Our Successes: Unlocking Growth Through Strategic Value Proposition Design.
Strategic Value Propositions Are Our Focus
At Value Prop, we specialize in helping B2B companies redefine their competitive edge through powerful Value Propositions.
From entrepreneurial ventures to multi-billion-dollar corporations, our tailored strategies have consistently delivered measurable growth, profitability, and differentiation in highly competitive markets.
Case Studies: Value Propositions in Action
Burns & McBride
Defining New Value for Untapped Markets
- Challenge: A 65-year-old heating oil and HVAC company needed to diversify and engage with new homeowner markets, but its existing offerings didn’t align with emerging customer needs.
 - What We Did: We worked with Burns & McBride to define and position a new value proposition around their trash and recycling services. This involved designing a recruitment and training program to equip elite summer sales teams with the tools to communicate this differentiated value effectively.
 - Outcome: Thousands of new homeowner accounts were gained through a value-driven approach to market engagement and sales execution.
What They Said
“The principles of Value Prop have been game-changers for us. Their training, coaching, and support have helped us weather the current storm and even find growth we didn’t think was possible.”
– Terry McBride
Vice President, Burns & McBride, Inc.
Creative Mechanisms
Articulating a Distinct Value in Product Design
- Challenge: Despite being experts in engineering for manufacturing, Creative Mechanisms struggled to convey their unique value to potential clients, leading to misaligned market perceptions.
 - What We Did: We collaborated with Creative Mechanisms to sharpen their value proposition, emphasizing their expertise in creating innovative, production-ready solutions. By refining their messaging and brand positioning, we helped them clarify their differentiation in a crowded market.
 - Outcome: Enhanced market clarity and stronger alignment between their value and customer expectations.
What They Said
I've been doing this 35 years, I've worked with a lot of different companies. I really feel Jose has been the best that I've worked with so far. I just feel like on all levels, things are working at a higher level than they have in the past for me."
– Tony Rogers
President, Creative Mechanisms
DTS Language Services
Differentiating in a Commoditized Market
- Challenge: DTS faced intense competition in the translation industry, where commoditized offerings and price pressure eroded their market position.
 - What We Did: We helped DTS identify a clear value proposition that emphasized their expertise in serving high-value, specialized clients with complex translation needs. This strategic focus allowed DTS to stand apart from low-cost providers and connect with prospects who valued precision and reliability.
 - Outcome: Increased engagement with premium clients, improved market positioning, and higher-value sales opportunities.
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What They Said
"I would recommend Value Prop without any reservations or hesitation… If you understand that there's work involved, that there's still going to be risk, and that there aren't any guarantees in life, this is a very highly calculated approach to growth. It's money well spent."
– Duncan Shaw
President, DTS Language Services
Charter Oak Field Services
Building a Value Proposition for Sustained Growth
- Challenge: After rapid growth fueled by rising demand, Charter Oak needed to solidify its foundation for sustainable success and communicate its unique value to clients and stakeholders.
 - What We Did: We partnered with Charter Oak to analyze and articulate their value proposition, focusing on how their market research delivered actionable insights. We then developed tools for forecasting and strategic growth that aligned with their refined value proposition.
 - Outcome: Improved revenue predictability and a scalable growth model built on a clearly defined market value.
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What They Said
"I don't think anyone could go wrong having Jose talk to them about their business, review their business, and look at their models."
"My perspective on consultants was not great prior to working with Jose. A lot of times I think consultants are a little arrogant, a little overpriced. You should spend the money to give it a try because it's going to be worth it."
– Matt Hancock
President, Charter Oak Field Services
Royal Building Products
Empowering Teams to Deliver Value Locally
- Challenge: A $1B home materials manufacturer struggled to translate its corporate strategy into a local market presence that resonated with distributors and customers.
 - What We Did: We developed a comprehensive training program that aligned their Market Development Managers’ efforts with the company’s value proposition, ensuring they could effectively communicate the benefits of strategic new products. We also equipped Territory Managers with advanced skills to reinforce their differentiated value in customer conversations.
 - Outcome: Enhanced customer relationships, improved local demand generation, and a stronger connection between their products and end-user needs.
What They Said
“Value Prop expanded everybody's thinking in the room. The goal was not to teach our people how to be territory managers, it was to teach them how to add to their toolbox, to become more successful in light of how customers have changed.
"Value Prop has given us many new ways to approach and work with a customer, to think in different ways than we have previously, to reach a little deeper into our resources as an organization – to be more professional and to have a more productive conversation with a customer or a prospect moving forward.
"The Program has been additive from the standpoint of growing the existing book of business and continuing to add to that book of business.”
– Jeff Cabbage
Vice President of U.S. Sales, Royal Building Products
Salesforce
Aligning Teams with Value-Centered Growth
- Challenge: Salesforce’s East Coast Commercial Region wanted to uncover untapped opportunities within their existing client base, but lacked a unified approach to identifying and communicating value.
 - What We Did: We introduced Salesforce teams to value proposition-based visual thinking tools, enabling them to uncover hidden opportunities and articulate tailored solutions to clients. These tools reinforced a unified, value-driven sales methodology across key branches.
 - Outcome: On average, $1.5M in additional “white space” revenue opportunities discovered per branch..
What They Said
“Value Prop tools helped us effectively communicate with all levels of the organization and created tremendous value and results.
"Jose Palomino is a proven leader with an extraordinary background who brings real-world experience to marketing and sales concepts… ”
– Jim Rich
Area Vice President, Salesforce.comÂ
What Sets Us Apart
Our success isn’t just about strategies—it’s about creating and executing value propositions that resonate deeply with your market.
Whether you’re facing price competition, struggling to articulate your uniqueness, or looking to scale, we deliver tailored solutions that unlock measurable growth.
Ready to Define Your Value Proposition?
Partner with Value Prop and let us help you uncover your unique edge, redefine your market position, and achieve sustainable growth.
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