Conference Presentation

Customer Outcomes: Value-Based Playbooks That Increase Revenue, Adoption, and Advocacy

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Solution selling methods are rapidly being replaced by outcome selling practices. This means our Success and Services organizations must transition to outcomes delivery engines. GE Digital has already begun this journey and have learned a few lessons along the way. During this session, David Kocher, Customer Success Leader and Irit Eizips, Customer Success Evangelist for CSM Practice, will demonstrate the outcome of this important transition and answer these three key questions:

  1. Defining outcomes: Who, when, and how?
  2. Where to draw the responsibility line between customer and vendor along the tracking to delivering outcomes spectrum?
  3. How to translate value from outcomes delivery to account expansion?

 

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Publish Date: May 2, 2017

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