About this session
In this workshop Zach Gropper, CEO of Insight Revenue and a founding team member behind the Challenger approach at CEB/Gartner, will show how sales teams can shift from selling products to selling platforms and why that shift is now essential as foundational and native models commoditize individual features. When a buyer can approximate one capability with an off-the-shelf model, differentiation no longer comes from the feature set. It comes from how well a commercial team engages with a customer and builds trust.
This goes beyond pitching routes, rates, and specifications, and looks at how enterprise buyers actually evaluate platforms and partners, where platform deals stall, and what separates teams that sell strategic value from those that end up competing on price. Drawing on Insight Revenue's research into how sales organizations succeed and fail at platform selling, the session works through the real failure points and the practices that consistently overcome them.
The workshop closes on BRIDGE, a practical framework that models documented high-performer practices for aligning a commercial team's motion around platform selling -- from discovery through to stakeholder consensus. After this session you'll have a clear read on where your own team sits today and concrete next steps to move towards building relationships with customers around enterprise value.
Target audience:
Founders, Sales leaders, Sales Enablement leaders