Originally published on 7/20/2023 on Forbes.com as a Forbes Technology Council publication.

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The world of software is moving away from traditional enterprise sales motions and toward product-led growth (PLG). Customers demand more transparency and control over their spending, and fewer companies are willing to commit to multi-year seat-based contracts. In general, over recent years, technology buyers’ top priorities have been reducing costs and avoiding additional spending where possible. In this environment, it is absolutely essential for sales teams to be able to demonstrate and quantify the value being delivered with as much detail and granularity as possible.

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