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.
On March 3rd, Advisory Ecosystem Members Teresa Anania, Vice President of Global Customer Success & Renewals at Zendesk, David Kocher, Vice President of Customer Success at Medidata Solutions, and Christophe Bodin, Chief Revenue Officer at Tradeshift, met to discuss the evolution of customer success towards supporting expansion plays.
Randy Perry, Vice President of Sales Enablement at IDC, partnered with Erica Ranta, Director of the North American Cloud Value Advisors at Google Cloud, to discuss how our inaugural IDC survey on Value Selling Excellence relates specifically to value management. We uncovered the top challenges Members are facing and discussed strategies and best practices to employ as we enter 2021.
IDC, the premier global market intelligence firm, has partnered with Ecosystems on our inaugural Outcome Selling Advisory Ecosystem Survey on Value Selling Excellence. Randy Perry, Vice President of Sales Enablement at IDC, will explain the maturity of our community in B2B sales, customer success, sales enablement, and value management. Based on our empirical research, we will uncover the top challenges Members are facing and discuss strategies and best practices to employ as we enter 2021.
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.
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.
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.
Our community discusses the organizational model and support needed to provide customers with a successful process to realize value.
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.
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.
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.
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.
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.
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.
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?
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?
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.
Alex Hesterberg discusses the 12 elements of a next-generation customer health scorecard and more.
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-making at all levels of your organization.