Stay ahead with customer value thinking.

At the recent Gainsight Pulse conference, DecisionLink’s Sterling Cottam, Senior Director of Product & Platform Value, introduced the Customer Value Management (CVM) Maturity Model in an eye-opening lightning talk. While more and more companies realize the importance of customer value in the sales stages of their relationships, the impact of CVM at every step of the customer journey is a game-changer for customer success teams and overall net recurring revenue.

Reflections of the Gainsight Pulse 2021 Conference

No. Aim your Value Correctly all the way UP the Food Chain!

Since the early 2000s, there has been an interesting trend, especially in the technology industry, to install a Chief Revenue Office instead of a CSO. It started off as a large, but by no means exclusively, Silicon Valley trend and focused on SaaS providers. Most SaaS start-ups were led by CEOs with product and engineering backgrounds and many of them quickly realized (or were advised so by their investors) that they needed further executive leadership with revenue and customer DNA to complement those skills and interests — but more than just a sales leader because SaaS success is about more...

Those of us who have been researching, advising on, managing B2B sales for many years know this statistic almost as a constant – the 80/20 rule. The rule quite simply states:

By David Brock