Make the focus of all executive engagement the bigger business outcome the executive needs to achieve. Build your processes, expertise, marketing and sales messages, onboarding and implementation, customer success and support around enabling that business outcome.
Talking about the business outcome, showing you have the expertise and then delivering the outcome will delight executives. And help you drive loyal revenue growth.
This article is extracted from the new book; The Outcome Generation: How a New Generation of Technology Vendors Thrives through True Customer Success
Paul Henderson is an author, speaker and consultant on outcomes and customer success for technology vendors. He spent 15 years leading the Asia Pacific region of an enterprise software company. He saw the potential that could come from delivering real and measurable business success for customers. So he initiated a customer success program based on customer outcomes. He and his colleagues developed, modified and proved the model over more than five years. He then spent one a half years researching and writing, culminating in the release of The Outcome Generation.