Stay ahead with customer value thinking.

You know the unique value you offer as a company — but do your customers and clients know it?

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.

Software vendors are not solely responsible for the success of a customer deployment. While they hold great responsibility for the successful deployment and adoption of their technology, they cannot be 100% accountable for it. 

The numbers are staggering. We have reported them before, yet the number of SaaS companies is booming, and competition is growing for mindshare and share of wallet. There are now over 8,000 SaaS vendors providing marketing solutions alone. 

Whether you are deploying a SaaS solution or a new and more advanced technology, you cannot do it without considerations for change management and change leadership. In order for a successful launch of any size, the users of the new solution must be at the heart of every deployment. 

Change management does just that. It is the management of the people's side of change. Project management, conversely, serves the technical side of change.

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.