PHASE 6: VALUE CREATION AND COMMUNICATION

Throughout the Customer Life Cycle, you must identify, generate, and communicate the value that you create. Usage is often a key lever, but Customers want you to deliver outcomes that generate value for them.

 

Customers take a risk when they buy your product(s) or solution(s). Their superiors who signed off on the business case want to ensure that the ROI is realized. Developing and executing on a plan on how and when this is created will ensure all parties take the necessary action to make this a reality. Proactive communication of this value will accelerate the opportunity management process for you.

Rapid Diagnostic

1. You have a mutually agreed upon Value Creation Plan which defines customer goals and expectations for value.

2. Your Value Creation Plan clearly identifies the actions each party will take to achieve the agreed upon goals.

3. You have a single place to track customer goals.

4. You have a consistent method to track progress against customer goals.

5. Your customers can connect utilization of your product to value generated.

6. You have a consistent method to demonstrate value to the customer.

7. You have an automated method to demonstrate value to the customer.

8. You conduct Executive Business Reviews with customers to review usage and value created.

9. Your Executive Business Reviews communicate value to user, influencer, and buyer personas.

10. Your buyer personas validate the value of the Executive Business Reviews by voting with their time.

Deliverables

• Value Creation Plan

• Value Creation Project Plan with Owners and Timelines

• Value Realization Plan

• Executive Business Review Template

Sales Strategy
How a Sales Leader Manages a Remote Workforce
Sales leaders around the world have been adjusting to working from home while attempting to maintain a team-oriented environment. However, leading a virtual workforce eliminates the face-to-face interactions that so many businesses have relied on. How do you sustain personal...
Read More
Sales Strategy
Adapting Your Go-To-Market During a Crisis: 7 Steps to Mitigate Revenue Impact
Over the last week, we have seen the effects of the COVID-19 pandemic on the market, businesses, and communities. During these unpredictable times, one thing is certain; we cannot control these events, but we can control how we react.   In today’s...
Read More
Customer Success Strategy
How Market-Leading Customer Success Teams Are Responding to CoVid-19
CoVid-19 is creating an unprecedented situation.   In the short history of Customer Success, we have not seen a crisis of this magnitude.   Even those of us that are tenured, and have the gray hair to prove it, don’t have another...
Read More
Sales Strategy
Lean on Your Community in Times of Uncertainty
We are facing unprecedented challenges with the COVID-19 outbreak, but we are all in this together. SBI is committed to helping you:   Connect with your community – Whether you’re a CEO or leader in sales, marketing, or customer success, you have...
Read More