Stay ahead with customer value thinking.

SOC and Customer Value Data – Why it’s ImportantWhen considering a Customer Value Management application or platform, service offering (including consulting services) or other forms of business case development tools or value realization tools, it’s important that any approach you choose has SOC 2 compliance. This detailed third-party evaluation will ensure that the data you maintain about certain key financial metrics, formulas and raw data about how your customer evaluates your product or service is handled and kept secure. Likewise, a Type II certification is essential.  More than just a...

Businesses are constantly changing and thinking of ways to stay ahead of customers. Understanding customer needs is the number one thing businesses have to grasp and make sure they execute. Disruptors understand the insights of the industry enabling them to be a step ahead of the competition. Being a disruptor is not just limited to actual people in a company. Most disruptors have technology involved. In today’s world, almost everything is technology-based. Being able to understand the role of technology with selling is one of the most important things to ensure enterprise-wide success and...

Outsourcing is a common method throughout business. It is something that helps companies complete the process of a sale. Companies will reach out to a third-party and delegate certain tasks. This allows sales teams to have flexibility when completing a sale. Businesses consider outsourcing for a number of reasons. Budget restraints, small teams, new markets, and task overload. Those are all things that companies have gone through while completing sales. 

As a former Chief Revenue Officer, with responsibilities for the Canadian subsidiary of CA technologies, I had oversight over all go-to-market activities; specifically these included: field marketing, sales (including all indirect channels) and customer relationship management, with a dotted line reporting coming in from professional services.  My primary goals always centred around three key pillars, 1) customer acquisition, 2) customer retention and 3) customer expansion.

By David Brock