Source: The Valen Group

Companies sometimes get so caught up in head-to-head competition that they forget they might be able to change the game if they considered viable strategic alternatives. One option in particular involves leveraging economies of scope to build product offerings into tailored customer and/or consumer solutions. Well executed solutions will help companies drive incremental revenue, increase margins, and move into new categories and adjacent markets. Solution selling makes this possible through enabling companies to credibly connect with the higher-order needs of a target group through bundling or cross-selling a broader set of products and services. Higher-order needs link more strongly to an emotional benefit and hence, drive stronger loyalty and reduce switching. Companies with the breadth of offerings can leverage scope through corporate marketing programs and augment critical gaps in their offerings through licensing, alliances or acquisitions.

Valen Group Solution Development

The Valen Group works with Fortune 500 and leading branded consumer goods companies to develop game changing solutions that create a competitive advantage with customers and consumers. We have been able to do so through our Valen Group Solution Selling Strategy Methodology which provides companies with a systematic way to segment needs, identify credible higher-order needs and develop solutions for target groups of users uniquely and defensibly.

Why the Valen Group

The Valen group is uniquely positioned to work with Fortune 500 and market leading corporations on developing strategic scale solutions. We have:

•  Developed a new market entry strategy focused on solution selling techniques for a niche, market leading manufacturer that was looking to expand into two new markets and needed a strategy to lure buyers from long-time traditional suppliers

•  Developed a competitive positioning strategy for a Fortune 50 consumer goods company that provided context on how to craft game changing solution sets that serve to differentiate brands from the competition beyond head-to-head struggles