In this episode of the Value Coffee Talk Podcast, host Thomas Pisello and Scott Shaul, veteran GTM leader, discuss the concept of the Outcome Economy, which emphasizes aligning vendor and customer incentives around measurable value delivery. 

The pair explore how this new economy is changing go-to-market strategies, the role of AI in measuring outcomes, and the transformation needed in customer success teams to focus on value realization. 

The conversation also highlights the importance of creating a shared value plan that evolves beyond the sale, ensuring ongoing collaboration between vendors and customers to achieve desired outcomes.

Takeaways

• The outcome economy focuses on charging for value delivered.
• Aligning vendor and customer incentives is crucial for success.
• Customers are more educated and demanding proof before purchasing.
• AI enhances the measurement of outcomes and scalability.
• Customer success teams must shift to a revenue-focused mindset.
• A shared value plan should be a living document managed collaboratively.
• Value realization is essential for customer retention and expansion.
• Pricing models need to adapt to reflect measurable outcomes.
• Understanding unique value propositions is the first step to success.
• Companies should not rush into the outcome economy without preparation.
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Chapters

00:00   Introduction to the Outcome Economy

03:07   Understanding the Outcome Economy

05:52   Shifts in Go-to-Market Strategies

08:46   The Role of AI in Value Measurement

11:59   Transforming Customer Success

14:53   Creating a Shared Value Plan

17:49   Final Thoughts and Advice