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Description

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 |