Customer Value Emerging as a Key Differentiator for Enterprise Organizations

New Report Highlights the Growing Need for Sharing and Managing Value Metrics

DecisionLink, a leader in secure, SaaS-based Customer Value Management solutions that simplify and automate customer value conversations at all stages of the customer journey, announced that sharing and managing customer value management metrics is an area of increasing importance for enterprise organizations. Businesses seeking to drive revenue and margins at a lower cost must treat customer value as a strategic asset and customer value management as a strategic discipline.

“A strong foundation for managing and sharing customer value really helps enterprise teams achieve the best business outcome,” said Tim Page, CEO of DecisionLink. “Customer value management really is the best way to measure the lifetime value for both sides of a commercial relationship.”

In the increasingly complex B2B environment, buyers are focused on direct links between solutions they’ve invested in and their respective business outcomes. Continuous measurement, ongoing communication and proactive management of customer value offers that extra assurance and transparency to both buyers and sellers throughout a customer relationship.

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“Value Management: The Foundation for Outcome-Based Customer Relationships”

“Today competition is fiercer than ever and the CFOs are tightening company spending such that customer value management plays an increasingly important role in decision making,” said Gerry Murray, Research Director for IDC. “When mutually agreed upon quantitative and qualitative customer value metrics are transparently shared and carefully managed, the partnership between the vendor and customer are shown to grow and strengthen over the lifetime of the relationship.”

A new IDC Spotlight report titled “Value Management: The Foundation for Outcome-Based Customer Relationships” delves into how the importance of communicating economic value has become a key differentiator for sellers.

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Key elements of the report include:

  • An introduction to CVM, how it differs from CRM and the departments who will benefit from it across the enterprise
  • Challenges faced with value-based selling strategies and how to overcome them
  • Benefits gained by implementing value management platforms, and
  • Key trends faced by B2B organizations today and why it is important to invest in CVM now
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