Client Context
A leading global software provider sought to strengthen its sales and marketing narrative against a major competitor. The company needed more than internal claims. They required credible, customer-validated proof points that could demonstrate measurable efficiency gains and return on investment (ROI). These insights had to be compelling enough to stand up in direct head-to-head comparisons in the market.
Our Approach
Emerging Strategy designed and executed a structured validation program:
- Customer Interviews: Conducted in-depth interviews with 20 active customers to capture quantitative and qualitative evidence on speed to market, ease of use, cost savings, and feature breadth.
- Tailored ROI Model: Built before and after models to quantify benefits and costs at the customer level.
- Organized Findings: Structured results into four benefit areas, each with measurable subcategories:
- Quicker project task completion
- Increased project capacity
- Seamless integration
- Higher quality outputs
- Validation of KPIs: Dozens of key performance indicators were tested and validated through expert interviews, ensuring reliability and credibility.
Results and Impact
The analysis delivered clear, data-backed ROI advantages over competing solutions:
- Quantified Time and Cost Savings: Customers reported average savings such as
- $8,500 from advanced editing features
- $6,000 from software consolidation
- $5,000 from process automation
- $4,300 from efficient workflows
- Tangible Productivity Gains: Faster task completion, fewer delays, and higher output quality translated into greater project capacity and efficiency.
- Industry Specific Insights: Findings were packaged into marketing-ready insights, tailored for use in sales campaigns and customer communications.
The client’s sales and marketing teams immediately incorporated these proof points into their go-to-market strategy, arming them with validated evidence of superior ROI.
Key Takeaways
- Customer voices, when systematically validated, can be transformed into measurable ROI evidence.
- ROI models tied to customer workflows provide compelling, dollar-backed claims that marketing and sales teams can confidently use.
- This structured validation approach allows companies to differentiate themselves against competitors with credible, market-ready proof points.
By turning customer feedback into measurable financial impact, Emerging Strategy gave the client a sales advantage that competitors could not easily replicate. This case illustrates how data-driven ROI validation can strengthen positioning, accelerate growth, and build lasting credibility in the marketplace.
