What if the value your company believes it’s delivering to its key customers is actually what they call “table stakes?” What steps should you take to restore the value proposition and move toward a true partnership your customers?
In order to accelerate growth, Eastman took the time to validate their internal perspective and get a fact-based understanding of their customer relationship.
“The (customers) went ahead and validated the numbers. They put them in two buckets, one being the one-time value they received, and the other was the repeat value. This repeat value ended up being $12 million a year. That’s a big number…It was a tremendous opportunity that got us recognized for the work we were doing.”
Read the full Eastman case story.