KanataQ’s Post

What Story Are You Telling? The year is 2026, Trump’s administration has killed the SEC climate disclosure regulations, and watered down a plethora of federal environmental and social regulations. Selling a sustainability software solution or sustainability consulting service in such context entails radically different messaging. The table below includes four examples of how you should position your sustainability solution in a regulation-light environment. (There are of course many other ways you can word your value messaging, these are just some quick examples). In most cases, the underlying product would be quasi-identical in its functionality. As such your investment would mainly pertain to updated messaging and employee training. However, in time you can invest in additional value-enhancing features. If you haven’t reviewed your messaging yet, you should take a messaging audit today to ensure that your product messaging will continue to resonate in a Trump world. Furthermore, if you haven’t done so already, you should allocate sufficient time and resources to properly understand, prove and communicate the business case of your sustainability product. You also need to review your product pricing by focusing on the value side and making sure your client will retain/generate sufficient value from your product to justify the price you are charging. The strength of your business case and your ability to prove it will have a material impact on your chosen price point. Finally, obviously some state and cross border sustainability regulations will remain in effect, for those you can still focus on the compliance side, or reference these benefits within your value thesis.