Co-Creating a Compelling Value Story

What's Inside? 

In this insightful discussion, learn how to transform your approach to customer collaboration and create business cases that not only resonate but also drive action. 

We discussed how to engage your customers in framing the problem—identifying its reach, frequency, and severity—while uncovering the hidden costs of the status quo. 

Our speakers tackled questions like: 

• At what point in the sales process do you start collaborating with customers?
• What's your biggest challenge to getting customers to collaborate on business cases?
• My customer said they do not have the data we need - what do I do now?
• My champion is now sharing the business case internally with the right people. How can I address this without overstepping?

We also shared actionable strategies on how to:

• Enable your front-line sales reps to feel confident collaborating with customers
• Start collaborating early in the sales process with your customers
• Use best-practice templates to co-create a compelling value case
• Edit your approach for different personas and customer segments
• Overcome challenges to getting the right data from the customer
• Get customer buy-in for the business case 
• Get customers to share it internally with the right stakeholders in the buying group

Ecosystems’ research shows that when collaborating with customers, deal closure rates boost by up to 3.4x.