The Skills Connection Small Business Security Products & Services Company

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The Skills Connection Case Study

Small Business Security Products & Services Company

Introduction

This case study of a small business security products & services company is based on a January 2023 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We turned to the Skills Connection to help us improve our messaging toward our key analysts. The company went above and beyond and helped us uncover and articulate our true product differentiation which not only sharpened our pitch to the analysts but our overall sales pitch to customers.

I would recommend them for their insight and ability to ask the right questions, drawing out the most valuable and useful conclusions.

With their help, we’ve been able to find and articulate the true value of our product to both analysts and prospects."

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

Engaged with The Skills Connection for the following reasons:
- Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
- Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

Uses The Skills Connection to:
- Provide the necessary expertise to effectively engage analysts
- Show them how to gather the right information for analysts
- Show them how to effectively communicate their story to analysts
- Provide the tools and best practices needed to build a strong case for analysts
- Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

Experiences gained with The Skills Connection:
- Confidence communicating the unique value of their solution to analysts
- The ability to create a strong evidence-based case to analysts covering their product / service
- The skills needed to communicate with analysts in the future
- Unique insights about their solution that were instrumental in winning over analysts
- They helped us understand our true product differentiation and how to find it moving forward.
Benefits from working with The Skills Connection:
- Made the most effective use of their internal resources
- Received better results than when they had engaged with analysts
- Effectively communicates the unique value of their products / services
Agrees with the following statements:
- Met their internal schedules and deadlines: strongly agree
- Ensured they met schedules and deadlines for the analysts: strongly agree
- Facilitated the co-ordination of activities across their internal response team: strongly agree
- Acted as an extension of staff: strongly agree
- Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
The Skills Connection is:
- Collaborative: strongly agree
- Knowledgeable: strongly agree
- Service-oriented: strongly agree
- Value for money: strongly agree
- Best practice focused: strongly agree

TechValidate Research on The Skills Connection

Small Business Security Products & Services Company

Introduction

Challenges

Use Case

Results

Company Profile

About The Skills Connection

About This Data