DecisionLink First to Deliver Value Realization Solution to Improve Customer Retention and Expansion
New tools extend ValueCloud® to customer success, providing unprecedented visibility and insights into customer value achievement; DecisionLink launches first certification program for CVM to ensure success within 90-days
ATLANTA, June 09, 2021 (GLOBE NEWSWIRE) -- DecisionLink, the leader in cloud-based customer value management (CVM), today unveiled its new Value Realization Bundle at the Gainsight Pulse Conference. This comprehensive solution expands tracking and AI-powered analytics capabilities to customer success programs, facilitating and improving customer retention and expansion efforts such as cross-sell and up-sell effectiveness.
“Most companies have long understood the advantages of value-based selling, but few have been able to scale these practices nor extend them downstream into after-sale conversations within the customer journey because the technology to support, scale, and automate value-based engagement simply did not exist before today,” said DecisionLink Chairman of the Board, Chief Evangelist, and Co-Founder Jim Berryhill. “Now, with the addition of the Value Realization capabilities to the ValueCloud® family, any organization can easily track, quantify, and leverage customer value from initial customer acquisition all the way through to retention and share of wallet expansion.”
CrowdStrike, an early adopter of ValueCloud® value realization capabilities, documented its compelling results in a recent case study. With ValueCloud®, CrowdStrike sales and customer success managers can easily create automated, polished Value Realization reports that help proactively block competitive efforts to steal contracts by clearly defining and easily communicating actual value realized. Beyond quantifying value delivered, CrowdStrike uses these Value Realization reports to frame a vision for the additional value it can help customers capture through the adoption of new modules and capabilities that align with the customer’s business strategy.
“As a DecisionLink customer, we've leveraged their value selling automation to help us win business. That said, winning deals is only half the equation; the real test of a business is winning customers and winning them for life. Suffice to say, I'm pleased to see this type of value realization innovation coming out of DecisionLink and to see them execute on their vision of an end-to-end customer value management platform,” said Mike Carpenter, President, Global Sales & Field Operations.
The ValueCloud® Value Realization Bundle consists of the following capabilities:
“We decided on DecisionLink because of the comprehensiveness of the platform,” said Brint Driggs head of Revenue Enablement at Harness. “As a fast-growing, SaaS-based business, we don't have time to deal with spreadsheets and labor-based solutions. We needed something that scales across the organization and across the customer lifecycle. The marketing, sales, and this recent value realization piece will help us market, sell, and measure the value our customers get from our platform, and we couldn't be more thrilled.”
The inability to realize the full potential of technology is the number one customer satisfaction (CSAT) killer for sales organizations according to an upcoming IDC QuickPoll survey of large US companies. “The question of value is even more of an issue than aggressive renewal pricing, which was number one last year,” said Gerry Murray, Research Director of IDC’s Marketing and Sales Technology research practice. “A successful CVM program requires a platform that enables marketers, sales reps, and customer success teams to collaboratively manage value realization as the foundation of true brand equity before, during, and after the sale. Outcome-based value measurement is key to raising B2B customer experience, account penetration, lifetime value, and margin.”
Value Leadership Certification
VBB ensures that value professionals across sales, marketing, customer success, and value engineering teams are prepared to fully and quickly leverage the ValueCloud® platform and its powerful collection of applications. In addition to providing all stakeholders with the knowledge, skills, and behaviors required to confidently and quickly unleash customer value, VBB provides an adoption success tracking method and platform to ensure management visibility and business success.
Each stage of the program specifies three checkpoints: competencies to be demonstrated, education to be completed, and an activity readiness test to measure progress. As competency expands within the program, participants progress from yellow to green to red and finally to a black belt, which signifies value leadership.
To learn more about the ValueCloud® Value Realization Bundle or the Value Black Belt Program, please visit https://www.decisionlink.com/.
For more information, please visit www.decisionlink.com, call 800.670.8301, or engage with us on social media.
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