VALUE PROPOSITION DEVELOPMENT
Fujitsu wished to position itself as an expert in ServiceNow, a service management as a service solution which is only available through third party vendors.
The major challenge was that many of Fujitsu’s competitors also offer ServiceNow, so it was necessary to convince customers that the client was the perfect provider of the service.
To move the discussion from ‘why ServiceNow’ to ‘why ServiceNow from Fujitsu’, Gilroy gained a deep understanding of the client business to identify what unique strengths it brought to the service for enterprises.
The unique benefits, such as driving intelligent automation across a business, were then made the focus of messaging combined with the broader context of Fujitsu as a world leader in digital technology and innovation.
Gilroy produced a messaging document including a strong value proposition which was shared across Fujitsu to ensure the client team communicated the ServiceNow offer in a comprehensive, consistent, cohesive and effective way.
The project proved so successful that Gilroy has since been engaged to produce the go-to-market messaging for Fujitsu’s latest acquisition which further strengthens its ServiceNow offering.