B2B Buyer Value: How To Define Effective Metrics

June 21st, 2022

Ross Graber VP, Principal Analyst

Maxie Schmidt VP, Principal Analyst

With contributors:

Barbara Winters , Cristina De Martini , Tyler Orleans , Ellen Lind

Summary

To achieve superior revenue performance, B2B organizations must work relentlessly to improve the value they deliver to buyers during their buying journeys. Yet buyer value cannot be seen as generic and universal for all buyers across all buying journeys. Organizations must identify the most meaningful drivers of value for their buyers, prioritize those that present the greatest opportunity, and consistently measure performance against those selected. This report details a best practice approach B2B organizations should take to prioritize buyer value drivers and turn them into metrics for monitoring and increasing delivered value.

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