Merkle EMEA’s Post

Well done Daniel Lindner and Ioannis Zeibekis for a great keynote session! You guys Rocked the stage 🤘and I am sure you will have more people reaching out with questions as it is a very relevant topic for everyone operating in B2B! Accenture, Accenture DACH, Accenture Song #subcription Zilliant, #CPQ, #pricingoptimization

Very excited to share my interview with Irit Eizips, Chief Customer Officer and CEO of CSM Practice as we discussed scaling a customer success organization. We covered everything from leveraging the data one has, to implementing creative strategies to drive adoption, scaling NRR rates.  Key Insights from the interview: 📊Implementing Capability Adoption Scores - how to utilize Gainsight's Capability Adoption scores to drive adoption and reduce churn by catching risks early. 🔍Leveraging Telemetry Data - how to utilize the data one already has to visiualize how, where and why the usage is changing to measure true adoption. 🤝Aligning with Go-to-Market Teams - how to foster close collaboration between sales, pre-sales, and customer success teams, to impact GTM goals, enhancing overall customer experience. It was a real pleasure to be a part of this discussion. Thanks a lot, Irit Eizips for your insightful comments and thought-provoking feedback. Episode link is in the comments! #CustomerSuccess #NetRetention #TelemetryData #CapabilityAdoption #Innovation #Leadership #Softwareag #Integrations #webMethods #Gainsight

𝐌𝐢𝐧𝐝𝐬𝐡𝐚𝐫𝐞: 𝐒𝐡𝐢𝐟𝐭𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐓𝐫𝐚𝐧𝐬𝐚𝐜𝐭𝐢𝐨𝐧𝐬 𝐭𝐨 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬 𝐢𝐧 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 I had the pleasure of delivering the keynote "Beyond Transactional Business: Pricing for Monetizing Relationships" together with Ioannis Zeibekis from Merck at Zilliant’s Mindshare conference in Amsterdam. Special thanks to our partners at Zilliant for creating such a great event with an engaged community of pricing enthusiasts! Our keynote explored the shift from transactional pricing to models that cultivate long-term relationships. Recurring revenue models - such as subscription, pay-per-use, and outcome-based pricing - allow companies to enhance customer engagement and loyalty, though many still face challenges in implementing and sustaining them. Using examples from software, healthcare, and logistics, we underscored that successful models need alignment with customer needs, ongoing innovation, and a holistic approach across the organization—from R&D to Sales. Thank you to Zilliant and the Mindshare community for the inspiring exchange on the future of pricing! #Growth #PricingStrategy #RelationshipPricing #RevenueManagement #Accenture #Mindshare2024 #Keynote

Are you attending #SalesforceTour London today? Join PwC UK experts at the PwC booth to discuss the importance of being transformative, and don’t miss the insightful speaker session, Delivering customer transformation at speed - Belron's story: 📍Content Pavilion 2 📅12:20-12:40pm 💡Hear from Nick Cleary, Customer & Digital Transformation Director at Belron Group and Shobana Rajamani, Partner, Customer Transformation at PwC UK Find out more. #PwC_Salesforce #BeTransformative

Something interesting I learned from Luca Mancinelli, PhD from Informatica as we talked about 🌍 Embracing Cultural Diversity in Customer Success 🌐 🔍 Luca talked about the crucial role of cultural sensitivity in global markets, particularly in EMEA and LATAM. 🤝 🗣 Understanding the nuances in language and communication styles across different cultures is not just a necessity but a strategy for success. Whether it’s Spanish in Spain or Spanish in South America, every word and interaction matters and can greatly impact customer relationships. 👥 As we navigate the complexities of global interactions, Luca reminds us that managing these cultural differences thoughtfully is key to building lasting relationships and delivering exceptional customer experiences. 🚀 💡 Let's take this insight forward and continue to learn, adapt, and grow in our approaches, ensuring that every customer feels understood and valued, no matter where they are in the world. 🌐✨ I'm excited to see the videos we will extract from our interview - #CustomerSuccess #GlobalMarkets #CulturalSensitivity #BusinessStrategy #Leadership Boost Win Rate Andrew Devlin Konstantinos Papakonstantinou #personalbranding #b2bsales

