Podcast Description
When it comes to security solutions, is there a big payoff for taking a value selling approach, and can you actually quantify the value of security to prospects and customers?
In this episode we tap the expertise of value veteran Rui Miranda, to discuss the need for value selling and how to best implement this for security and fintech solutions.
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In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley are joined by Rui Miranda, the Global VP of Value for Feedzai.
They discuss the increasing need for a value-based approach in the past year, particularly in the area of risk protection and security. Rui explains how to quantify the value of risk protection and highlights the importance of balancing friction and agility in risk prevention. He also discusses the impact of fraud and risk on financial institutions and the value of consolidation and simplification in fraud prevention. The conversation concludes with a focus on change management and the importance of realizing value throughout the customer journey.
Takeaways
The past year has seen an increased need for a value-based approach, particularly in risk protection and security.
Quantifying the value of risk protection can be challenging, but it is important to focus on the potential cost of large events and the impact on reputation.
Balancing friction and agility is crucial in risk prevention, as customers expect security without excessive verification processes.
Consolidation and simplification are key in fraud prevention, as they can reduce costs and improve operational efficiency.
Change management is essential in realizing value throughout the customer journey, and it is important to translate value into business impact.
Chapters
00:00 Introduction
01:34 Changes in the Need for a Value-Based Approach
03:01 Quantifying the Value of Risk Protection and Security
05:30 The Value of Friction and Agility in Risk Protection
07:21 The Impact of Fraud and Risk on Financial Institutions
08:16 The Value of Consolidation and Simplification in Fraud Prevention
09:12 Understanding the Dimensions of Value in Risk Protection
11:25 Building Credibility Around the Business Case
13:21 Challenges in Getting Sellers to Adopt a Value Approach
16:18 Realizing Value in the Customer Journey
19:25 The Importance of Change Management
21:29 One Piece of Advice: Never Underestimate Change Management
22:37 Conclusion
