Situation:
RevSure’s AI-driven platform provides pipeline visibility and forecasting so CMOs and their teams can have confidence in their target numbers. RevSure is well positioned to enter the “lead to opportunity” journey, but in order to do that, they must effectively communicate a clear differentiator and own the “pipeline generation” gap vs a wide range of competitors that are similar yet different.
Problem:
RevSure’s leadership team, including their CEO, CMO, CPO and Head of Sales,wanted to improve the articulation of their company's value proposition. With their product covering a wide-range of use cases and potential audiences, they were looking for a clearly defined message framework that encompassed all of those personas. RevSure needed help building compelling messaging that spoke to their unique differentiators and succinctly summarized what they do in a way that appealed both broadly and to the needs of different audiences. They needed this messaging built and updated quickly, so they could expedite updating their website and sales materials to make their sales motion more effective.
Solution:
Fluvio developed a tailored Positioning and Messaging Workshop for the RevSure leadership team with the goals of aligning them on RevSure’s secret sauce (the “why”), narrowing in on the characteristics of their best customers, and ultimately uncovering the most compelling customer challenges that the RevSure product solves in the language of their customers. Participants were guided through a series of engaging exercises designed to parse out foundational go-to-market elements. With each member of the team sharing their thoughts and input throughout the 8-hour workshop, the group was able to take the designated time to have some much-needed discussions that ultimately produced a number of insights, “aha” moments and cross-functional alignment.
CLIENT INTERVIEW
We sat down and interviewed Deepinder Singh Dhingra, the Founder & CEO of RevSure, to get his thoughts on our work together.
Deepinder Singh Dhingra
Founder & CEO of RevSure
What problems were you encountering that led you to believe a positioning & messaging focused workshop could help?
Our team was looking to come out with a better articulation of our mission and value proposition, and furthermore articulating our unique advantage in a way that appealed to our variety of potential users.
How did the Positioning & Messaging Workshop with Fluvio help you and your team achieve the goals for your business?
The workshop drove clarity for our team and encouraged brevity in how we articulated our value proposition in our messaging. It also uncovered the need to structure the messaging in a way that aligned to our stakeholders’ most compelling challenges.
What were some of the outcomes from the workshop that surprised you?
I was surprised by the speed in which we were able to articulate and summarize who our best customers were, and their characteristics. I think our entire team was pleased with how aligned we were on many factors around our business, and it took the exercises in the workshop to enlighten us to this fact.