How well do you - and your channel - understand your customer's business and industry? Do you - and your channel - have offers that can deliver customer outcomes? This session will provide leading practices on what it takes to truly sell and deliver customer outcomes in each phase of the customer lifecycle. It all starts with your knowledge of your customer's business and industry and having the right customer engagement framework, capabilities, offers, services, and resources required to deliver and demonstrate tangible customer value realization. The speaker will provide actionable best practices to develop these capabilities, including ecosystem partnerships, to help the attendees deliver value while driving differentiation and profitability throughout the entire customer lifecycle.