Challenge
Vantage Benefits Administrators had a healthy history as a third-party administrator (TPA). But as a mid-level player, they lacked prestige and wide acceptance. Revenues were stagnant, but they were ready to break through to the next level with a new financial product that reduced risk for their clients. The messaging used to introduce the product was long and full of technical jargon, so prospects had trouble understanding the benefits. Internally, stress was high about not making the projected headway on sales.
Solution
To accelerate sales and clearly establish differentiation, we developed a message choreography and pitch deck that organized their offerings and positioned the new product in a way that was exciting and easy to communicate.
Outcome
The very first time they used the new pitch deck, they landed their largest client to date. And their closing ratio has continued to improve.
