With ceOS, growing your iWMSⁱ iWMS or Integrated Workplace Management Systems.
ceOS is also for vendors of related Facilities Management systems such as Enterprise Asset Management, Computerised Maintenance Management Systems, etc. business is now a lot easier

ceOS™ is the complete Customer Experience Operating System that enables you to win new customers and expand existing accounts.
Predictably, consistently and measurably.

For iWMS vendors and iWMS business partners/resellers

ceOS is for vendors and resellers (of all sizes, with new or mature Sales and Marketing organisations) that sell iWMS software and services, and related solutions such as BIM, IoT,ⁱ BIM – Building Information Model IoT – Internet of Things energy management, etc.

What is ceOS™?

ceOS™ is a set of practices and tools, delivered through our programs and training, that enable you to build an operating model (or Operating System) for finding, engaging and retaining customers. This customer experience Operating System is designed to address the challenges of:

Selling at consistently high levels of performance
Meeting the expectations of customers regarding vendor performance at all stages of their Buying Journey ⁱ The Customer Buying Journey starts with Awareness, then it proceeds to Evaluation, Decision (or Purchase), Adoption and Ownership
Providing the levels of post-sale customer care that has become essential for future growth and benefits realisation

ceOS™ will help you and your customer-facing team get better at these 3 things

Find your customers
with
ceOS:Go

Align Marketing and Sales to build a strong pipeline of opportunities.

Win more customers
with
ceOS:Engage

Build a high-performance sales team and win more deals.

Achieve full value
with
ceOS:Realize

Customer success management for growth and expansion.

The challenges of selling iWMS

What we’re hearing from iWMS sellers

"iWMS selling cycles are long, and deals often get lost to "no decision."
"We don't see 7-figure deals out there - Facilities Management just doesn't have those budgets."
"We do a lot of work educating the customer and developing a good solution, but we lose at the end because competitor X heavily discounts their software."
"Good leads are rare. We don't work on enough new opportunities, and the ones we do have are not ideal, for example Request for Proposals where the solution has mostly been decided before we get involved."
"We work mostly with Facilities Management and Space Planning executives, but our salespeople don't get access to customer C-level executives, where buying decisions are made and enterprise-wide opportunities can be uncovered."
"We need more new logo customers, but in the meantime we have to find other revenue opportunities, like system customisations, among our existing customers."

Overcome these challenges, and more, with ceOS™

3 ways to increase iWMS success

2. Look past the horizon

Go beyond Facilities Management to sell more

Some vendors prefer to sell the more popular iWMS solutions such as Facilities Maintenance or Space Management, and disregard the other modules in the iWMS solution suite because:
- They like to stick to the solutions, and address the customer needs, that they know best
- The Facilities Manager's budget is limited, and he/she only wants solutions for immediate needs

So why change this approach?

Answer: Because it puts a limit on deal value, leaving lots of money on the table.
To achieve good deals (and even "7-figure plus" deals!) we have to sell the entire suite of iWMS solutions, and more. More services, more add-on solutions.

Enterprise selling creates bigger sales opportunities for iWMS sellers, with skills and messaging developed by ceOS™.

3. Win mindshare by positioning iWMS as a key part of the Enterprise systems landscape

Big ERP's grip on the Enterprise is weakening.
Big ERP ⁱ Big ERP are the major ERP suites that dominate the Enterprise space, such as SAP, Oracle, Microsoft and others has dominated in the Enterprise until now, and iWMS is rarely, if ever, discussed. But that can change dramatically and soon, thanks to developments in the ERP space around upcoming software changes (re: Gartner Group et al.).

New initiatives are fueling demand for iWMS solutions
An increasing focus on corporate initiatives such as Environment, Social and Governan (ESG), Business Continuity Management and Work from Home can now be leveraged to drive demand for iWMS solutions.

All it takes for you to succeed is an understanding of enterprise stakeholders, processes and systems, and the ability to sell iWMS as a key enterprise solution. That's where ceOS™ comes in.

About us

How it started, and our mission today

Back in 2008 I was a strategic accounts executive working for a large systems integrator. At a meeting one day, a customer asked a routine question: “What value are your people adding here?”

So I described the work we were doing, and we talked a bit about that. But later I got to thinking more about that question, and I realised that he wanted to know more than the answer he got. The correct response would have centred on the topic of customer business value add, and how we measured and achieved it.

I also realised then that no other vendor would have answered it properly either, because tech vendors focus on technology, not on the things that matter to customers. Important things, like meaningful business outcomes and ROI.

So this is the aim of Digital Value Partners:
To help technology companies win and retain more customers, by clearly articulating, and delivering on, the business value that their products and services can deliver.