Stay ahead with customer value thinking.

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...

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.

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.

Value-based selling and pricing are essential for effective value-based management. As a result, more and more organizations are adding customer success teams even in non-SaaS businesses. With everyone facing increased competition, the ability to serve as advisors to customers and walk them through a value-based conversation sets businesses apart. So what does this process actually look like? Don’t miss our webinar featuring value-based pricing and selling experts, Dr. Stephan Liozu and Matt Denton sharing their personal experience. The tips, insights, and takeaways run deep with actionable,...

This pandemic has dramatically transformed the way we do business around the world. There are changes that are short-term in nature and others that will be with us for a long time as part of the new normal. 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, CROs must redesign their go-to-market strategies to adapt to the new normal and continue to grow. And one of their redesign priorities to integrate customer value management (CVM) in their practice, in their process,...

For years organizations have tried to bridge marketing and sales functions. One working without the other is a no-go. I argue it is the same with sales and pricing. You cannot design and execute successful pricing programs without having the sales forcefully on board. Similarly, you cannot be successful at sales without clear pricing tactics governed by rules, guidelines, and transparent margin data. I posit that sales and pricing are joined at the hip. That relationship is even more critical when discussing the topics of value-based pricing and value-based selling. Let us consider the...