Member Insights: Ashvin Vaidyanathan, Chief Customer Officer, Gainsight
Featuring: Ashvin Vaidyanathan, Gainsight

Ashvin Vaidyanathan talks about where we are as an industry and how Customer Success is evolving at breakneck speeds.

Compelling Proposals
Featuring: Steve Thompson, Value Lifecycle

With over 20 years of experience consulting with both B2B sellers and buyers on closing critical deals, Steve Thompson leads a discussion on how to use your proposal as a strategic tool in closing “must-win” deals.

Is Customer Success a function or a culture? David Kocher shares how delivering on the customer success mission can be a challenge but that to drive the behavior within the company, it takes a mindset shift from the top-down.

Outcome Mapping
Featuring: Alex Hesterberg, Turbonomic

Alex Hesterberg leads a discussion on outcome mapping and how B2B sales can connect the dots between their products and services to customer outcomes.

Building a Successful Value Management Team
Featuring: Dave Klippel, Palo Alto Networks

Dave Klippel shares his experience building a value management team, including strategies for hiring, onboarding, and ongoing training.

B2B Elements of Value
Featuring: Eric Almquist, Bain & Company

A live Q&A with Eric Almquist, Partner at Bain & Company, on his Harvard Business Review article, “The B2B Elements of Value.”

The Sales Talent Gap
Featuring: David Brock, Partners in EXCELLENCE

Dave Brock discusses the sales talent gap—characteristics of the next-generation seller and strategies for hiring, onboarding, and ongoing training.

2019 Sales Landscape
Featuring: Tamara Schenk, CSO Insights

Tamara Schenk leads a discussion on newly-released research regarding buyer preferences and sales enablement in 2019.

Sales Transformation Initiatives
Featuring: Bill Welch, Duo Security; Ben Allard, Apptio; Marc Bland, HP

In the inaugural Outcome Selling Advisory Ecosystem meeting, members discuss the mindset of the next-generation seller, scaling sales transformation, and a handshake on outcomes.