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Listen "09: Expand Selling-Using ROI to Secure and Grow Subscription Revenue - with Jack Keen"
Episode Synopsis
As more solution providers move to a subscription model, securing that next renewal and figuring out how to up and cross sell to each customer becomes as, if not more important than new logo acquisition.
Often customers need tangible proof that the purchase produced a return on investment in order to renew or expand the relationship, however most solution providers don't do a good job of being able to quantify the realized value provided.
In this interview, we discuss the importance of Realized Value, what providers are struggling with today, and the best practices on implementing the right way.
https://www.linkedin.com/in/jackkeen/
#valueselling #realizedvalue #derivedvalue #valueconsultant #vsrcouncil #valueengineer #ROI #SaaS #cloud #TSIA #expandselling #evolvedselling
#theROIguy
Often customers need tangible proof that the purchase produced a return on investment in order to renew or expand the relationship, however most solution providers don't do a good job of being able to quantify the realized value provided.
In this interview, we discuss the importance of Realized Value, what providers are struggling with today, and the best practices on implementing the right way.
https://www.linkedin.com/in/jackkeen/
#valueselling #realizedvalue #derivedvalue #valueconsultant #vsrcouncil #valueengineer #ROI #SaaS #cloud #TSIA #expandselling #evolvedselling
#theROIguy
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