The Outcome Generation

How a New Generation of Technology Vendors Thrives Through True Customer Success

De: Paul J Henderson

Narrado por: Paul Henderson

Duración: 4 h y 29 m

Resumen del Editor

Stand aside, we’re coming through!

That’s the cry of a new generation of technology vendors. They have a new approach to enabling success for their customers. And they’re thriving as a result.

These vendors all have subscription pricing at the heart of their business. Each has learned that if customers don’t feel they’ve had success, recurring revenue doesn’t grow, and may even decline.

What makes them different? They have absolute clarity about what the customer considers success to be. And they’ve built their business around enabling that success. They know it’s the outcomes for the customer that count. They’re all members of the outcome generation.

This book shows how to join the outcome generation. You’ll learn how to leverage true customer success at every stage of the customer lifecycle. For existing customers, you’ll learn how to engage customer executives at the start of the buying cycle - and often create a buying cycle.

You’ll learn how to increase new business (new logo) sales by employing the third generation of technology sales - selling outcomes. And exactly what type of outcome to sell. Using the third-generation approach, you’ll create greater emotional connections, differentiate from the competition, and win more business.

You’ll also learn how to evolve services and support to focus on enabling true customer success, and how that’s producing great references.

And marketing will have a whole new way of attracting attention, creating interest, and engaging prospects.

Most vendors have evolved past solution-selling and its approaches to marketing, sales, services, and support. The Outcome Generation shows how to align the whole business around a common theme - enabling outcomes the customers regard as success. And why that allows vendors to thrive! Get the book now and join the outcome generation.

©2018 Paul Henderson (P)2019 Paul Henderson

Valuable read for all Product Owners

This is an eye-opening book about how 3 generations of products (feature-focused, solution-focused, outcome-focused) behave and what it means to be in the 3rd generation. I also learned how to look beyond the problem statements from a customer to find a novel solution to the root cause. The book describes how the commonly-accepted solution can be just a part of the problem itself, and how most of the solutions today are just a 'mean to an end' not an 'end by itself'. It is a valuable read for product vendors and product consultants like us. I wish it had more examples and analysis of read products to establish the concepts.

A B2B strategist’s crystal ball!

For B2B sales and marketing strategists passionate about how the last few decades sales and marketing techniques are evolving for the SaaS industry , this is a great listen!
This books answers questions about how the true business objectives of your clients and how they make the decision to renew, or churn. Highly recommend as I’m seeing this happen first hand in my industry.

Customer Success at its best

Want to elevate you customer success? Employ the advice in this book. Make the common theme in your company Customer Success.