VALUE framework

Every November as days shorten and temperatures drop, the ice begins to form on the lower sections of the famed Gallatin River in southwest Montana.  Anglers take a pause from throwing fall streamer patterns and chasing the elusive Brown Trout.  They move to casting smaller nymph and emerger pattern…

It’s easy to understand the value of adoption from the customer’s perspective, at least on the surface. But there’s a lot more to it than meets the eye. To connect the dots between adoption and value realization as sellers, we must first recognize the drivers behind every purchase, and the outcomes…