This session introduces a practical framework for crafting compelling value messages that ignite customer engagement and drive wins, built around the formula (Context + Relevance) ^ Impact = Customer Wins. We’ll explore three key steps: uncovering the customer’s context through deep discovery, presenting relevant use cases that directly address their needs, and aligning those to quantifiable business impact. Participants will also receive a Value Prop Formula template that connects product capabilities, relevant use cases, value statements, and proof points—plus strategies to highlight the cost of inaction. By applying this approach, teams can move beyond feature selling to deliver measurable value that earns customer trust, loyalty, and long-term success.

Join us for a dynamic roundtable exploring the evolving role of enablement in driving both customer and revenue success. We’ll dive into timely topics and real-world strategies, including: 1. Conversational readiness in action: Preparing sales teams for every buyer interaction 2. Designing onboarding for behaviour change, not Just Knowledge Transfer 3. Enablement at scale: Running programs for global vs. regional teams 4. From sales enablement to revenue enablement: Aligning with GTM for unified impact 5. From Ghosting to Coaching: Engaging Managers (with a Little Help from AI) 6. AI Ambassadors: Building and scaling peer-to-peer learning programs