Driven and Led by Our Members

The Outcome Selling Advisory Ecosystem has virtual meetings on a variety of business topics and member insights.

Below you can find full recordings, video clips, and other resources from meetings on B2B sales, customer success, sales enablement, and value management topics.

We also have video clips of “Member Insights” – 1:1 conversations with our Members on the toughest challenges they face in B2B sales today and their innovative approaches to driving customer account acquisition, growth, and retention.

 

11/11/20 | Value Management
Value Realization Workshop: Measurement & Implementation
Featuring: Erica Ranta, Google Cloud; Anurag Goel, Salesforce

Eric Ranta and Anurag Goel led this workshop focused on value realization measurement and instrumentation. Through shared community learning, we discussed effective practices as well as key metrics to track.

11/05/20 | Executive & Sales Leadership
Executive Roundtable: Organizational Alignment
Featuring: Bill Welch, IronNet Cybersecurity; Maria White, Twilio; Jon Hunter, Micro Focus

We discuss hiring, enablement, and organizational alignment on value. Bill, Jon, and Maria share best practices from their 20+ years of experience leading high-performing B2B sales teams.

09/29/20 | Value Management
Elements of Value Workshop: Understanding Your Customer
Featuring: David Kocher, Medidata; Mark Roberts, HP

In this workshop, Mark Roberts, Americas Pursuit & Customer Success Leader at HP, shared his team’s experience on collaborating with Ecosystems and HP PS Services’ Leadership team to gain a better understanding of HP’s strengths and weaknesses and opened up new conversations with customers.

09/16/20 | Value Management
Value Realization Workshop: Organizational Model & Support
Featuring: Eric Ranta, Google Cloud; Rob Dapaah, New Relic

Our community discusses the organizational model and support needed to provide customers with a successful process to realize value.

09/09/20 | Executive & Sales Leadership
Small Group Discussion on Channel Partners
Featuring: Christophe Bodin, Anaplan; Eduarda Camacho, PTC; Chris Doell, Cisco; Grad Rosenbaum, HP; Jill Favro Sawatzky, Commvault; Joanne Taylor, Nuance Communications; Luciana Broggie, HP; Jonathan Nikols, HP

Our thought leadership community held our first small group discussion session on Channel Partners. With these intimate groups, we hope to help members elevate their organizations through engaging conversations and shared experiences.

06/09/20 | Value Management
Accelerating Value Realization Workshop
Featuring: Eric Ranta, Google Cloud

Everyone agrees that value realization is key to customer success, but no one has it completely figured out. Eric Ranta, Director of Cloud Value Advisors Americas at Google, leads a discussion on value realization – who has a plan to do it, who is doing it, and how Members can collaborate ongoing to accelerate its success.

05/21/20 | Customer Success
B2B Elements of Value Workshop
Featuring: Jamie Cleghorn, Bain & Company; David Kocher, Medidata Solutions

Bain & Company has robust research on why companies buy, which has been incorporated into Ecosystems’ collaborative online platform. We will discuss how to use the B2B Elements of Value to improve customer experience, drive strategic account planning, and ultimately grow and retain your most important accounts.

05/07/20 | Customer Success
Managing Churn During COVID-19
Featuring: Ashvin Vaidyanathan, Gainsight

When every line item is fair game, there has never been a better time to double down on retention strategies to minimize churn. Ashvin leads a discussion on data-driven approaches to forecast effectively and show the value you’ve delivered to your customers.

04/23/20 | Executive & Sales Leadership
B2B Value Selling in a Work-From-Home World
Featuring: Lori Harmon, NetApp; Somesh Chablani, FIS; Mark Tefakis, Sprinklr

We discuss the unique challenges of working from home during the COVID-19 crisis. Our discussion leaders share best practices from their 20+ years of experience leading high-performing B2B sales teams. We also explore strategies for digitally collaborating with colleagues and customers.

03/25/20 | Executive & Sales Leadership
Pipeline Development & Prosecution
Featuring: Steve Fitz, Sumo Logic; Brett Shirk, Rubrik

Steve and Brett share how to develop and prosecute qualified pipeline through a holistic, value-based approach. We will also discuss strategies to shorten sales cycles during growth periods.

02/26/20 | Customer Success
Evolving Role of Partners
Featuring: Roberto Sigona, Qlik; Christophe Bodin, Anaplan

Elaborating on our discussion around who should own expansion and renewals, two Chief Customer Officers will share their views on the evolving roles of partners – How are we working with the value ecosystem? When should partners be involved in expansion and renewals?

11/06/19 | Customer Success
Who Should Own Expansions & Renewals?
Featuring: Mike McGuinness, Veracode; Chritophe Bodin, Anaplan

When should you utilize narrow specialists or people who are more generalist in their ability to engage with the customer? When should you employ Customer Success Managers? What is the right time to make shifts from one model to the next?

10/08/19 | Executive & Sales Leadership
Value Realization
Featuring: Grad Rosenbaum, HP

Grad Rosenbaum leads a discussion on value realization and how teams work collaboratively with customers to gain alignment on desired outcomes, track the value that has been delivered, and develop account growth opportunities.

10/08/19 | Customer Success
Member Insights: Alex Hesterberg, SVP and Chief Customer Officer, Turbonomic
Featuring: Alex Hesterberg, Turbonomic

Alex Hesterberg discusses theĀ 12 elements of a next-generation customer health scorecard and more.

09/17/19 | Research
Intelligent Sales Engagement
Featuring: Steve Silver, Forrester

Steve Silver leads a discussion on the impact of digital transformation on sales and the emergence of tools powered by artificial intelligence that can enhance the performance of sales, customer success, and marketing. We discuss when and how to deploy an intelligent sales engagement tool to improve decision-makingĀ at all levels of your organization.

07/02/19 | Customer Success
Member Insights: Ashvin Vaidyanathan, Chief Customer Officer, Gainsight
Featuring: Ashvin Vaidyanathan, Gainsight

Ashvin Vaidyanathan talks about where we are as an industry and how Customer Success is evolving at breakneck speeds.

06/18/19 | Executive & Sales Leadership
Compelling Proposals
Featuring: Steve Thompson, Value Lifecycle

With over 20 years of experience consulting with both B2B sellers and buyers on closing critical deals, Steve Thompson leads a discussion on how to use your proposal as a strategic tool in closing “must-win” deals.

06/11/19 | Customer Success
Member Insights: David Kocher, Vice President, Customer Success, GE Digital
Featuring: David Kocher, GE Digital

Is Customer Success a function or a culture? David Kocher shares how delivering on the customer success mission can be a challenge but that to drive the behavior within the company, it takes a mindset shift from the top-down.