Are You Selling Products or Outcomes? (Audio)
Partnering with Customers
An overview of the principles benefits to both customer and supplier of having a partner/partner relationship approach rather than a buyer/supplier relationship, together with an explanation of the "shared risks, share rewards" model. The Partnering Approach The "Shared Risks, Shared Rewards" Model
Working with the Customer: Credibility & Rapport
A discussion about how to create, develop and manage relationships with customer stakeholders, with a particular focus on the importance of both credibility and rapport. Working With the Customer: Credibility & Rapport
Customer Success and Building Communities (Audio)
A conversation with Khosrow Salmanzadeh. Khosrow has worked for Cisco since 2007, initially in a Business Development Manager role, and then latterly in a Customer Success Role, and his current job title is Success Programs Manager. In this role, Khosrow is responsible for building customer success related partner communities, and in this discusion he explains [...]