Why value is so critical in more challenging times like today | The rise of the CFno formal decision committee | More focus on customer value throughout the customer journey |Today’s move to service models to inspire buyers from first contact |What is the value at each stage of buyer journey starting with value driven discovery |Customer Everboarding Experience |Consumer BtoC try before you buy has made its way into BtoB |Limited land deal to prove value and understand vendor experience |Expand deal is typically the profitable business, before that deal is a loss |Need for realized value, identify KPIs and gaps, then use other customer value example |Value Realization and Expansion |As part of using a product, capture NPS and experience along the way |
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