Disruption Is Coming
What is it you actually offer your clients? When you provide your service or product, does the client have something they can point to—a quantifiable return? Sure, you offer a product that works or you provide a service, but so does your competition. To stand out in tomorrow's market, you must offer value as a service.
Value as a Service is the next disruption in business, and Rob Bernshteyn is at its forefront, having successfully implemented value as a service while saving his customers at Coupa over $6 billion. In this book, he shows how you can apply it to your own business.?
Value—the specific, quantifiable value that you offer your client—is the only definitive differentiator for a product or a service, especially when they are otherwise more or less equal. Do you offer greater savings—and therefore greater profits—than your competitors? Do you offer greater comfort, as Virgin Air does, or a sense of style, like Apple??
When the coming disruption overtakes your industry, what value will you have to offer??
You can't afford to be left behind.
Rob is the chief executive officer and president of Coupa, and he drives the company’s strategy and execution. Since 2009, Rob has led Coupa to a 100 percent revenue growth and over-95-percent customer renewal rate for six consecutive years. Rob has over two decades experience in the business software industry. He came to Coupa from SuccessFactors, where he ran global product marketing and management as a member of the executive management team as the company scaled from an early start-up to a successful public company. Prior to that, Rob directed product management at Siebel Systems, where he helped build Siebel ERM into one of the company’s fastest-growing product lines. Rob also did a stint in management consulting at McKinsey & Company, and he spent four years at Accenture, where he focused on global SAP systems implementations.
Rob is a guest lecturer at Harvard and Stanford business schools and a frequent contributor to Forbes and Fortune magazines. He can often be heard providing commentary on major news programs, including Bloomberg’s Money Moves and NPR’s Morning Edition. Rob holds a BS in information systems from the State University of New York at Albany and an MBA from Harvard Business School.
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