VMO On The Go: Engaging The C-Level

Engaging The C-Level

Welcome to VMO on the Go! We sat down with Jeanie, an enterprise sales leader for a successful SaaS provider and asked her how she engages the Value Management Office (VMO) to position herself with C-level executives.

We want to thank Jeanie for sharing this relevant use-case on how to engage the C-level with the VMO.

Let’s summarize:

1. When reviewing Value drivers, select those that best align to your customer’s stated business objectives.
2. Make sure to review the Value drivers with key members of your Account team before sharing it with your customer.
3. When sharing it with your customer, make it a collaborative experience – invite them to tune and tailor the Value drivers to gain their support and buy-in.

Have a story to share or need help on your next critical opportunity? Email us at vmo@ecosystems.us.