42 min
Building the Business Case for Value Realisation
A few months back Nick Mehta asked in one of his LI posts, what are we doing about connecting CS to Value Delivered? Well, at Gainsight Pulse in Europe, we have been sharing ideas around value. Following from previous Pulse presentations on ROI and how to present the value of CS to the CFO, we talk this time about how CSM's can deliver a value based story to their customers. The session will focus on the key elements of value realisation, a step by step approach to build a value story and what skills CSM's need to successfully build and present such a story. Post this session, CS professionals will be able to start having value based discussions with their customers and have a framework to present the value delivered back to them.