We recently hosted a roundtable with some of Europe's leading Account Based Marketing practitioners. MariCarmen Ribes Espinosa sparked the discussion brilliantly, with her point of view based on experiences at Kyndryl. There’s arguably no bigger change possible for an ABM leader than the shift from Year One of a brand-new business into ‘business as usual’. So we're very grateful to MariCarmen for sharing what she sees as the most impactful ABM activities at different stages of the journey. It made the perfect thought-starter for more conversation around the room. Here's just three areas that came up in the wider session; 🍃 Cultural alignment with customer accounts: How ABM'ers are connecting with the ESG initiatives of top customer accounts. 👥 ABM account cross-fertilisation: There are increasingly more examples of programs where there are opportunities to bring customers from different accounts together, orchestrated around the goals of the ABM program. 3️⃣ The perennial topic of measurement: Measuring what really matters (rather than what’s easy to measure). But there's still a challenge of rolling up the measures that matter in individual accounts to an overall ABM dashboard that doesn’t fall back on lowest-common denominator metrics. #AccountBasedMarketing #B2BMarketing #ABM

We recently hosted a roundtable with some of Europe's leading Account Based Marketing practitioners. MariCarmen Ribes Espinosa sparked the discussion brilliantly, with her point of view based on experiences at Kyndryl. There’s arguably no bigger change possible for an ABM leader than the shift from Year One of a brand-new business into ‘business as usual’. So we're very grateful to MariCarmen for sharing what she sees as the most impactful ABM activities at different stages of the journey. It made the perfect thought-starter for more conversation around the room. Here's just three areas that came up in the wider session; 🍃 Cultural alignment with customer accounts: How ABM'ers are connecting with the ESG initiatives of top customer accounts. 👥 ABM account cross-fertilisation: There are increasingly more examples of programs where there are opportunities to bring customers from different accounts together, orchestrated around the goals of the ABM program. 3️⃣ The perennial topic of measurement: Measuring what really matters (rather than what’s easy to measure). But there's still a challenge of rolling up the measures that matter in individual accounts to an overall ABM dashboard that doesn’t fall back on lowest-common denominator metrics. #AccountBasedMarketing #B2BMarketing #ABM

We recently hosted a roundtable with some of Europe's leading Account Based Marketing practitioners. MariCarmen Ribes Espinosa sparked the discussion brilliantly, with her point of view based on experiences at Kyndryl. There’s arguably no bigger change possible for an ABM leader than the shift from Year One of a brand-new business into ‘business as usual’. So we're very grateful to MariCarmen for sharing what she sees as the most impactful ABM activities at different stages of the journey. It made the perfect thought-starter for more conversation around the room. Here's just three areas that came up in the wider session; 🍃 Cultural alignment with customer accounts: How ABM'ers are connecting with the ESG initiatives of top customer accounts. 👥 ABM account cross-fertilisation: There are increasingly more examples of programs where there are opportunities to bring customers from different accounts together, orchestrated around the goals of the ABM program. 3️⃣ The perennial topic of measurement: Measuring what really matters (rather than what’s easy to measure). But there's still a challenge of rolling up the measures that matter in individual accounts to an overall ABM dashboard that doesn’t fall back on lowest-common denominator metrics. #AccountBasedMarketing #B2BMarketing #ABM

🌟 Recap from PegaWorld iNspire 2024! 🌟 We had an incredible time at PegaWorld iNspire 2024, where we proudly participated as Platinum Sponsors. One of the highlights was our breakout session on "Connected Marketing - Bringing Data, Content & Intelligence together for Marketeers."Our esteemed panelists, Phil Lockhart (Chief Digital Officer, Credera), Vince Jeffs (Senior Director Product Management, Pegasystems), and Alex Berton (Global Head of Decisioning, Areteans), led an insightful discussion that captivated the audience. Key Takeaways: Data Integration: Innovative techniques for creating a unified view of the customer. Content Strategy: Crafting and deploying engaging content that resonates with audiences. Intelligence: Leveraging AI and machine learning for smarter marketing decisions and personalized experiences. This session truly embodied our themes of Connected Intelligence and Automation Excellence, providing actionable strategies for enhancing marketing effectiveness and customer engagement. Thank you to everyone who attended and made this session a success! Stay tuned for more insights and updates as we continue to drive innovation and excellence. #PegaWorld #ConnectedMarketing #OurInsightsYourEdge #ConnectedIntelligence #AutomationExcellence #AreteansatPegaWorldiNspire

𝐆𝐫𝐨𝐮𝐧𝐝𝐛𝐫𝐞𝐚𝐤𝐞𝐫 𝐒𝐩𝐨𝐭𝐥𝐢𝐠𝐡𝐭: 𝐌𝐨𝐧𝐝𝐞𝐥𝐞𝐳 𝐈𝐧𝐭𝐞𝐫𝐧𝐚𝐭𝐢𝐨𝐧𝐚𝐥 Discover what's possible from clients partnering with Pega today. Learn how this global snack leader is building seamless customer experiences across channels in 150 countries. Our spotlight’s on Srini Rajagiri, Director of Data Management, as they share how Pega helped unite legacy applications to unlock impossible outcomes. https://pe.ga/3UgXCa5