Value Builders Ep. 41 - Paul Henderson
The foremost thought leader on outcome strategy development, Paul Henderson, Founder of Outcome Leaders, will soon be launching his next book titled "Income From Outcomes: How to Drive Revenue and Profit Through A Customer Outcome Program."
In this episode of Value Builders, Paul joins me to discuss his new book and the best ways to tap into unrealized income by creating an outcome program.
Paul details several concepts that align to building an outcome program including outcome lifecycles, the growing gap in the buying cycle that is handcuffing organizations, and the opportunity to build pipeline through the development and positioning of initiatives in collaboration with customers.
About Paul Henderson
Before founding Outcome Leaders, Paul Henderson led the Asia Pacific region for a mid-sized enterprise software company. He had 200 people across nine countries supporting 800 enterprise customers. For the last five years in this role, he led the design and running of an outcomes program across the whole region. He learned what worked and what didn’t across diverse cultures.
At the end of that five years, he realized two things:
- Lots of other technology vendors were struggling to deliver real success for their customers, and with over five years’ experience, he thought he could help them
- He really cared about customers achieving the outcomes they bought software to achieve.
He then left the software company, spent one and a half years researching and writing, and published his second book; The Outcome Generation: How a New Generation of Technology Vendors Thrives through True Customer Success.
Paul’s practical experience and his research for the book underpin the Outcome-based Customer Success program.