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Paul Henderson

Director at Outcome Leaders

Sydney, Australia

Technology companies are searching for better ways to drive revenue and profit growth. Paul is a global authority on using Outcome Programs to achieve this growth. He’s literally written the book on outcomes…. two of them, in fact.

The industry has shifted to SaaS and other ‘as-a-service’ models. The resultant shift of power back to customers has forced technology companies to change. They need new ways to improve retention and increase win-rates. That’s why powerhouse companies such as Microsoft, SAP, Salesforce, Adobe and many more are adopting Outcome Programs.

Paul’s most recent book, The Outcome Generation, has been adopted by companies across the world. He appears regularly on podcasts and webinars and publishes content every week about outcomes and Outcome Programs.

His knowledge stems from first-hand experience. He spent over five years designing and successfully running an Outcome Program across the Asia Pacific region. He did so as the Asia Pacific head of an enterprise software (ERP) company with 200 staff in nine countries supporting 800 customers. He then spent one and a half years researching and writing The Outcome Generation.

From 30-minute chats to multi-day workshops, Paul’s content and style engage audiences everywhere. And fills them with enthusiasm for applying an outcome approach to their customers.

Available For: Advising, Consulting, Influencing, Speaking
Travels From: Sydney, Australia
Speaking Topics: Income from Outcomes - How to Drive Revenue and Profit Growth through an Outcome Program; Outcome-based Customer Success

Paul HendersonPoints
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Thought Leader Profile

Portfolio Mix

Company Information

Company Type: Company
Business Unit: Technology
Theatre: Global

Areas of Expertise

Business Strategy 35.52
Customer Experience 37.17
Leadership
Management
Marketing 30.09
Sales 30.66
Customer Loyalty 39.49

Industry Experience

Automotive
High Tech & Electronics
Manufacturing
Professional Services

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Publications

3 Article/Blogs
Why Vendors Should Propose Projects Not Products
linkedin
October 02, 2019
We teach technology sales teams to seek out a problem the customer has. In some cases, the sales team may offer insight into a problem the customer doesn’t know they have. The sales team then shows how the use of their product will solve the problem.

See publication

Tags: Customer Experience, Sales

What Travel Agents Can Teach Technology Vendors
linkedin
September 16, 2019
Travel agents have learned not to sell their products. They’ve become much smarter than that.

See publication

Tags: Marketing, Sales

Why ROI Doesn’t Help in Selling Technology Products
linkedin
September 03, 2019
Showing Return on Investment on technology products won’t help sell those products. It’s expensive, time-consuming and has little credibility. Fortunately, there is a better way.

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Tags: Sales, Business Strategy

2 Books
The Outcome Generation: How a New Generation of Technology Vendors Thrives through True Customer Success
Self-published
October 01, 2018
Technology companies are searching for better ways to drive revenue and profit growth. The industry has rushed to adopt as-a-service and payment over time rather than payment upfront. The lower barriers to entry and exit have moved the power back to customers. Now, if customers don't feel successful, they can cancel, reduce or stagnate their subscription.

The Outcome Generation provides insight into how the third generation of customer engagement has emerged. Gen 3 vendors focus on enabling real and measurable business outcomes, not just getting the technology working.

The book shows how this is being done. And why the industry is moving to an outcomes approach with customers.

See publication

Tags: Business Strategy, Customer Experience, Customer Loyalty

The Chief Capability Officer: Delivering the Capability to Execute
Self-published
August 01, 2016
A business fiction book exploring how a new CEO created a breakthrough customer engagement model. And what he did when it started to come off the rails.

See publication

Tags: Business Strategy, Customer Experience, Customer Loyalty

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Paul Henderson