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Klappentext Unlock the power of generative AI to transform your enterprise B2B sales and marketing strategies In AI-Driven Value Management: How AI Can Help Bridge the Gap Across the Enterprise to Achieve Customer Success, authors Craig LeGrande and Venky Lakshminarayanan reveal how artificial intelligence can revolutionize B2B value management. This book lays out a first-ever strategic blueprint for cost-effectively scaling value management programs. Value management is the art and science of orchestrating all the business functions in your company to envision and create exceptional value for your customers - and in the process enhance your pipeline, revenue and renewals. It's designed for business leaders who are looking to harness AI to gain a competitive edge and boost pipeline, revenue and expansions, effectively solving the problem of expensive scaling in business-to-business sales and marketing. Dive into the core of AI-empowered Value Management (AI-VM) through a detailed exploration of a comprehensive AI-driven value management blueprint. This guide uses real-world success stories and cutting edge AI technology solutions to illustrate how businesses can combine people, processes, and technology to execute value management at scale, enhancing efficiency and effectiveness. In this book, you'll: Learn from the successes and strategies of leading companies like Salesforce, ServiceNow, and Amazon Web Services Discover the AI-VM Blueprint, an integrated framework that lays out strategic, operational, and technological guidelines for deploying AI-driven value management Equip your team with actionable insights and tools to innovate and implement AI in your sales, marketing and customer success strategies effectively AI-Driven Value Management is essential reading for B2B professionals eager to leverage AI for business growth. If you are a business leader, manager, or professional aiming to integrate AI into your value management practices, this book will provide you with the knowledge and tools you need. Inhaltsverzeichnis Foreword xiii Introduction xv Chapter 1 Introduction to AI-Driven Value Management 1 A Brief History of Value Management 2 The Evolution of AI 3 Modern Corporate Governance-Raising the Bar on Capital Investments 5 Rethinking Customer Relationships 6 The Road to Customer First 7 Resource Barriers 9 Scaling Out Value Management 10 Introducing the Value Management Life Cycle 10 Your Guide to Achieving 8X Company Revenue Outcomes 11 Chapter 2 The Current State of Value Management 13 Understanding the Fundamentals of Business Value 13 Product Features vs. Value Messaging 14 How Value Beats Features: An Industry Success Story 15 The Modern Corporate Buying Process 16 The Rise of PMOs 18 Building a Value-Based Narrative: The Business Case 20 Three Phases in Building a Business Case 20 A Simple Home Purchase Example: Solar Panels 26 Beyond Case Studies 27 Understanding the Customer Life Cycle 28 Go-to-Market Collaboration: The Key to Value Management Success 28 Solution Value Messaging 30 Value Models 31 The Value Opportunity Stage (Awareness + Interest) 31 The Value Target Stage (Interest + Purchase) 33 The Value Realization Stage (Adoption) 34 The Value Expansion Stage (Renewal) 36 Chapter 3 Building the Future Value Management Program 39 The Game Changer: Artificial Intelligence 39 AI: Past, Present, and Future 40 AI-VM: Competitive Advantage at Scale 41 Introducing a Blueprint for AI-Value Management 42 Chapter 4 AI-Driven Value Management for Marketing 47 Empowering B2B Marketing with AI-Enabled Value Management 48 The Current State of B2B Market...
