When your customer has a problem, do they turn to you first? Moving from being a transactional supplier to a trusted advisor doesn’t happen overnight. It’s about a sustained level of engagement that adds significant value and insight into your customer’s business - it doesn't begin with product discussion.
the pain points of the customer’s business and the wider challenges and outcomes they’re trying to overcome or achieve.
your organisation’s story beyond products and solutions. In a world where everyone has a lot to say, saying something relevant is critical.
competitive positioning to enable your stakeholders to see the value you add to their business over and above that of your competitors.
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