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. The customers’ success leads them to spend more with the vendor. The vendor then works to create even more success for the customer. And the customers continue to grow their spend with the vendor. It’s a virtuous circle.
Lots of tech vendors have outcome programs underway. And there’s an interesting phenomenon emerging. Every company is running their outcome program in a different way.
But are there some elements which every outcome program must have to create revenue and profit?
Must the lead generation element of the program begin with an outcomes message? Does the sales cycle have to dominated by an outcome focus? How important is creating outcome references?
What are your thoughts? Are there core elements that should be part of every outcome program? If so, what are they?
#CS #outcomeleaders #outcomes #customercentric #CSM #incomefromoutcomes