8 CHAMPION GUIDES Whatever value metric you select, don’t forget to ensure that it aligns with your delivery costs and will scale and grow with your customers. The only way to uncover this ideal provider-and-customer alignment is through testing. Yes, that means you should put your value metric out in the wild and see how it performs with real customers. Keep in mind that you’ll need to be patient—a data-driven approach requires implementing, testing, and iterating different ideas. It takes time and honing to ensure your value metric aligns with your underlying technology and resonates with your customers 8 CHECKLIST: TEST THE STRENGTH OF YOUR VALUE METRIC Does your value metric clearly communicate your solution’s value? Does it match how customers think and talk about your solution? Does it scale with customer usage and encourage more spend? Does it provide flexibility for customers? Does it align with your costs and support financial growth? Organization Type Value Metric Internet marketing platform # of marketing contacts Monitoring and analytics tools Amount of ingested or scanned GB Authentication services # of external active users Communication platform # of SMS messages Cloud computing service provider Per GB / domain Security network Per feature pricing Task automation service # of tasks Value Metric Examples