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Daktronics is the world's industry leader in designing and manufacturing electronic scoreboards, programmable display systems, and large screen video displays. With the industry-wide growing role of services in driving customer success and revenue growth, business leaders wanted to explore how to better position services to lead that growth. With assistance from Value and Pricing Partners, a Daktronics team worked through a process to: - Discover key value drivers that underlie customer success - Capture direct feedback from customers on their key priorities - Segment customers to focus on those with the greatest willingness to pay - Design new offerings better aligned with key value drivers and customers' willingness to pay This presentation will describe the work through the process, key learnings, and how the company adapted its offerings to best drive customer value.
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Peg Rodarmel, SVP, Subscription Services, Infor
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