Stay ahead with customer value thinking.

How improving customer perception of value delivered boosts loyalty and retention

Many times, when we talk about value realization, we focus on the business outcomes of a product or service, quantifying its tangible benefits in order to prove its business impact. But value is ultimately about perception, which means that there are ways to realize value without altering anything about the way the product itself works. Perception is reality, after all.

The days of “selling to” someone is long gone. Instead, the best sales professionals ensure their customers are an active part of the process—and provide them with tools to become your internal champion in the process. Use these five steps to facilitate more proactive and effective collaboration with your prospects.

Peek at how our Customer Value Platform works, there's no better experience than having it demonstrated completely with your data set. 

New IDC Spotlight Report: Highlights Value Management as the Foundation for Outcome-Based Customer Relationships

Companies track a lot of metrics, including customer acquisition costs (CAC), customer lifetime value (CLV), and monthly recurring revenue (MRR). While these are all important to measure, one metric that often gets overlooked is the customer retention cost (CRC).

Customer success is shifting from being measured in terms of analytics and metrics to customer value. The change is attributed to a more customer-centric market with new consumer demands and advancing technology. As a result, your key performance indicators (KPIs) to measure customer success must also adapt to continue to thrive in today’s business environment.

There’s a tendency to think that value selling ends once you’ve won the sale. But that is far from the truth. The role value plays after winning a customer is just as important as the steps that come before it. When prospects sign the contract, it’s really just the beginning of your relationship. The real measure of value begins after implementation and with every interaction thereafter.