of proof options that should be developed to appeal to each of the mobilizer types in the Challenger Customer model.
Website Experience
Custom-crafting website experiences that motivate action.
You now have fresh, compelling offers. Don’t put them in old wineskins. They deserve an expression that’s equally fresh and inviting. We design custom-crafted websites to communicate your offer in a visually appealing way and are highly optimized for desktop and mobile experiences.
Every element is designed to elicit a positive response and to guide your prospect through the journey to become your customer. From logos to style guides, from wireframes to websites, and from the front page to the landing page, we’ll create the ideal website experience for your compelling offers.
So many reasons to have a better reason to buy.
Competitive Distinction—
A more distinctive, higher-value offering creates a bigger moat against your competitors.
Higher Premiums—
An offer with higher value means higher premiums and better margins.
Less Churn—
An offer aligned more closely with your customer’s needs means greater loyalty and fewer dissatisfied customers.
Faster Sales Training—
Clearer sales messages means faster ramp-up and better sales execution.
Faster Sales Cycle—
A more compelling why-to-buy motivates faster purchases and less competitive shopping.
Less Marketing Waste—
A clearer offer means less spray and pray. You don’t have to scorch the earth to get a lead.
“They moved us powerfully from talking about our features to selling our value.”
Paul Simms
CEO, Nuqleous
"Coefficient was critical in our ability to sell our business for a significantly higher valuation than we imagined possible."
Jim Falkanger
Former CEO, EleVia Software
"We've always had a complex value proposition. Coefficient refined our thinking to more simply convey the real value we bring."
Michael Anderson
CEO, Etail Solutions
"I loved that they got direct feedback from our customers and worked with our team to create a truly authentic value and voice for our company."
Brian Scott
CEO, Rochford
"Coefficient challenged us to rethink the value we bring in a fresh way. We took a quantum leap in the right direction."
Riley Harlan
CEO, Symtec
"Their expertise is nothing short of groundbreaking. They have an uncanny knack for demystifying marketing, combining rigorous strategy and flawless execution in a way that delivers tangible results."
Heide Olson
CEO - Veracity Pros
"They're very responsive, great to work with, and experts at taking the mystery of marketing, merging bold strategic vision with superb execution."
Becky Lewis
COO – Accountinuity
"Coefficient helped us to refine our offer to communicate our value more clearly to our clients and prospects. They brought our value to life through our website."
Greg Kimball
CEO - Bepex International
Get a free Offer Conversion Audit with actionable recommendations you can take to improve your offer.
Our free Offer Conversion Audit will assess the 15 critical characteristics of your website that are necessary to convert visitors into leads. We’ll review your website, markets, customer profiles, and messaging and give you actionable recommendations you can put to use today, whether you choose to work with us further or not.
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