Summary
Value reviews are formalized, structured interactions with customers in which the B2B organization articulates and demonstrates the value of products and solutions the customer has purchased. Consistent value reviews encourage renewal, grow the business relationship, arm internal champions and decision-makers with evidence of the products’ and solutions’ effectiveness, and sow the seeds of advocacy by shaping stories of customer success. In this report, we share templates for creating a value review presentation and guidance on how to establish an effective value review program.
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