Outcome Selling Advisory Ecosystem Resources

Access video snippets, articles, and more resources from our Outcome Selling Advisory Ecosystem meetings and members to improve your B2B sales, customer success, sales enablement, and value management organizations.


Member Insights

Alex Hesterberg, SVP and Chief Customer Officer, Turbonomic

12 Elements of a Next-Generation Customer Health Scorecard

A Key Lesson Learned

How do you adapt to your customer’s existing technology ecosystem?

How to Guide Your Customers Towards Game-Changing Outcomes

The Business Impacts on Having an Executive Buyer Review

Ashvin Vaidyanathan, Chief Customer Officer, Gainsight

Outcome Selling Advisory Ecosystem Featured Member

Where Are We in the Customer Success Industry?

Blurring the Lines Between Roles & Responsibilities

Memorializing Customer Outcomes

The Art of Customer Success: Humans and Technology

Leveraging Partners to Deliver Customer Outcomes and Experiences

Where are Customers Evolving in the Customer Outcome Continuum?

How to Move Beyond Technical Outcomes in Customer Success

David Kocher, Vice President, Customer Success, GE Digital

Outcome Engineering & Collaborative Delivery in B2B Sales

How to Effectively Manage Change

What is the Next Big Wave in Customer Success?

Is Customer Success a Function or a Culture?

Top 5 Skills of a Customer Success Professional

How to Stay in Your Swimming Lane to Become Optimized in Customer Success

How to Align on the Process of Outcomes in Customer Success

Understanding the Ladder of Value for Your Customer

The Human Side of Customer Success

Tech Touch vs. Human Touch in Customer Success


Meetings

Value Realization Workshop: Organizational Model & Support (September 16, 2020)

Full Recording

Summary Video

Small Group Discussion on Channel Partners (September 9, 2020)

Full Recording

Summary Video

Accelerating Value Realization Workshop – Eric Ranta, Director, Cloud Value Advisors Americas at Google Cloud (June 9, 2020)

Full Recording

Summary Video

Using Leading Indicators For Your Value Realization Framework

Making Value Realization Easy For Your Customer Success Teams

B2B Elements of Value Workshop – Jamie Cleghorn, Partner, Bain & Company; David Kocher, VP of Customer Success, Medidata Solutions (May 21, 2020)

Full Recording

Summary Video

The Importance of Quantifying Customer Outcomes

Articulating Value with Customers: How to Bridge the Gap Between Your Internal Teams

Managing Churn During COVID-19 – Ashvin Vaidyanathan, Chief Customer Officer, Gainsight (May 7, 2020)

Full Recording

Summary Video

B2B Value Selling in a Work-From-Home World – Lori Harmon, Vice President, Worldwide Virtual Sales, NetApp; Somesh Chablani, Global Head of Business Development & Virtual Sales, FIS; Mark Tefakis, Division Vice President, Sales – U.S. South/LATAM, Sprinklr (April 23, 2020)

Full Recording

Summary Video

Giving the Gift of Insight – Zone to Win

Top 10 Tips for Virtual Selling

Refocusing your Marketing in a COVID-19 World

Pipeline Development & Prosecution – Steve Fitz, Chief Revenue Officer, Sumo Logic & Brett Shirk, Chief Revenue Officer, Rubrik (March 25, 2020)

Full Recording

Summary Video

The Three Whys

Evolving Role of Partners – Roberto Sigona, Chief Customer Officer, Qlik & Christophe Bodin, Chief Customer Officer, Anaplan (February 26, 2020)

Full Recording

Summary Video

Who Should Own Expansions & Renewals? – Mike McGuinness, EVP & Chief Customer Officer, Veracode & Christophe Bodin, Chief Customer Officer, Anaplan (November 6, 2019)

Full Recording

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Value Realization – Featuring: Grad Rosenbaum, Vice President and General Manager, Americas Solutions Business, HP (October 8, 2019)

Summary Video

How To Have a Conversation, Not a Presentation

Why Start Outcome Mapping in the Customer Success Function?

How To Build Trust With Clients

How To Help Customers Monetize Decision Making

Enabling Client Stakeholders To Tell Your Story

Intelligent Sales Engagement – Featuring: Steve Silver, Senior Research Director, Sales Operations Strategies, SiriusDecisions/ForresterĀ (September 17, 2019)

Full Recording

Summary Video

Compelling Proposals – Featuring: Steve Thompson, Founder, Value Lifecycle & Author, Must-Win Deal book series (June 18, 2019)

Full Recording

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Outcome Mapping – Featuring: Alex Hesterberg, SVP & Chief Customer Officer, Turbonomic (May 2, 2019)

Full Recording

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Technical vs. Business Outcomes – Featuring: Alex Hesterberg, SVP & Chief Customer Officer, Turbonomic

Outcome Mapping – Featuring: Alex Hesterberg, SVP & Chief Customer Officer, Turbonomic

Building a Successful Value Management Team – Featuring: Dave Klippel, Director, Business Value Services, Palo Alto Networks (April 10, 2019)

Full Recording

Summary Video

How to Build a Value Management Program

B2B Elements of Value – Featuring: Live Q&A with Eric Almquist, Partner, Bain & Company (March 26, 2019)

Full Recording

Summary Video

B2B Expectations

B2B Elements of Value Through the Lens of a Stakeholder

The Business Impacts of the B2B Elements of Value

You Can’t Win Without the Ease of Doing Business

How to Create a Customer Experience that Reduces Anxiety & Risk

B2B Element of Value: Reducing Customer Anxiety

The Sales Talent Gap – Featuring: David Brock, Founder & CEO, Partners in EXCELLENCE (February 22, 2019)

Full Recording (Slide View)

Full Recording (Gallery View)

Summary Video

2019 Sales Landscape – Featuring: Tamara Schenk, Research Director, CSO Insights (February 5, 2019)

Full Recording (Slide View)

Full Recording (Gallery View)

Summary Video

Customer Engagement: Addressing the Growing Buyer-Seller Gap – Featuring: Tamara Schenk, Research Director, CSO Insights

Implementing Relevant Practices to Drive Customer Engagement – Featuring: Tamara Schenk, Research Director, CSO Insights

Sales Transformation Initiatives (November 15, 2018)

Full Recording (Slide View)

Full Recording (Gallery View)

Article: The Outcomes of Outcome Selling

The Process of Scaling Outcome Selling: Q&A – Featuring: Ben Allard, VP Strategic Segment, Apptio

How to Scale Your Sales Transformation – Featuring: Ben Allard, VP Strategic Segment, Apptio

A Handshake on Outcomes – Featuring: Marc Bland, Global Deal Manager, Device as a Service (DaaS), HP

How to Have Strategic, Value-Based Conversations with Customers – Featuring: Brian Ingold, Regional Manager – Managed Print Services, HP

How to Make a Sales Transformation Great – Featuring: Bill Welch, Co-CEO, IronNet Cybersecurity

3 Key Impacts of Outcome Selling – Featuring: Bill Welch, Co-CEO, IronNet Cybersecurity