Value Realization: Hands-On
Transform how you quantify, communicate and deliver customer value with our immersive 4-day program for customer success professionals.
Master the Art of Value Realization
In today’s competitive B2B landscape, demonstrating tangible value is no longer optional—it’s essential for retention, expansion, and sustainable growth. Our hands-on program equips you with practical tools and frameworks to measure, contextualize, and communicate the value your solutions deliver.
This immersive course goes beyond theory, focusing on real business scenarios and active client engagement. You’ll work on actual customer cases to generate actionable deliverables that position you as a strategic partner who drives meaningful business outcomes.
Transform raw data into compelling value narratives that resonate with decision-makers.
Course Objectives & Methodology
Apply End-to-End Methodology
Master a comprehensive Value Realization framework that supports customers in quantifying and communicating the value your solutions deliver throughout their journey.
Build Hands-On
Skills
Develop practical abilities to justify value using data, insights, and business context that resonates with stakeholders at all levels of your customer's organization.
Work on
Real Cases
Apply what you learn to actual customer scenarios, creating deliverables you can implement immediately after completing the course.
Become a
Trusted Advisor
Position yourself as an indispensable partner through strategic storytelling and stakeholder alignment techniques that drive executive engagement.
Program Structure: A 4-Day Journey
Day 1:
Quantitative Exploration
Measure What Matters
Learn to identify and quantify economic value using customer-specific KPIs. You’ll build your first “Value Tracker” with estimated and target metrics for a real account.
- Introduction to Value Realization methodology
- Defining customer-specific value
- Identifying impact KPIs: efficiency, savings, growth
Day 2:
Qualitative Exploration
Hear What Drives Decisions
Master techniques for capturing customer insights that contextualize your quantitative data. Through roleplay exercises, you’ll practice customer interviews and build an “Insight Map.”
- Customer interview techniques and active listening
- Stakeholder mapping and analysis
- Identifying drivers, pain points, and hidden goals
Day 3:
Contextual Exploration
Understand the Customer’s World
Align value delivery with your customer’s internal and external context. Through team exercises, you’ll create a “Context Radar” that positions value within the customer’s business environment.
- External analysis: industry, regulation, competition
- Internal analysis: organizational changes, budget pressures
- Risk, opportunity, and timing mapping
Day 4:
Value Storytelling
Communicate with Impact
Transform data, insights, and context into compelling stories for decision-makers. You’ll create and present a “Customer Value Story” for a key account in a simulated executive pitch.
- Business storytelling fundamentals
- Crafting powerful value narratives
- Using value stories in strategic conversations
Practical Tools & Deliverables
Value Tracker
A dynamic dashboard for ongoing monitoring of key performance indicators and quantified value metrics. This tool transforms abstract benefits into concrete, measurable outcomes.
Insight Map
A visual representation of stakeholder perspectives, pain points, and priorities. This deliverable enriches your value narratives with the human element behind the numbers.
Context Radar
A strategic assessment tool that helps interpret and position value within your customer’s unique business environment, including industry trends and organizational priorities.
Customer Value Story
A compelling narrative framework that translates data and insights into a powerful story for executive stakeholders, driving retention and expansion opportunities.
Key Benefits for Your Career
Practical Experience
Apply Value Realization methodology in real business settings, giving you immediate confidence to implement these approaches with your own customers. You’ll leave with completed templates and frameworks ready for use.
Actionable Tools
Master powerful frameworks that demonstrate value across the customer lifecycle—from onboarding through expansion and renewal. These tools become your competitive advantage in customer conversations.
Strategic Positioning
Elevate your role from service provider to strategic partner and trusted advisor. Learn to speak the language of business impact that resonates with executive decision-makers.
Business Growth
Drive measurable increases in retention, expansion, and account growth through your enhanced ability to articulate and demonstrate the tangible value your solutions deliver.
Program Format
- Duration: 4 days (3 hours per day, 12 hours total)
- Delivery: Online, interactive sessions
- Languages: English and Spanish
- Materials: All templates and frameworks included
Target Audience
Customer success professionals, sales, presales, and account managers responsible for long-term value delivery in B2B settings.
Investment: 6.000 € per participant
Includes all course materials, lifetime access to recorded sessions, and a 30-day post-course support period for questions and implementation guidance.
Corporate packages available for teams of 5+ participants with customization options for your industry challenges.
Ready to Master the Art of Value Realization?
Secure your spot in our next cohort by contacting us today. Custom in-house programs for teams are also available upon request.