Stay ahead with customer value thinking.

Software vendors are not solely responsible for the success of a customer deployment. While they hold great responsibility for the successful deployment and adoption of their technology, they cannot be 100% accountable for it. 

The numbers are staggering. We have reported them before, yet the number of SaaS companies is booming, and competition is growing for mindshare and share of wallet. There are now over 8,000 SaaS vendors providing marketing solutions alone. 

Whether you are deploying a SaaS solution or a new and more advanced technology, you cannot do it without considerations for change management and change leadership. In order for a successful launch of any size, the users of the new solution must be at the heart of every deployment. 

Change management does just that. It is the management of the people's side of change. Project management, conversely, serves the technical side of change.

I have been involved in value and pricing management activities for over 15 years. At the beginning of my work in the field, I quickly realized in order to succeed, we need to have strong change management and leadership programs. In 2012, I decided to become certified in change management and I joined a cohort of Prosci® certified experts.

How to adapt your core value proposition to each client

A strong value proposition is the foundation of a successful business case. When you clearly understand the value you can provide different types of clients, tailoring the message to fit their unique situation is easier. Our most recent webinar tackled this essential topic—how to make that work to go the extra mile as you approach new clients. Joined by experts, Dr. Stephen Timme, Founder & President of Finlistics Solutions, and Justin Honaman, Head, Worldwide Retail & Consumer Goods Go-to-Market, Amazon Web Services, DecisionLink’s Ty...

With the current recession and ongoing disruption to the markets, a focus on value realization (VR) is a no-brainer. What could be more important than showing customers the impact your solution brings to them? You move from a trusted advisor to a true financial partner.