What's Inside?

In our Connecting Value Realization to Go-To-Market Strategy Webinar, we hear from:

Listen in as Maher and Brent discuss how Qualtrics thinks about value management, the three different stages of the value management cycle, the differences between a targeted value study approach and a systematic value realization approach, and more.

Check out the short summary below to get a sneak peak of the discussion.

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Summary

[6:10] Brent Adamson introduces our guest speaker, Maher Iskandar, Global Head of Value Advisory at Qualtrics.

[8:38] Brent asks Maher how Qualtrics addresses the question of why value matters when speaking with their customers.

[10:55] Maher explains a bit more about his role at Qualtrics and how it fits into their organizational structure. 

[13:07] Brent and Maher take a deeper look into an overview of the value management cycle at Qualtrics, starting with Awareness.

[14:40] Maher explains the Conversion stage of the value management cycle at Qualtrics.

[16:35] Maher describes the Realization stage of the value management cycle at Qualtrics.

[18:58] Brent asks our attendees what their biggest challenge or question around value realization is.

[21:04] Chat question: Is your organization actively doing value realization? If not, do you plan to within the next year?

[22:17] Maher goes into data metrics that explain why they focus on value management.

[27:35] Maher delves into the two different streams of work around value at Qualtrics and their approach to value realization, beginning with the Retrospective Value Study approach.

[31:25] Maher looks at the second part of Qualtrics’ approach, which is the Systematic Value Realization approach.

[37:26] Maher takes a more in depth look at Retrospective Value Study, a component of Qualtrics’ approach to value realization.

[46:05] Brent asks Maher what his best tactic is for creating a great customer story.

[47:38] Brent explains identity value.

[48:50] Maher discusses Systematic Value Realization, a component of Qualtrics’ approach to value realization.

[57:17] Brent and Maher talk about value as an operating system.