Which Customer Statements Will Guarantee Renewal and Expand the Deal:

• "Your solution has significantly streamlined our processes, saving us a lot of time and effort."
• "We've seen a noticeable increase in our efficiency since implementing your product."
• "The results speak for themselves – our productivity has improved by leaps and bounds."

VS

• "Thanks to your solution, we've reduced our response time to customer inquiries by 40%."
• "Our revenue has increased by 25% since integrating your software into our operations."
• "We've cut down on operational costs by 15% after adopting your solution."

Consider This

Have you ever found yourself in a sales opportunity forecast scenario that encapsulates the following outcomes? Targeting 60+ Value tokens over 12 months, envision us achieving a substantial 20-point increase in NPS (Net Promoter Score), curtailing churn rates to realise savings of 5M, and optimising resource utilisation to the tune of 7M. All this, with our proposed solution at a cost of 3M. Now, let me pose a question: if you are not forecasting this way Why not? Your company has delivered similar outcomes. It might sound reminiscent – your counterparts within our organisation, maybe in different regions, successfully sealed 3M deals with similar benefits. Does this scenario strike a chord of familiarity?

In the fast-paced world of startups, embracing the Value Creation Team approach is more than a choice – it's a necessity. By converging the efforts of sales, technical, and customer-facing roles, startups can position themselves as true partners in their customer outcomes stories. This shift not only differentiates them in the market but also paves the way for sustained growth and innovation in the customer-centric economy.

In the ever-evolving landscape of startups, traditional roles and strategies are being reimagined to meet the demands of an increasingly discerning customer base. Enter the era of the Value Creation Team – a concept that disrupts the conventional roles of account executives, pre-sales engineers, customer success managers, and professional services teams. Startups should consider adopting a Value Creation Team approach, where everyone, regardless of their role, becomes accountable for customer value creation building on Value Tokens.

Customer Expectations: A New Paradigm

The days of one-size-fits-all solutions are long gone. Modern customers demand tailored experiences, seamless interactions, and ongoing value from the products and services they invest in. They seek more than just features; they want outcomes that impact their business positively. This shift in customer expectations requires startups to break free from siloed roles and adopt a unified approach to cater to these demands.

The Limitations of Traditional Roles

Traditional roles, while vital, often create silos that hinder a comprehensive understanding of customer needs. Account executives focus on closing deals, pre-sales engineers on technical specifications, customer success managers on post-sale relationships, and professional services teams on implementation. This fragmentation can lead to disjointed customer experiences and missed opportunities for value creation.

The Future

In the fast-paced world of startups, embracing the Value Creation Team approach is more than a choice – it's a necessity. By converging the efforts of sales, technical, and customer-facing roles, startups can position themselves as true partners in their customers' outcome stories. This shift not only differentiates them in the market but also paves the way for sustained growth and innovation in the customer-centric economy.

By suneel dhingra

Keywords: Startups, Future of Work, Sales