Podcast Summary
- Why value is so critical in more challenging times like today |
- The rise of the CFno formal decision committee |
- More focus on customer value throughout the customer journey |
- Today’s move to service models to inspire buyers from first contact |
- What is the value at each stage of buyer journey starting with value driven discovery |
- Customer Everboarding Experience |
- Consumer BtoC try before you buy has made its way into BtoB |
- Limited land deal to prove value and understand vendor experience |
- Expand deal is typically the profitable business, before that deal is a loss |
- Need for realized value, identify KPIs and gaps, then use other customer value example |
- Value Realization and Expansion |
- As part of using a product, capture NPS and experience along the way |
