In times of economic uncertainty, demonstrating value to your customers becomes even more crucial. The old ways of measuring success might not be sufficient in such situations. A data-driven ROI narrative not only provides evidence of the value you offer but is essential for building trust with your customers.

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To effectively create a credible value narrative, it is important to understand the hierarchy of data. At the foundational level, you have the meta information about your accounts – why they bought your product or service, who the primary users are, and potential expansion opportunities. Building on that, usage and adoption data give insight into how your customers are engaging with your offering and what information they find valuable. However, the most critical piece is tying together their business drivers with their usage and adoption data. This allows you to demonstrate how you are helping them achieve their goals, ultimately leading to desirable business outcomes and ROI.

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We have seen the success having these ROI and value conversations can have on retention and expansion. For example, Handshake saw that over half of their closed won revenue was influenced by their QBRs. Salesloft saw 98% of their customers who received their data-driven content renewed, while 86% even upgraded. It works.

In this blog series, we will dive deeper into this data-driven approach and provide actionable steps to help you build a compelling ROI narrative and communicate it effectively.

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