Value realization
Prove the value after go live, using baselines captured during the sale and scoped to what each product can actually measure.
Proof starts during the sale.
Value can only be measured after go live if someone captured the starting point first. The benchmark questionnaires in the toolkit do exactly that.
This engagement teaches your customer success team to measure results against those baselines and present them to customer executives. I help set it up, and your team runs it.
Scope depends on the product. Some products report their own results, some can only be measured against a baseline, and some outcomes can't be isolated at all. Every KPI is rated during mapping, so the scope is clear before you commit.
What you get
- A value review deck template
- A KPI scorecard for each product that can be measured
- Training for customer success on running value reviews
- A method for turning results into renewal and expansion stories
What can be proven
Honest about what can be measured.
Revenue can rise for many reasons. Proof focuses on the KPIs closest to what the product actually does.
How it runs.
Scope
Use the measurability ratings to decide what can be proven for each product.
Set up
Build the scorecards and value review templates.
Train
Teach customer success to run reviews against the baselines.
Hand off
Your team runs the reviews, and you can bring me back for a second look.
Let's build a value story your team can sell.
Tell me about your products, your buyers, and where the value story breaks down today.