Friday, August 18, 2017

Show Me How

Dan Corcoran, Chief Technology Officer & VP Sales Enablement, Mainstay

“I come from a state that raises corn and cotton and cockleburs and Democrats, and frothy eloquence neither convinces nor satisfies me. I am from Missouri. You have got to show me.”

Popular reckoning credits this quote by Congressman Willard Duncan Vandiver with coining Missouri’s unofficial motto as the “Show Me State.” The Oracle of Omaha, Warren Buffet, is famous for insisting that he’ll only invest in what he can understand. Maybe it’s a Midwestern thing, but as a former Ohioan, I find the most important part of deciding Why? is understand the implied HOW?

Process improvement ABC saves 77% in labor costs over five years!

Solution XYZ reduces infrastructure spending by 48%!

Save $500,000 a year in power with smart building solution N!

These are the kinds of statements that companies write entire value messaging campaigns around. At first glance they appear quantitative because, you know, numbers=smart. But try to unpack them and the logic unravels fast. Why 77% and not 42%? What factors led to this savings or improvement? What factors enable or endanger similar results in my business?

Let’s assume for a moment that all of those “quantitative” value statements are well researched, supported by large data sets and adjusted for you as the specific audience. It. Doesn’t. Matter. It doesn’t matter and they are no more true if the consumer of this information can’t understand the HOW that underlies these justifications. And that’s because they are not justifications, they are outcomes. And outcomes are meaningless unless you understand HOW to replicate them.

This is why quantitative modeling is at the heart of every Mainstay asset. Whether we’re writing a whitepaper, collecting data for case studies or infographics, or building justification tools for sellers, we always start with a model. Modeling is a great way to really explore your value proposition and its something anyone with the most basic Excel skills can do effectively. Basic arithmetic is usually all you need to calculate just about any kind of business benefit. Modeling can also be a great way to address the BS factor that can sometimes scuttle the best intentioned value messaging efforts. If it won’t float, you’d rather know now than have your customer challenge you on it later. 

Models don’t have to be fancy, they don’t have to look pretty. The point is to identify and demonstrate cause and effect. Start simple and add complexity as it becomes necessary (and if it doesn’t, don’t). No matter what you’re selling, using quantitative modeling as a starting point for crafting your value proposition just makes sense. In fact, this model often becomes the genesis for multiple important assets, because no matter what result you get, it’s important to understand how got there. And remember, show your work! Because if you can’t explain it, Warren ain’t buyin’. 


  1. Oceanofmobile
    Do you want to crack your softwares or want any generator and activator for personal computers and mac. Get serial keys and mode of any software to activate ESET NOD32 Antivirus 11 Crack

  2. Thanks for sharing such an awesome Information with us

    I Got Job in my dream company with decent 12 Lacks Per Annum salary, I have learned this world most demanding course out there in the current IT Market from the python training in btm experts who helped me a lot to achieve my dreams comes true. Really worth trying

  3. It is really good post. You can try out the free CBEST practice test to skill up. You can find several types of question patterns to learn and practice more.

  4. Power BI Custom Visuals This particular is usually apparently essential and moreover outstanding truth along with for sure fair-minded and moreover admittedly useful My business is looking to find in advance designed for this specific useful stuffs…

  5. Awesome article, it was exceptionally helpful! I simply began in this and I'm becoming more acquainted with it better! Cheers, keep doing awesome!

    Try to visit my page: 오피사이트

  6. I know this web site offers quality depending articles or reviews and other information,
    is there any other site which offers such data in quality?

    click me here카지노


  7. From a playing trade product, the sport has turn into a sport that stimulates an ever-growing audience engagement. This results in elevated poker bets and the group of large-scale competitions with multi-million prize funds. These are additionally out there on betting websites, where have the ability to|you 1xbet possibly can} compete with players from all around the globe. The hottest and appreciated game among casino fans is blackjack.

  8. This account is preserving with} existing theories and frameworks of drawback playing and has relevance to other types of cell phone use. In the U.S. 우리카지노 this century, playing has turn out to be extra wholly legitimized, launched from the confines of Atlantic City and Las Vegas and into the broader culture. Gambling commercials litter the nation, and more than 20 states now enable casinos, in comparison with} simply 9 in 2001.