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How To Win As A Best-in-Class Net Dollar Retention Enterprise

Season 2 Episode 7

Achieving performance as a technology enterprise that has best-in-class Net Dollar Retention requires an organizational, strategic and operational evolution from the traditions of enterprise technology growth. In this episode, renowned author, spreaker and advisor to the enterprise technology world, Geoffrey Moore, discusses what it takes to hit those performance benchmarks and win in today’s recurring revenue economy.

How To Win As A Best-in-Class Net Dollar Retention Enterprise

Customer Value Realization Is The Key

In the legacy B2B technology perpetual license business model new customer acquisition was king. But, the license model has now been fully eclipsed by the subscription economy. Today, top performing enterprises are shifting from new customer acquisition to now focusing on driving value realization for existing customers and, as a result, driving customer retention and expansion.

Successfully shifting business performance from new customer acquisition to customer adoption, retention and expansion tied to customer value realization is a multi-faceted business challenge. Leaders will encounter functional silos, conflicting organizational goals, ambiguous definition of customer value and incomplete data blocking their path. In order to overcome these challenges and master customer value realization, B2B leaders need to evolve their understanding of and approach to the customer journey.

On This Episode, You’ll Learn:

  • How Geoffrey’s groundbreaking Zones to Win framework can be applied to the evolution every B2B technology enterprise is undergoing
  • Why customer value realization is the new cutting edge for any enterprise seeking to succeed with Net Dollar Retention
  • The future of data, technology and Product-Led Adoption in driving best-in-class recurring revenue performance

Does your Sales process include metrics that you can leverage after the sale to validate if your customer actually achieved value? These are different to adoption metrics, which indicate if your customers are using your product but they don’t prove if your customers are actually achieving value from the use of your product.”

– Geoffrey Moore

On This Episode, You’ll Hear From:

Geoffrey Moore, Author, Speaker & Advisor

Geoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Wildcat Venture Partners portfolios and established high-tech enterprises, most recently including Salesforce, Microsoft, Autodesk, F5Networks, Gainsight, Google, and Splunk.

Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. His first book, Crossing the Chasm, focuses on the challenges start-up companies face transitioning from early adopting to mainstream customers. It has sold more than a million copies, and its third edition has been revised such that the majority of its examples and case studies reference companies come to prominence from the past decade. Moore’s most recent work, Zone to Win, addresses the challenge large enterprises face when embracing disruptive innovations, even when it is in their best interests to do so. It’s time to stop explaining why they don’t and start explaining how they can. This has been the basis of much of his recent consulting.

Irish by heritage, Moore has yet to meet a microphone he didn’t like and gives between 50 and 80 speeches a year. One theme that has received a lot of attention recently is the transition in enterprise IT investment focus from Systems of Record to Systems of Engagement. This is driving the deployment of a new cloud infrastructure to complement the legacy client-server stack, creating massive markets for a next generation of tech industry leaders.

Moore has a bachelors in American literature from Stanford University and a PhD in English literature from the University of Washington. After teaching English for four years at Olivet College, he came back to the Bay Area with his wife and family and began a career in high tech as a training specialist. Over time he transitioned first into sales and then into marketing, finally finding his niche in marketing consulting, working first at Regis McKenna Inc, then with the three firms he helped found: The Chasm Group, Chasm Institute, and TCG Advisors. Today he is chairman emeritus of all three.

Ross Fulton, Founder & CEO

Prior to founding Valuize, Ross spent over 16 years growing software companies and their partners in go-to-market strategy, sales engineering and customer success leadership roles on both sides of the Atlantic. An Englishman by birth but not by nature…he’ll take an espresso over tea every time!