What is the secret sauce to the best value program? 

According to our guest, the secret lies in effective value storytelling. In this episode of the Value Coffee Talk podcast, Fiona Leeson, Director of Customer Value for Finastra, shares insights on building a successful value program. She discusses the importance of selecting the right scope for the program based on the customer lifecycle and organizational maturity.

Fiona emphasizes the need for value storytelling and combining quantification with emotional connection to create a compelling value proposition. She also highlights the significance of scaling the program through value automation and training the go-to-market teams to effectively deliver and activate value. Executive support, patience, and tracking results are key to sustaining the program's success. Fiona concludes by emphasizing the importance of hiring team members with multidimensional skills and promoting the program internally.

Takeaways

• Select the right scope for your value program based on the customer lifecycle and organizational maturity.
• Combine quantification with value storytelling to create a compelling value proposition.
• Scale the program through value automation and training the go-to-market teams.
• Gain executive support and embed the program in business as usual to ensure long-term success.
• Track and report results to justify the program's impact.
• Hire team members with multidimensional skills and promote the program internally.

Sound Bites

"Looking at what is in front of you, what's your current stage? What's your level of maturity in that value lifecycle?"

"If you don't spark and inspire someone to change, it's easier for them to stay still."

"You will never ever reach the kind of scale that you can do with value automation with PowerPoint and with spreadsheets."

Chapters

00:00     Selecting the Right Scope

07:22     Scaling through Automation and Training

13:34     Executive Support and Patience