Most organizations have significant value locked inside — inefficiencies, missed opportunities, and misaligned resources that no one has surfaced or addressed. Our Unlocking Trapped Value Workshops bring buyers and sellers together in a structured facilitation to find it, quantify it, and build a plan to capture it.

What happens in a workshop:

• Map operational inefficiencies and misallocated resources
• Identify unmet needs and overlooked opportunities
• Quantify the value of addressing them
• Co-develop a business case the buyer can champion internally
• Define a clear sequence of events to execute

The outcome: A mutually owned plan that transitions the conversation from selling to partnering — accelerating decisions and building trust that drives long-term revenue.

Research 1st delivers authentic, real-time insights straight from the identified roles that matter — the real intent data GTM leaders are seeking, but rarely capture.

Framed as an independent peer study, these structured conversations build immediate credibility and trust, whether you're deepening relationships with existing customers or opening doors with new prospects via our de-identified Peer Insights Report.

How it works:

• Conduct structured interviews exploring decision-making, technology adoption, operational friction, and trapped value
• Synthesize findings into a de-identified Peer Insights Report
• Offer participants continued dialogue with relevant Subject Matter Experts
• Convert trusted conversations into natural co-creation opportunities and workshops

The outcome: Buyers who feel truly heard become invested partners — delivering higher-quality engagement, faster sales cycles, stronger adoption, and warm referrals.

"Structured interviews expose operational friction and overlooked opportunities. Workshops then turn those insights into concrete initiatives that benefit both buyer and seller."
— Geoffrey Moore, author of Crossing the Chasm

Executives don't respond to feature pitches — they respond to sellers who understand their world. Business Acumen Skills Mastery equips go-to-market teams with the industry knowledge and executive engagement skills needed to hold strategic conversations that lead to deals.

What teams develop:

• Industry fluency — speak the language of your buyers, understand their trends and challenges
• Prospect research skills — identify, analyze, and prepare for high-fit targets
• Executive engagement — frameworks to lead strategic conversations with confidence
• Value positioning — articulate ROI and outcomes in terms buyers care about
• Business case development — co-create proposals buyers champion internally

The outcome: Sales teams that earn trusted advisor status — building relationships that shorten sales cycles and generate more consistent revenue.

Winning in competitive markets requires more than a great product — it requires knowing the landscape. Our Market/Competitive Intelligence service provides ongoing monitoring and analysis so sellers can make sharper strategic and tactical decisions.

What's covered:

• Market trends — industry shifts, emerging technologies, and changes in buyer behavior
• Competitor monitoring — product launches, pricing changes, partnerships, and messaging
• Regulatory landscape — legal and compliance changes affecting your market
• Strategic analysis — SWOT analysis and scenario planning for leadership
• Differentiation opportunities — gaps in competitor offerings you can exploit

The outcome: Sellers who are always informed, always positioned ahead of the market, and ready to act on opportunities before the competition does.

The most honest feedback you'll ever get comes right after a deal closes — win or lose. Win/Loss Analysis captures that feedback through independent third-party interviews, so you get the real story, not the polished version.

What the analysis reveals:

• Why you won — what truly drove the decision in your favor
• Why you lost — competitor strengths, pricing, offer gaps, or sales execution issues
• Message effectiveness — how your value proposition actually landed with buyers
• Sales process gaps — where the team's execution can be improved
• Competitive intelligence — patterns across deals that reveal market positioning opportunities

The outcome: Actionable insights that improve win rates, sharpen your messaging, and help your team continuously close more of the right deals.

Buyers are far more committed to solutions they helped build. Co-Created Solutions is a structured facilitation process where sellers and buyers work together — using insights from Unlocking Trapped Value Workshops and Research 1st interviews — to jointly design, validate, and plan implementation.

The process:

• Surface trapped value opportunities unique to the buyer's organization
• Map seller capabilities directly to buyer priorities using proven frameworks (Value Canvas, Trapped Value Map)
• Co-author the business case, roadmap, and proposal — together
• Build shared accountability for execution from day one
• Measure impact and refine as results come in

The outcome: Shorter sales cycles, faster adoption, and stronger customer loyalty — driven by solutions buyers genuinely own.

Most sales teams lack the research and infrastructure to pursue the right prospects with confidence. The Go-to-Market Command Center fills that gap — a central hub for intelligence, tools, and support that keeps sellers focused and effective.

What it provides:

• Research desk — fast turnaround on prospect, industry, and competitive data
• Knowledge portal — centralized access to ideal prospect profiles, market data, and competitor intelligence
• Ideal prospect profiling — develop and prioritize targets based on size, leadership, geography, and strategic fit
• Sales tools — FAQs, Sequences of Events, and Peer Research Studies ready to deploy
• Weekly strategy sessions — interactive meetings to align on active pursuits and share field insights

The outcome: A better-prepared, better-equipped sales team that spends less time searching for information and more time building pipeline.

The BIS Revenue System for the Community Bank and Credit Union Market equips technology sellers to break through in one of the most relationship-driven industries in the world — where trust matters more than features, and buying decisions involve boards, executives, and regulators.

What makes this market different:

• Relationship-first culture — decisions are built on trust, not vendor comparisons
• Complex decision-making — boards, executives, compliance officers, and regulators all play a role
• Intensifying competition — pressure from large banks and fintechs is reshaping priorities
• Digital transformation — member experience, core modernization, and data strategy are top concerns

How BIS prepares your team:

• Industry masterclass developed through extensive interviews with senior banking executives
• Business acumen training specific to community banking: deposits, loans, compliance, and core systems
• Ideal prospect profiling by asset size, technology readiness, and strategic fit
• Live pursuit support from SMEs who are former community banking and credit union executives

The outcome: Sellers who walk into a community bank or credit union speaking the language of the executives — building credibility from the first conversation.

The BIS Revenue System for the Healthcare Market prepares technology sellers to navigate one of the most complex and high-stakes buying environments in any industry — where long sales cycles, multi-stakeholder decisions, and deep regulatory scrutiny demand genuine industry credibility.

What makes this market different:

• Multi-stakeholder decisions — clinical, IT, finance, and executive leadership all have a seat at the table
• Long, rigorous buying cycles — procurement, compliance, and legal involvement is the norm
• Rapidly shifting priorities — value-based care, AI adoption, and digital health are reshaping every segment
• Crowded vendor landscape — standing out requires deep credibility, not just a good pitch

How BIS prepares your team:

• Industry masterclass developed through interviews with executives across health systems, payers, and pharma
• Business acumen training across the full ecosystem: hospital operations, payer dynamics, and drug development
• Segment-specific prospect profiling — health systems, IDNs, payers, pharma, or health tech
• Live pursuit support from SMEs including former hospital executives, payer leaders, and pharma veterans

The outcome: Sellers who engage healthcare executives as peers — demonstrating genuine understanding of their world and building the trust needed to win in a competitive market.