This is Growth! Growth Pill: If Measuring Customer Value Feels Hard, Watch This.
Dec 10, 2025
Measuring customer value is a challenge that many companies avoid, with 56% opting out. However, not quantifying value can backfire, especially during renewals where evidence is essential. The risk increases when onboarding new decision-makers without clear data on product usage. The discussion emphasizes the importance of cross-functional collaboration in measurement practices. Ultimately, teams are encouraged to prioritize data over hope to ensure long-term success.
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Hard To Measure, Harder To Ignore
- Measuring customer value is hard, but avoiding it creates bigger problems at renewal and negotiation.
- Lack of value evidence leaves teams without leverage and blinds them to customer progress.
Value Evidence Is Leverage
- Without value evidence you lose leverage against competitors and risk during renewals.
- New contacts also struggle to onboard without clear info on how your product drives outcomes.
Choose Building Over Firefighting
- Choose to solve value measurement cross-functionally to build a strategic foundation.
- Avoid staying in firefighting mode that keeps your team defensive and reactive.