Incremental Customer Value is an optional metric that provides visual reinforcement to how much better off a customer or prospect might be relative to their current situation / spend. This metric / conversation can be helpful in situations such as upgrading to a more value-add solution.
The Incremental Customer Value metric is visualized as a waterfall in which customer value 'stacks' on top of the prospect's current spend and is summarized as a percent improvement. This pragmatic visual is designed to help defend a higher price or simply justify why change in customer behavior should occur.
In the example above, the Incremental Customer Value widget has been added to the Dashboard and reinforces the customer is expected to be 56% better off. Clicking into the details of this view reveal the individual Outcomes that drive the incremental value in a waterfall format.
Clicking Edit, allows entry of Description text to describe the dynamics of the picture and reinforce any key points. It also has a place to type in the Customer Spend. Please note that this label can be configured as well to best reflect the current situation.
Finally, as a reminder, this is an optional Metric. In the Settings screen, this Metric's availability and label can be configured as necessary.