A senior account manager at a Fortune 500 company, recognized and anticipated misalignment amongst his customer stakeholders. The technical team, various business groups, and the management team needed to consent on priorities and value before they would advocate for a significant technology investment from the account manager. He called the Value Management Office (powered by Ecosystems) for help.
Within the story, we hear that the VMO brought in contextual information beyond specific internal cost values, by asking questions that the customer had not thought of before. (0:40-0:51). Our May, 2017 post highlights Bain & Company research on Personal Value which further describes this concept and is brought to life in this success story.
In the end, the deal size was $1.15 million and the account manager states that the VMO helped bring “value to life.”