Converting Indirect Value into Direct (Financial) Value
A discussion on how to approach the problem of providing meaningful measurement of indirect value in financial terms. Converting Indirect Value into Direct (Financial) Value
Measuring Progress
An explanation as to the link between knowledge and power, and a discussion on how a better understanding of progress being made enables CSMs to help customers attain their outcomes more productively and efficiently. Knowledge is Power Progress Towards Outcome Attainment
Determining the Value Generated
A discussion about how value can be measured, including an explanation of the difference between direct and indirect value. Determining the Value Generated Direct Value (Direct Benefits)
Directly & Indirectly Impacted Users
A discussion on impacted users and an explanation for the difference between directly and indirectly impacted users, together with discussion on why understanding both types of impacted users can be important. Directly & Indirectly Impacted Users