From the course: Value Realization Best Practices for Customer Success Management
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Determining the value generated
From the course: Value Realization Best Practices for Customer Success Management
Determining the value generated
(upbeat music) - So, now we come to the interesting part which is, how to decide exactly what value has been or is being generated. What type of value it is and how much of it is happening. Let's go back to the pre-sales and sales processes that we discussed earlier in the video. During the pre-sales process a business case would usually have been created. That business case was developed by a business analyst or by a middle manager typically, such as a department head or process owner. In order to document the justification for the customer organization to invest it's money and other precious resources such as it's employees time and energy in the proposed initiative. That analyst or manager would then have presented this proposal to the company's financial decision makers. Typically a small committee who might for example sit once a quarter to review and accept or reject all business proposals submitted within that…
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