Karen Heatwole, in her first year of being a DecisionLink customer, has already blown the metrics out of the water, including ROI. As a Vice President Value Advisor, her involvement in the market of value selling and what she's accomplished at iCIMs is impressive, and influential.
DecisionLink was thrilled to be Sponsors of Gainsight Pulse 2022. From incredible keynote speakers, to dynamic and thought-provoking breakout sessions and finally being reunited with the Puppies of Pulse in real-life, the conference proved to be two jam-packed days of inspiring and actionable content for customer success leaders and practitioners.
Liz Jurewicz, a Revenue Enablement Senior Manager at SpyCloud, has been influential in bringing value selling to the forefront of SpyCloud's revenue organization. She partners directly with the CRO, marketing, and customer success leaders to ensure that value is introduced and consistently communicated throughout the customer journey to ultimately drive better business outcomes for their customer base.
Quantitative data is crucial in value selling, as we’ve covered before in our thought pieces, “Value Realization: The Key to Customer Success” and “How to Measure Value Realization: Metrics to Focus On.” But what about qualitative data? Turns out that it is also critical to Customer Value Management. With insight on what customers think and feel, your value selling strategy will mature significantly.
Paula Lina, Director of Value Engineering at Planview, took over this role in 2021 and on day one, she brought with her her previous knowledge, along with the willingness to learn. Paula has been a Rockstar at continuing to bring the value engineering program to a new level. She has done this through educational videos, and her willingness to meet with others to help them grow. Not only is Paula an undisputed Value Champion, she is also a thoughtful teammate and is always thinking about how to make Planview's value selling platform better. Currently, she is working to build out the platform...
When customers buy your product, they’re doing so because they believe it will add value to their business. How well that value is both communicated and delivered will determine how long your relationship continues—and this applies far beyond the initial prospecting stage and deal closure.
