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

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Q1 Research Report for Private Equity
March 21 2019
Q1 Research Report for Private Equity
VIEW
Product - Sales Engagement Scorecard
March 21 2019
Product - Sales Engagement Scorecard
VIEW
Win Strategy Tool
March 19 2019
Win Strategy Tool
VIEW
previous
1 of 111
right
Loading...
Customer Experience Strategy
For Revenue Sake, Act Now to Engage Buyers and Influencers During Career Transitions!
Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there...
Read More
Customer Experience Strategy
Customer Experience – How to Benchmark Yourself to Best In Class Companies
In a recent article, we defined the right Key Performance Indicators for Customer Experience. If you have invested the time to collecting this information, your next step is comparing yourself to other companies.   Before we compare your Customer Experience to other...
Read More
Sales Strategy
Implementing an Advocacy Process as Part of Customer Success
Advocacy is on fire!  Why? Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth.  Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers...
Read More
Sales Strategy
What’s New in Enabling the Customer Success Function?
Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS