In today’s B4B world, meeting business outcomes for the customer is increasingly more important. If suppliers can present valid solutions to the pressing issues facing customers at the right time, then win rates will improve, suppliers’ business will grow, and customers will gain success. Can these offers, or at least the presentation of the offers, be automated?
The XaaS model, which refers to “anything”-as-a-service, has become a hot topic in the technology services industry. In response to this growing trend, education service providers are starting to develop learning-as-a-service (LaaS) offers that include cloud-based tools, providing customers with even more accessibility to education resources that benefit learners and educators alike. Here are some things to keep in mind to help you get started in creating your own LaaS offering.
TSIA’s 1st Annual Expand Selling Practices and Metrics Survey is now open! With this survey, we’ll baseline where the tech industry currently stands within key areas, and begin to identify industry high-water marks and best practices. Contact me directly to receive a private invitation to participate in the survey, as well as the webinar where we will go over our findings.
Topics: expand selling
When working in customer facing businesses, there are a number of terms thrown around that revolve around the customer. We hear such phrases as “customer service,” “customer success,” “customer experience,” “customer loyalty,” used repeatedly, but just because these phrases are common within our industry, it doesn’t mean that their meanings are obvious. We’re going to focus on clarifying the difference between two phrases that are often confused with one another: customer service and customer success.
Over the past year, we’ve talked a lot about the emergence of B4B and the growing need for product-focused companies to become customer outcome-focused, but there is still a lot of confusion about how to accomplish this transformation. In this three part blog series, I will be outlining the key capabilities required in order to make the transition, how to identify customer outcomes, and how your company can take the plunge toward offering outcomes as part of your pricing model.
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