We ask Account Managers (AM’s) and Customer Success Managers (CSM’s) to learn the outcomes their customers want to achieve. And to show how our products and services can [...]

A great question! Alejandro La Rocca asked me, ”Paul, that was an altogether definition of outcome! My question is what's the difference between outcome and benefit?” So, here are [...]

The purpose of enabling a business outcome for customers is to increase our retention and our expansion revenue. It's great for the customer, and it also needs to [...]

From a vendor’s perspective, the central purpose of an outcome program should be to grow revenue and profit. That’s achieved by creating measurable improvements in the customers’ businesses. [...]