Value PropositionCustomer Success

Story

NovusMany technology marketing campaignsstop at the ‘benefits’ of a solution. We takethis further and look at practical outcomes.

Novus have developed a range of new

brands and solution packages to deliver

cloud services for schools.

They approached The Sales Way for

help in communicating these new

brands and services to clients.

info@thesalesway.com | www.thesalesway.com | @thesalesway

Objectives

Help Novus to bettertarget the UK educationsector with their newsolution propositions

Create a salesmessaging and

marketing strategy fortheir solution packages

Focus attention to theoutcomes that

technology can deliver,rather than talking about

products

The aims

Increase awarenessof Novus' cloud service

for schools

Provide a foundation ofdemonstrable contentfor Novus to present topotential clients.

Enhance Novus' ability tofully explain what services

they are offering toeducation institutions.

First steps

The Sales Way firstconducted an in-depthreview of the educationsector alongside Novus’

Directors.

The Sales Way conducteda review of the differentstakeholders within

education organisationsand their objectives.

From the review, wedeveloped an understandingof the value that Novus' cloudstack could bring to clients.

The research phase...

The Sales Way started byresearching what newlearning styles and

activities cloud servicescould enable in education.

We looked at how cloud servicescan allow for more flexible learningstyles and activities, enablingteachers and students to access

learning materials from a wider arrayof sources.

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The Sales Way started byresearching tech trends inthe legal sector to inform

content.

We looked at what issues andchallenges the legal sector wasfacing, and how they were

currently employing technologyto build their businesses.

Developing a strategy

Our team collaboratedwith Novus' marketingteam to establish acontent strategy and

calendar.

We helped Novus toarticulate to customers theeducation outcomes madepossible by utilising their

cloud services.

The Sales Way created asolution messaging

framework for Novus toarticulate

educational outcomes topotential clients.

Shifting the focusHow we transformed the message

We linked each of Novus'

product to the day to dayinteractions that studentsand teachers would havewith the tech.

We developedcomprehensiveexplanations for each ofNovus' cloud servicepackages for schools.

We made Novus aware ofthe educational benefitsof each of their packagesand the broader contextsand outcomes.

We ensured that Novuswould be able to userelevant, focused wordingand sentiment that wouldresonate with schoolmanagement.

The real difference...

Many technology marketing campaigns stopat the ‘benefits’ of a solution. We took thisfurther and looked at what outcomes wererealised by these benefits, and then whatactivity each outcome enabled for the school.

This enabled Novus to appeal directly to whatis most important to educators: how they caneffectively teach their students.

Find out more at thesalesway.com

Outcomes

Provide more value toC24's channel partnersby creating partnershareable collateral.

Novus now has a clearer understanding of the impact of their newsolution range, and how this impact could be relayed to clients throughtheir marketing campaigns.

The new messaging formed the basis of Novus’ microsites dedicated tothe solution, and enabled the sales team to take out fresh messaging tothe market that spoke directly to their educational customers.

Focusing on the strategic concerns of the schools they were speaking tomeant that Novus’ marketing messaging had much more credibility thantalking at a product feature level.

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The Sales Way started byresearching tech trends inthe legal sector to inform

content.

We looked at what issues andchallenges the legal sector wasfacing, and how they were

currently employing technologyto build their businesses.

We needed to go to market fast and we needed toappeal to buyers in education. The Sales Way helped usto be incredibly targeted with our marketing. This

delivered better results and increased customer loyalty."

info@thesalesway.com | www.thesalesway.com | @thesalesway

Managing Director at Novus, Donald Allison

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info@thesalesway.com | www.thesalesway.com | @thesalesway

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