Stay ahead with customer value thinking.

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. 

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...

Sales is a noble yet challenging profession. And in the current work environment, practicing your craft can be downright exhausting. However, effective onboarding and training keeps life manageable (and goals attainable) for your sales reps. The key is to simplify your approach. Starting a fresh sales role is like learning a new language — easy to understand when shared in small, frequent chunks of knowledge. With constant iteration. We use these approaches at DecisionLink yielding powerful results.

Marcel Eisma, Senior Director of Value Management at Proofpoint, a leader in cybersecurity solutions, is making huge strides with his changes to Proofpoint’s selling practices. Not only did Marcel introduce value management to Proofpoint, he is also working to develop new sales practices, incorporated with existing value methods.

We’re now zeroing in on the topic of monetization. As you know, monetization is all about extracting revenues and profits from your products, services, software, and data. It is also about addressing your revenue leaks, minimizing cost-to-serve, and increasing sales and profits. How do you get started when you are entering a recession? You start by responding to these eight questions below. Frankly, your board might already have sent strong messages that better monetization is required. They might have already asked your executive team these questions:

SaaS business models have transformed the way the world looks at the sales process. What used to be a one-and-done, sign the deal, and ring the bell process has necessarily changed. Even for companies with tangible products like hardware, the sales relationship has thankfully evolved. Instead of a transactional perspective, today’s most successful organizations see sales as a relationship-driven process. Most importantly, it’s about forging long-term, mutually beneficial relationships, which has made the connection between sales and customer success even clearer.