Business Reviews

Business Reviews are strategic, periodic meetings between the customer and the vendor to evaluate the customer’s progress, usage of the product, and alignment with their business objectives. These reviews provide a platform for discussing performance, identifying new opportunities, and ensuring that the customer continues to derive value from the solution.

Main Audience

• Decision Makers
• Champions

Main Company Goal Supported

• Secure Renewals: Business Reviews allow the vendor to demonstrate value and showcase the progress made, increasing the likelihood of contract renewals.
• Increase Expansion Opportunities: These reviews provide an opportunity to discuss additional use cases, new features, and potential product expansions, driving upsell and cross-sell revenue.
• Churn Prevention: Regular reviews help the vendor address any issues or concerns early on, reducing the risk of customer churn by keeping the customer aligned and satisfied.

Customer Outcome (Objective)

Provide the customer with a strategic overview of their performance, usage, and progress toward their business objectives, ensuring ongoing alignment and satisfaction.

Main Actions for the Audience:

• Decision Makers: Review key performance metrics and assess the alignment of the solution with the organization's goals.
• Champions: Ensure the internal team is aware of the insights and opportunities presented during the review and drive engagement with the solution.

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Key Actions:

• Performance Evaluation: Present key metrics on product usage, business impact, and overall performance to the customer.
• Opportunity Identification: Highlight areas where the customer could benefit from additional features, modules, or product enhancements.
• Feedback Collection: Gather feedback from the customer to identify potential areas for improvement and adjust the engagement strategy accordingly.
• Strategic Planning: Align with the customer on future goals and plans to ensure continued success and growth.

Measurement of Success (Key Metrics):

• Percentage of renewals secured following a Business Review
• Number of upsell/cross-sell opportunities identified
• Customer satisfaction and feedback from the Business Review