David Moskowitz, WW Director- Customer Business Value at MongoDB on building a full lifecycle value practice, introducing Total Value of Ownership as a thought process, using coaching as a technique to unite Sales, Customer Success, and Value Consulting, and a prediction for the merge of Value Management and Customer Success.
Four years into his journey of building the value consulting and management function at MongoDB, Worldwide Director - Customer Business Value, David Moskowitz is proving that a strategic investment in a value practice can pay great dividends for a company.
In this episode of Value Builders, David reflects on the history of the practice of value consulting and explains how it has evolved into being a critical part of the business model equation for growing organizations.
He shares how he thinks about ROI in comparison to TOC (total cost ownership) and introduces TVO - Total Value of Ownership - a key measure he uses for positioning value with customers to paint a full picture of the benefits of a customer relationship with MongoDB.
David also explains how he is using coaching as a new technique to teach his team’s Sales and Customer Success peers how to fish and uplevel value conversations.
The conversation ends with David elaborating on his prediction that value organizations and customer success organizations will grow closer together in the coming years.