"We are struggling with internal alignment around value at our organization."
This is one of the most frequent—and pressing—concerns voiced by leading B2B organizations within Ecosystems’ Customer Value Community as they navigate the transformation toward a value-selling framework. This journey is often hindered by a lack of clear guidance and resources, which is why Ecosystems created the Value Blueprint.
The Value Blueprint is grounded in the following principles:
- Rooted in over 20 years of empirical research on buyer/seller dynamics and best-in-class value programs
- Shaped by Ecosystems’ experience leading more than 250 enterprise-wide sales transformations
- Informed by insights from 35,000+ global sellers and customer success professionals using the Ecosystems platform
- Designed to map an organization’s value maturity across five distinct stages: Nascent, Emerging, Established, Progressive, and Leading Edge
Over 300 global GTM leaders from the world’s most progressive organizations in the Customer Value Community workshopped the Blueprint, giving members deep insights into where organizations stand—and where they aspire to go—on the value maturity continuum.
Introducing Value Blueprint 3.0
Leveraging this collective data and direct feedback from the Customer Value Community, Ecosystems refines its approach annually and recently launched the Value Blueprint 3.0. This latest iteration addresses key emerging priorities, including:
- Collaborating with customers on the Business Value of Agentic AI
- How teams are utilizing agentic AI to drive efficiency and innovation
- Value Realization and the emerging need to track outcomes
- Enabling Partners on value
This third iteration of the blueprint was unveiled in a recent Customer Value Community webinar, featuring thought leaders:
- Nicolas Day, VP, Global GTM Growth Strategy & Enablement at SentinelOne
- Jayd McFerson, Director, Value Enablement at ServiceNow
- Beth Kaiser, Senior Manager, Global Value Practice Leader at Autodesk
- Chad Quinn, CEO & Co-Founder of Ecosystems
These GTM leaders offered compelling insights into the most significant enhancements within the Value Blueprint 3.0—particularly around agentic AI integration, value realization, and enabling partner ecosystems with value.
The Role of AI in the Modern GTM
Artificial Intelligence continues to reshape the workplace, evolving at an unprecedented pace. In today’s industry, four distinct categories of AI are recognized:
- Programmatic AI: Analyzes data to identify trends and patterns; reactive and rules-based. (e.g., predictive analytics)
- Responsive AI: Adjusts to human input within preset parameters. (e.g., ChatGPT)
- Agentic AI: Executes workflow and tasks, making adept decisions with limited human input (e.g., Ecosystems’ own ViViENTM (Virtual Value Engineer) is an example).
- Autonomous AI: Functions independently without any human intervention (e.g., self-driving cars).
These AI types are now integrated into the Value Blueprint 3.0, with autonomous AI representing stage 5 of maturity. As organizations rapidly move toward this future, agentic AI is becoming a primary focus for many B2B organizations. According to Gartner, 33% of enterprise applications will integrate agentic AI by 2028.
The Customer Value Community panelists echoed this trend. At SentinelOne, agentic AI is deployed to proactively combat cybersecurity threats, and ServiceNow is threading AI into every aspect of its platform. Meanwhile, Ecosystems leverages ViViENTM to analyze data from 35,000+ users, enabling customer-facing resources to discover, quantify, and track value faster and more effectively.
Value Realization: Moving Beyond Metrics
"Value is an experience, not a calculation."
Increasingly, Customer Value Community members report heightened pressure during renewal cycles, particularly from CFOs seeking tangible proof of ROI. In response, many top-tier organizations are prioritizing value realization as a strategic objective.
At Autodesk, for instance, value validation has become a formalized company-wide objective, shared by Beth Kaiser. And as Jayd McFerson at ServiceNow emphasizes, value isn’t just about financial metrics—it’s about creating a seamless and meaningful customer experience. Without that, the value realized risks being overlooked or misunderstood.
To address this, Ecosystems’ Value Blueprint 3.0 breaks down both “value realization” and “customer experience” in the broader umbrella of “value execution,” emphasizing the need to deliver value in a way that customers can see and articulate.
Ecosystems’ Collaborative Success Plan, powered with real-time telemetry data, supports this by offering a shared space for customers and sellers to align on success metrics, timelines, and deliverables, ensuring value is embedded into the experience as a whole, not just calculated.
Partnering for Value
With 96% of B2B revenue now partner-assisted, it’s clear that enabling partners with value is not optional—it’s essential. Recognizing this, Ecosystems has embedded partner activation into the new Value Blueprint 3.0, helping organizations within the Customer Value Community to scale value across a broader ecosystem.
Why is this so powerful? Because your partners already have trusted relationships with potential buyers. This built-in credibility can significantly accelerate the sales cycle. However, as Nicolas Day at SentinelOne points out, the key to success lies in ensuring that partners understand their own value in the equation.
To make these partnerships effective, you must clearly answer:
- What value does the partner gain from the collaboration?
- How does their solution complement yours?
- How will your joint offering deliver measurable value to the end customer?
“You’ve got to have every bit of the partner ecosystem centered around a seamless value story. That’s the ultimate North Star.”
Ecosystems’ platform empowers sellers, partners, and customers to collaborate on a unified value narrative—all within a single, centralized space. When value is the focal point, alignment naturally follows.
To explore how Value Blueprint 3.0 can support your organization’s value transformation journey, reach out to our team.
