Making the Move to Outcome-Based Selling

Only 27.2% of technology companies measure the business outcomes and value that their solutions deliver to their customers.

As an industry, we’ve spent millions building out these incredibly important customer success capabilities, and then we don’t make the effort to understand the benefits that our customers experience.

Given that, as an industry, the single largest investment over the last decade has been on the creation and development of customer success functions. Don’t you find this peculiar? The question is, how can you truly focus on your customer’s success if you don’t understand how your offers contribute to the achievement of what matters most to the people who buy them.

Download this report to get insight into:

• Transitioning from a traditional model to a XaaS model
• Subscription revenue growth
• Proactive versus reactive selling
• Industry trends for selling business value
• Expansion and renewal activities in a XaaS business model