Advisory Resources

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.

Full Recording

Summary Video

Getting to the Persona Level with your Customers

Incorporating Elements of Value in your Value Conversations

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