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Conference Presentation

Bridging the Value and Outcomes Gap: The Role of Embedded Design

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Companies often engage in value and outcome-based selling and invest in customer success to drive customer outcomes when the core products are not inherently designed to drive those outcomes. This creates a large gap that the customer engagement teams are performing heroics to close. Their efforts keep customers onside, engaged, and moving towards full value realization. But what if core products were inherently designed to drive the outcome? What if the outcome was embedded in the core design, just waiting to be unlocked? What would it take to discover, design, create and launch an embedded outcome-based product? In this session, TSIA's Laura Fay, Vice President & Managing Director, Offers Research, shares the research on what it takes, including the ideal customer profile, offer attributes, supplier practices and KPIs.

Presented By:

Laura Fay

VP &Managing Director, Offers Research & Advisory, TSIA

Publish Date: May 6, 2021

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