As a growing SaaS organization, Medallia needed
- Tools to grow a knowledgeable sales force quickly
- A framework to create and grow value along the customer life cycle
- Cross-functional alignment centered on the customer
Command of the Message® gave Medallia’s executives the tools and processes they needed to consistently grow customer value in a SaaS model and equip their sales teams to align to the buyer.
“The core of the Value Messaging Framework is understanding the buying process and what the buyer is trying to achieve. Because of the framework and discovery questions, we do a much better job of mapping our solution to buyer needs, and we are more tightly aligned as a company with the customer,” said Davis. “On delivery, the product, implementation, and servicing teams all understand and are speaking the same vernacular. Everyone has value objectives instead of tactical metrics they need to hit.”
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