1. Value-based leadership for customer events
Offer your customers a unique experience at your next industry leadership event to hear from experts on uncovering and conveying the value of an investment. The Value Management Office has keynoted at events ranging from executive level to individual contributor.
2. Content to capture and convey value
Sales and marketing collaborate on assets within the Value Management Office, creating a wealth of information about customer decisions, industry benchmarks, and best practices for marketing. The Value Management Office also uses events to capture customer insight through benchmarking surveys and one-on-one discovery calls with customers.
3. Improve customer retention
Past value delivered studies by the Value Management Office assess the value that the customer has gained from an investment. By looking at past value, the customer recognizes the benefit of the investment and can pursue additional investments for growth.
Mary Shea, Principal Analyst in B2B Marketing at Forrester, shares her latest research on sales and marketing, discusses how to differentiate in a competitive environment, and how to ensure that your organization becomes the customer’s trusted partner.
Find out how value management supports corporate marketing.
It’s critical to differentiate from the competition early and often. But how should sales and marketing differentiate what they have to offer? What are the catalysts that compel a buyer to move from one stage to the next, and how can you create this value?
Companies are getting sick. The root of the disease is that companies are losing sight of how and where value is created. It is not created by optimizing ties to shareholders. Value is created when organizations remember why they exist: to create value with their customers.
Organizations are shifting and the CIO is becoming more involved in conveying value within the organization. Over the course of 8 months, Ecosystems held calls and workshops with IT and finance executives across the country to understand the evolving role.