1 of 2

VALUE REALIZATION FRAMEWORK

Marketing / Sales / Customer Success

Alignment

JOURNEY TO VALUE REALIZATION

Onboarding

(Faster TTV)

Goal Setting Session (Desired Outcomes)

Quarterly Product Feedback

Executive Business Review

Increased Renewals, Expansion, LTV, VoC

ABM: Webinars, Workshops, Advocacy

Measure Customer Health and Product Adoption

Customer Advocacy

RE’FLEKT Campus (RC)

Tailored Engagement Based on Health Metrics

React Accordingly while Decreasing Risk of Churn

HEALTH TRACKING

Customers will experience RE’FLEKT’s customer-centric approach while realizing value quickly (faster TTV).

RE’FLEKT will have customer health insights and can proactively monitor product adoption and risks to proactively resolve.

Product and AR thought leadership will be offered through RE’FLEKT’s solution expert and customer success manager.

Product training guides, ongoing education, and access to RE’FLEKT experts will be offered to customers.

JOURNEY TO VALUE REALIZATION

TRUSTED ADVISOR - “COACH”

CUSTOMER HEALTH TRACKING

RE’FLEKT BEST PRACTICES TOOLKIT

CUSTOMER LOYALTY & ADVOCACY

TRUSTED ADVISOR TOOLKIIT

ROI Calculator

* Frequency will depend on product and account priority.

ONBOARDING

ADOPTION

EXPANSION

1

2 of 2

HIGH-LEVEL ABM FRAMEWORK

​

Demand Generation

Technology Pilot

Production Implementation

Expansion

Goal

Capture interest and establish connection

Demonstrate value and convert pilot into production rollout

Larger scale rollout

Capture interest about technology from other BUs

Strategies

  • Webinars
  • Tradeshows
  • Inbound and outbound campaigns

​

​

  • Pilot methodology (scope, build, UAT, and deploy)
  • Trusted advisor best practices toolkit
  • EBR framework
  • Value-driven KPI framework
  • Implementation methodology (scoping, build, UAT, deploy, sustainability)
  • Trusted advisor best practices toolkit
  • EBR framework
  • Value-driven KPI framework
  • Webinars / events
  • Inbound and outbound campaigns
  • Deploy tailored landing page

​

Suggested Collateral

  • Case studies
  • White papers
  • eBooks
  • Testimonials
  • ROI calculator
  • Implementation toolkit
  • Tutorials
  • Best practice guides
  • KPI framework

​

  • Implementation toolkit
  • Tutorials
  • Best practice guides
  • KPI framework
  • Case studies
  • Success stories
  • Testimonials
  • ROI evidence and calculator
  • Landing page framework

Stakeholders

Marketing, Sales

Solutions Engineering, Customer Success

Project Management, Solutions Engineering, Customer Success

Marketing, Customer Success, Sales

Success Measure

(Increase In)

MQLs, Opportunities, Closed/Won Accounts

Meeting KPI Expectations, Production Deployments

Meeting KPI Expectations, New Opportunities, Awareness

Expansion Opportunities to other BUs, Awareness

2