TECH BUYER Apr 2020 - IDC Perspective - Doc # US46215220

Value Selling: The Only Way to Close


Gerry Murray
Table of Contents

Executive Snapshot

Figure: Executive Snapshot: Scaling Business Value Selling Beyond a Prepurchase Checkbox

Situation Overview

From the Field

Selling Value — It's the Method Not the Math

The Need for a Value Platform

Value Measurement and the Customer Success Process

Figure: Value Delivery and the Customer Life Cycle

Table: Metrics for Customer Value Delivery by Function

Advice for the Technology Buyer

Learn More

Related Research



Related Links