Research found that more than half (63%) of organizations implementing digital strategies have improved their performance over the past two years, highlighting the tangible benefits of embracing digital solutions.
As engines transformed industries in the past, digital solutions are now reshaping organizations in the information age. To thrive and compete in today’s landscape, digital transformation isn’t just a “nice to have” but a necessity.
However, the journey is not without challenges, as only 35% of digital transformation efforts are successful.
Before organizations even consider undertaking a digital transformation strategy, it’s important to start by clearly understanding their desired outcome.
So, how can leaders draw meaningful change from digital transformation? We sat down with Sam Jenkins, Founder and Managing Partner of digital transformation studio Punchcard Systems, to find out more.
What does Punchcard do as a digital transformation studio?
SJ: While most businesses are keen to participate in the growing digital economy, many don’t have the tools, expertise, and time to execute them and achieve their objectives properly.
Digital transformation studios like Punchcard fill those gaps, functioning as strategic partners for businesses to solve critical problems.
Our approach goes beyond traditional technology consultancy by focusing on outcomes rather than outputs, enabling business leaders to drive meaningful change across their organizations. Through digital solutions like apps, software, and dashboards, we help businesses scale by enhancing productivity, improving customer experiences, and fostering a culture of innovation within their organizations.
Can you explain the concept of “meaningful change” in the context of selling digital solutions and why it’s become so crucial?
SJ: The concept of “meaningful change” in selling digital solutions goes beyond simply offering a product with impressive features. It’s about understanding the client’s unique challenges and providing a solution that transforms their business operations in a significant way.
Among the clients we’ve helped to find success through digital transformation, I’ve observed that selling digital solutions is no longer just about the product itself but about the transformative impact it can have on an organization.
Meaningful change is when our solutions address the root causes of our clients’ problems, not just the symptoms. It’s about delivering value that extends far beyond the immediate functionality of the software. For instance, we don’t just offer a project management tool; we provide a means to revolutionize how teams collaborate, communicate, and drive productivity.
What strategies can sales teams employ to shift their focus from product-centric to change-centric selling?
SJ: The conversation must shift from “What does our product do?” to “What outcomes can we help you achieve?” This requires our team to become true industry experts with deep knowledge that allows them to speak the customer’s language and demonstrate a genuine understanding of their ecosystem.
We’ve found that developing compelling, outcome-focused case studies is critical. These aren’t just technical success stories but narratives illustrating how digital transformation can fundamentally reshape a business’s potential. When potential clients see concrete examples of meaningful change, the sales conversation transforms from transactional to transformative.
Ultimately, this approach is about building long-term relationships. We’re not just selling a product—we’re offering a pathway to strategic evolution. Our most successful engagements happen when clients see us as trusted advisors committed to their ongoing success, not just another software provider.
How can the impact of meaningful change be measured?
SJ: Our primary focus is on Customer Lifetime Value, which tells a comprehensive story about the long-term impact of our solutions. When we see clients renewing and expanding their engagement, it signals that we’re delivering genuine, sustainable value. This isn’t just about selling software—it’s about becoming a strategic partner in their digital evolution.
We pay close attention to adoption rates and usage metrics, which provide real-time insights into how deeply our solutions are integrated into a client’s operations. A high adoption rate means we’re not just providing a tool but fundamentally changing how teams work and collaborate. We know we’re driving meaningful change when we see daily active users increasing and teams leveraging advanced features.
On a broader scale, the truest measure of meaningful change is when our clients become advocates, recommending our solutions and expanding their partnerships. We know we’ve done more than sell software—we’ve helped them reimagine their potential.
How does Punchcard plan to expand its problem-centric sales team?
SJ: Our team prides itself on genuinely improving people’s lives. As one member said, “it’s more than just a job – it’s a chance to make a real, positive difference.” We’re in the process of inventing a new type of company, and we need great people to come along this journey with us.
Punchcard is currently hiring for a Business Development Manager who will be at the forefront of fostering strong, strategic relationships with our prospects and clients. This role is pivotal in understanding our clients’ business goals, delivering solutions that drive their success, and ensuring their journey with us is smooth, effective, and exceeds expectations.
As we continue to scale, we’re also hiring for a Head of Growth and Revenue Operations to help shape and guide our organization’s growth trajectory. This role will focus on aligning sales, marketing, and client success functions to drive scalable and sustainable revenue growth. You can learn more about the roles on our Careers page.