12:45pm - 1:45pm Value Based Management in Customer Success
Monday Mar 5 - California Parlor
Value based management has often been seen as a sales initiative to build the ROI of a potential license deal. However, in the subscription economy that we are all in, there is a much larger scope for value based management that goes beyond value selling and into value realization. Value realization can be a strong lever to drive customer success in terms of not only building the business case but also driving human behavior for adoption.