48sec snip

The Enablement Edge cover image

Forget Pipeline and Focus on Customer Success with Mark Kosoglow

The Enablement Edge

NOTE

The Decline of Value and Renewal Battles

After the initial deployment excitement, users' engagement wanes as the value of the tool fades from their memory. This leads to tough renewal battles due to declining value, as people don't expand when value remains flat. The situation aligns closely with a human behavioral concept known as a variable ratio reinforcement schedule.

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