In complex B2B sales, value should be the foundation of every business relationship.
Enterprises are focused on establishing direct links between solutions and business outcomes. With some sectors still in recovery mode and others looking at rising interest rates and economic uncertainty, purchases at all levels are undergoing great scrutiny in the office of the CFO.
This IDC Spotlight shares why customer value management (CVM) is the best way to measure the lifetime value of a commercial relationship, how it differs from conventional ROI and value-based selling, and its impact on businesses amid today's selling from home environment.
- What CVM is and the departments who can benefit from it across the enterprise
- Challenges faced with traditional value-based selling strategies and how to overcome them
- Key trends faced by B2B organizations today and why it is important to invest in CVM now