In this episode, Tom Pisello and April Morley discuss leveraging value capability and maturity assessments with special guests Justin Zacks and Saul Gerdes, co-founders of the value automation platform provider, Value Plan. The guests share their journey with value and the importance of speaking in customer language throughout the entire customer journey and how interactive assessments can help build this in a collaborative fashion.

In the conversation, the group emphasizes the need for a mutual value plan created with the customer and the importance of aligning stakeholders and gaining consensus. They also discuss the role of capability maturity assessments in marketing, BDR, sales, and customer success, and how these assessments can facilitate better discovery, consensus building, and value expansion. The episode concludes with advice on measuring and thinking about value from both a quantitative and qualitative perspective.

Takeaways

• Speaking in customer language is crucial throughout the entire customer journey.
• A mutual value plan created with the customer helps drive a two-way value-based conversation.
• Capability maturity assessments can facilitate better discovery, consensus building, and value expansion.
• Measuring value should consider both quantitative and qualitative aspects.

Sound Bites

"Enterprise tech vendors are usually pretty bad at speaking in customer language."

"The vendor should have a point of view already on what's going on here and what the value is."

"A maturity assessment helps to reveal alignment or misalignment among stakeholders."

Chapters

00:00   Introduction and Mission of the Podcast

03:47   Creating a Mutual Value Plan

06:17   The Role of Capability Maturity Assessments

09:13   Facilitating Alignment and Consensus

12:18   The Handoff to Customer Success

14:32   Collaboration on the Customer Value Lifecycle Assessment

17:11   Measuring and Thinking About Value

19:19   Closing Remarks and Call to Action