Customer Value Community Member Spotlight
Eileen an enterprise seller struggled to prove the value of her company's data analytics platform to the CIO of a major financial firm.
Frustrated, she introduced a new approach: Quarterly Value Reviews.
These 90-day interactive sessions focused on:
- Reassess priorities
- Align with current initiatives
- Identify key performance indicators
- Track delivered value
Over time, these reviews transformed their relationship:
1. They addressed evolving needs like regulatory compliance.
2. Eileen set up real-time tracking of relevant KPIs.
3. She presented in a digital interactive platform with concrete data showing significant cost reductions and efficiency improvements.
As the reviews continued, conversations became more collaborative.
Marcus, the CIO, began to view Eileen as more than a software vendor in his tech stack.
This shift opened new opportunities. Marcus inquired about other products in Eileen’s portfolio, leading to discussions about cybersecurity solutions.
The quarterly value reviews evolved into strategic planning sessions.
Eileen’s persistent focus on demonstrating value had not only secured her current contract but also paved the way for expanding her business within the company.
Eileen kiddingly refers to the quarterly value reviews as a "value whisperer" –translating complex technology into tangible business outcomes!
In executing this with discipline and rigor, she’s also transformed her role with the customer.
Your value made clear.
