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Lead with the business problem
Discovery moves beyond product requirements to KPIs, the cost of the current problem and the risk of doing nothing.
Sales Shapers helps IT Solution Providers transform customer conversations into measurable business value — moving from technology discussions to strategic executive engagement.
The IT market is evolving. Buying decisions are increasingly made by executive and business stakeholders, where value creation, productivity, risk reduction and ROI matter more than technical specifications.
A repeatable value-led sales motion that supports higher-value conversations, stronger customer relationships and measurable business impact.
B2B buyers complete more of their research independently and involve sales later. At the same time, executive buyers apply greater budget scrutiny and expect a clear link between an investment and business performance.
For IT Solution Providers, that means product knowledge alone is no longer enough. Teams must frame value earlier, connect technology to measurable outcomes and give decision-makers confidence to act.
Discovery moves beyond product requirements to KPIs, the cost of the current problem and the risk of doing nothing.
Translate solutions into revenue impact, cost reduction, productivity gains and risk reduction, supported by ROI, TCO and payback.
Build an outcome-driven narrative around why change, the desired outcomes, critical capabilities, differentiation and proof.
Use sector language, relevant use cases and meaningful outcomes to accelerate credibility, trust and deal progression.
“The approach has transformed our customer conversations. By focusing on measurable business outcomes rather than solutions, we engage the right decision-makers earlier, build stronger business cases, and create greater customer commitment — ultimately increasing our chances of winning.”
Regional Sales Director
Learning by doing: we work alongside account managers, solution specialists and consultants during live customer engagements.
Before the first strategic meeting, we use public information, industry insight and account knowledge to create an initial customer vision and value hypothesis.
A differentiated customer proposition that creates executive interest and opens the next conversation.
Interactive customer workshops uncover current challenges, future ambitions and desired business outcomes, then translate them into a shared vision and practical roadmap.
Aligned Business and IT stakeholders with a shared direction for strategic decision-making.
We quantify the expected value of the proposed solution by analysing current costs, improvement opportunities and financial impact.
A credible investment case shaped by the customer’s situation and strategy, supporting confident executive decision-making.
This is not a training programme. It is a collaborative development and execution programme in which we build, deploy and embed a value-led sales approach across your organisation.
Together, we align your core services with your solutions portfolio and go-to-market strategy.
Working together with Customer Success Managers, Account Managers, Systems Engineers and Solution Managers.
A consistent value-led sales methodology that can be applied across all strategic solution areas.
Together we identify where the greatest commercial opportunities exist.
Using White Spot Analysis we evaluate existing customers and prospects, prioritise opportunities and determine which service will create the greatest impact.
A joint account engagement plan with clear priorities and a structured approach for each opportunity.
Sales Shapers becomes an extension of your account team.
Together we prepare customer engagements, facilitate Discovery Workshops, develop strategic roadmaps and business cases, present executive playbacks and support follow-on opportunities.
A differentiated customer engagement model that enables your organisation to have higher-value business conversations, create larger opportunities and build long-term strategic customer relationships.
Explore the current services.
Explore services →See the collaborative approach, from development and planning to execution with live customer teams.
Explore the approach →Experience the Sales Shapers approach in two practical half-days and build the first version of a value-led customer story.
Explore the experience →Ton Hermes has spent more than 30 years working where technology, commercial strategy and customer decision-making meet. His background spans sales engineering, domain architecture and customer-facing roles at global technology companies including VMware and Omnissa.
He works alongside teams on real opportunities—bringing structure, asking challenging questions and turning complex ideas into clear stories people can use immediately.
KvK: 42114907 · Btw-id: NL005506636B74
Start with a strategic conversation about your portfolio, target accounts and the customer outcomes you want to lead with.