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Outcome Selling & Renewal Value Management—Successful joint ownership of AER (Adopt, Expand, Renew)
The Outcome Selling and Renewal Value Management webinar covered the importance of alignment after the Land activities prior to customer onboarding and Adoption plays. This alignment is ideally 'jointly' owned by both the Sales/Solution Engineers and Customer Success/Service/Renewal teams.
How has your organization effectively established co-ownership of this key phase? How does this scale across major and minor customer accounts?