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Turn Value Management into a Customer Benefit

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Support your customers by delivering measurable value and strong value communications

When resorting to discounting is an organization’s go-to renewal strategy, the lack of a value management practice is likely the culprit. Today’s buyers are looking for business partners. If your organization can deliver quantifiable value data that is easy to understand, both you and your buyers can benefit. In his analysis of a survey performed by Dimensional Research, Peter O’Neill highlights the importance of value management as a service to customers.1

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Value Hero: Angela Wall - Honesty is Priceless

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flying superwoman

Angela Wall, a Senior Manager of Technical Program Management at Oracle, is an influential leader at everything she does. But what truly makes her stand out is her strong client focus, her wonderful communication skills, and above all, her transparency and honesty. 

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Recession Buster #3: Restructure Your Marketing Programs and Spending

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Today, I’m talking about relating to the management and prioritization of marketing programs in the context of a potentially strong recession. At this stage in the game, you are surely in the process of asking yourself how to improve the “bang for the bucks” and how to maintain a rich opportunity funnel. Considering the high chance that your company will reduce headcount and refocus on the core, it is expected that the priorities are going to change. The key question now is what stays in the toolkit and what gets sidelined for the time being. We are back to the “do more with less” frame of...

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Value Hero: Mike Murphy - Championing Business Cases

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flying superhero

When I worked for Mike Murphy, VP of Value Practice at Zscaler, we were working together on a huge deal that Mike had painstakingly prepared a business case for. At the time, our business cases were very manual and Mike had worked many hours with his champion to understand the project’s ROI. 

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Customer Value Management: The Recipe for Retention

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Deepen and strengthen your relationship by focusing on customer value

For as-a-service businesses, retention is the lifeblood of your business. By focusing on value management as a continuous process, you help ensure customers understand the value of your services. As a result, they are more likely to renew and spend additional money through expansion and upsell. The end result: higher net retention rate and increased profitability. In his analysis of a survey performed by Dimensional Research, Peter O’Neill indicates that approaching customer value management as a continuous process is...

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