Training Bytesize grow sales by 100% following Value Proposition Workshop

Training Bytesize value proposition workshop

Six months after the original Value Proposition workshop, Training Bytesize have seen sales of their Better Business Cases (BBC) training course grow by over 100%. Success with a number of key customers including the House of Lords, Home Office, HMRC and Network Rail have been the major driver of this success.

Martyn Kinch, Managing Director of Training Bytesize said “The workshop was excellent, it gave us a clear structure to identify why customers should buy from us and what our USP is. We changed our approach and marketing messages and have seen sales of BBC double”

Training Byte Size are an established developer of online courses, and like many businesses around 80% of their revenues come from 20% of their products.

The challenge facing the management team was how to strengthen their product line, and develop some of the weaker products, where opportunity exists, but the market share is fairly low.

BBC is a new accredited training programme offered by Training Bytesize, the challenge is that a number of established competitors offer similar products. The Value proposition workshop set out to identify what the market was like, and if all things were equal, what the ‘value add’ was. It emerged that most of the current training in the market is delivered in a class room setting as this is what customers expect. This puts Training Bytesize at a disadvantage as they are new to the BBC market so have limited testimonials to prove their capability. However, Training Bytesize have developed an online version of the course which can be used to complement the class room work and drive increased effectiveness of the training, this is a key need for their customers. Training Byte Size are specialists in this area, with a very strong track record in online Project Management training to draw on. The market is not yet ready to accept pure online training for BBC, but offering complementary online modules to the classroom programmes will create clear competitive differentiation.

The session produced three clear actions for Training Bytesize to test with their customers to develop this new positioning and prove its value.

Martyn Kinch added “Sometimes it takes someone from outside the business to help focus the team, Mike certainly got our team working together and we are now enjoying the success as a result of the workshop”

If you would like to discuss how a Value Proposition workshop could help you shape your business please contact me