Authored by Chad Quinn, CEO & Co-Founder, Ecosystems
In the evolving landscape of value realization, a powerful truth is emerging: process is platform, and platform is process.
This symbiosis is perfectly exemplified in the Value Altitude Framework (VAF), a differentiated approach to communicating and consuming value across organizational hierarchies.
The VAF recognizes that value, like air pressure, changes with altitude - becoming more rarefied and distilled as you ascend the organizational structure. But the true power of this framework lies in its execution through a collaborative value platform, where the process of value communication is seamlessly integrated with the technological platform that delivers it.
The Fusion of Process and Platform
With a robust collaborative value platform, the VAF ceases to be a mere conceptual model and becomes a living, breathing system. This platform doesn't just store value data - it actively processes, analyzes, and disseminates it based on predefined rules and real-time inputs.
Here's how this fusion of process and platform manifests at different altitudes:
At the Summit: C-Suite Executives
The platform, understanding the need for high-level, impactful communication at this altitude, automatically generates and sends exception-based alerts to C-suite executives. For instance, a CxO might receive a text: "Alert: Value realization in EMEA region surpassed projections by 30% this quarter. Key driver: 40% increase in operational efficiency."
This alert is not just a message - it's the result of the platform continuously monitoring value metrics, comparing them against thresholds, and triggering communications when significant deviations occur.
The Middle Altitudes: Directors and Program Managers
At this level, the platform becomes more interactive. It doesn't just push information; it invites engagement.
A program manager logging into their dashboard might see: "Value Insight: Customer time-to-value has decreased by 15% this month. Click to explore contributing factors and projected impact on annual recurring revenue."
This prompt is generated by the platform's analysis of multiple data points, synthesized into actionable insights tailored for mid-level decision-makers.
Ground Level: Platform Users
Here, the value platform becomes an integral part of the user's daily workflow in the provider’s own software. It doesn't just report value; it helps create it. A user working within the software might encounter a pop-up: "Tip: Based on your usage pattern, activating feature X could increase your productivity by 20%. Would you like a 2-minute tutorial?"
This proactive suggestion is the result of the platform analyzing user behavior, comparing it with success patterns from similar users, and intervening with timely, relevant advice.
The Power of Exception Reporting
The true elegance of this process-platform fusion lies in its use of exception reporting. Rather than overwhelming stakeholders with constant updates, the system intelligently decides when and what to communicate.
It does this by:
- Continuously monitoring a wide array of value metrics
- Comparing current data against historical trends and predetermined thresholds
- Identifying significant deviations or opportunities
- Tailoring the content and format of the communication based on the recipient's 'altitude'
- Delivering the insight through the most appropriate channel for each stakeholder
This approach ensures that every communication is timely, relevant, and actionable, regardless of the recipient's position in the organization.
Implementing the Unified Process-Platform Approach
To harness the full potential of this unified approach, organizations need to:
- Invest in a collaborative value platform that can handle complex data processing and communication workflows
- Define clear value metrics and thresholds for different organizational levels
- Create dynamic communication templates that can be automatically populated and personalized
- Establish feedback loops to continuously refine the system's decision-making algorithms
- Train stakeholders at all levels to interact with and derive maximum benefit from the platform
The fusion of process and platform in value realization represents a quantum leap in how organizations can embed value consciousness into their daily operations.
It transforms value realization from a periodic reporting exercise into a dynamic, ever-present force driving business decisions and actions at every level.
For those intrigued by this unified approach and eager to explore its practical implementation, we invite you to join our Customer Value Community.
Here, you'll find insights from organizations at the forefront of this revolution, sharing their experiences in making value realization an integral part of their operational DNA.
By embracing this process-platform unity through the Value Altitude Framework, companies can ensure that value isn't just realized - it's lived, breathed, and continuously optimized across every stratum of the organization.
