Page 40 - LittleBookofPositioning_KB_DIGI_Neat

Part Two:

Proof

points

Secure the sale.

Proof points are essential
to reinforce trust particularly
when the deal is about to be
done. In any sale it is important
for the buyer to feel secure
that the technology, product
or service has achieved
outstanding results for others.
Proof points are a measure
of the value realised for the
customer. They take the
form of case studies and
customer endorsements.

41