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Ram Charan
WHAT THE CUSTOMER WANTS YOU TO KNOW
Shift from selling products to solving customer problems—and watch your business grow.
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Core Biz Category:
Marketing
Growth Category:
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What Will You Learn?
Understand customer profitability to transform from vendor to trusted partner – What the Customer Wants You to Know by Charan revolutionizes B2B relationship dynamics.
This comprehensive customer strategy summary and partnership methods include:
2025 application: As products commoditize rapidly, understanding customer economics becomes the only sustainable competitive differentiation.
Your Click.Apply.Grow™ partnership strategy: Study one key customer's business model deeply this week. Propose value beyond your product features. Measure their success metrics directly. B2B companies using this strategic approach achieve 75% higher customer retention and 3x larger deal sizes.
Sell products, remain vendor. Improve profits, become partner.
This comprehensive customer strategy summary and partnership methods include:
- Value Creation Selling - Help customers improve their P&L performance, not just your own
- Customer Profitability Analysis - Know exactly how your customers make money
- Trusted Advisor Positioning - Become indispensable through deep business insight and understanding
- Multi-Function Teams - Align entire organization around customer success metrics and outcomes
2025 application: As products commoditize rapidly, understanding customer economics becomes the only sustainable competitive differentiation.
Your Click.Apply.Grow™ partnership strategy: Study one key customer's business model deeply this week. Propose value beyond your product features. Measure their success metrics directly. B2B companies using this strategic approach achieve 75% higher customer retention and 3x larger deal sizes.
Sell products, remain vendor. Improve profits, become partner.
Strategies
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About the Author
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