Stay ahead with customer value thinking.

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.

5 tips to grow in an unfavorable market

Talks of an upcoming recession have prompted businesses to take a hard look at their revenue streams—and to find ways to boost their sales. Tackling the challenges ahead will require a new approach that emphasizes value to the customer. From initial conversations to renewals, customers need to understand the benefit they get from a product as they tighten their belts. To learn more about how businesses can beat the upcoming recession, we sat down with Joe Sexton, current Board of Advisors member at DecisionLink and former President of Worldwide Field...

The SaaS space is booming. It is expected that the number of SaaS companies is going to grow exponentially around the world within the next five years. And these SaaS companies have one thing in mind: to make doing business easier and more convenient. Software in general removes manual processes, accelerates scaling, and enables users to be focused on much more valuable activities. Part of the simplification of business is also to make solutions much more accessible, transparent, and easy to buy. In 2015, a blog post on Forbes based on a Gartner analysis reported that 57% of the traditional...

In the digital age, there are metrics and KPIs that are tremendously important to any business. I could provide a list of them, but they are readily available on the Internet. In the SaaS business in particular, customer lifetime value is by far the most critical one. And the term itself contains the words that are essential in making sure a business is profitable and sustainable over the long run.

CROs are the drivers of the growth engine. They need great technologies to enable their teams and must ensure their technology are embraced and adopted by other CROs. They are both the target and the adopter/executor in the SaaS world. We see three primary goals of focus on for CROs to be successful in the context of greater technology availability, greater requirement for speed, and greater needs to technology impact. Let us look at them separately.

Disruption is all around us. The past two years have been a rollercoaster ride, and the future is predicted to be even more unpredictable. The crisis has challenged fragile supply chains, complex organizational structures, and the selling operating model across many sectors. Although the worst might be behind us, sales and marketing leaders must redesign their go-to-market strategies to adapt to the new normal and continue to grow. Among the changes that are noticeable is the emerging role of Chief Revenue Officer (CRO) in many SaaS firms. The change from Chief Sales Officer or Chief...