Out-of-the-box, Ecosystems addresses the core needs of all stakeholders involved in managing customer value: Sales, Customer Success, Business Value Teams, and Marketing.
However, Ecosystems’ unique architecture also includes a library of Add-On Modules—and the ability to build custom Add-On Modules—to broaden the scope of customer value conversations.
This “future-proofing” architecture ensures Ecosystems has the agility to evolve with your emerging best practices at any stage of the customer value journey.
CRM extension that empowers account teams to collaborate and consent upon the value-based sales approach to an opportunity.
Consultative framework for making connections between your customer’s business objectives and relevant portions of your solution portfolio.
Visual environment for assessing your customer’s solution maturity through qualitative questionnaires or KPI-based industry comparisons.
Joint planning environment for aligning on both past performance and future partnership direction, which also doubles as a progressive interface for facilitating quarterly business reviews (QBRs).
Scenario-based environment for modeling the impact of deployment decisions on recognized business value.
Visual interface for exploring unleveraged portions of the solution portfolio with existing customers.
Many organizations have the necessary resources to launch a value-selling program. Others, even if temporary, benefit from optional support services to close gaps. Commonly termed a Value Management Office, or VMO, organizations can configure a team for support across the following functions:
Value Engineers collaborate with your solution experts to effectively quantify your unique value proposition.
Build libraries of benefit templates based on industry best practices
Research intelligent defaults for model inputs and assumptions
Design effective visuals to summarize value findings
Value Consultants work closely with your enablement teams to equip Sales and Customer Success with value-selling best practices.
Support enablement/awareness sessions with the field (all-hands, group, and 1:1)
Facilitate coaching workshops for managers
Create material to support on-demand/virtual enablement
Value Consultants become a member of your account team for strategic deals.
Serve as an objective third-party to engage your customer on business value
Shape custom value models based on the customer’s perspective
Help teams transition from pre-sale value conversations to post-sale value tracking
