Best-selling author, speaker, and tech company advisor, Geoffrey Moore, discusses with Ecosystems’ CEO, Chad Quinn how salespeople can describe customer outcomes in three tiers.
Tier 1: Economic Buyer Outcomes – What are the economic returns you’re trying to get from this investment?
Tier 2: User Productivity Outcomes – How can we be more productive and more efficient?
Tier 3: Technical Outcomes – How well is this actually integrating with your existing systems?
Listen to Geoffrey Moore’s explanation and learn more in our Voice of Value Podcast episode here.
