| 00:00 - 00:01 | Two weeks ago |
| 00:01 - 00:03 | you returned from a customer EBR. |
| 00:04 - 00:08 | You are always thinking about how to deliver the most value. |
| 00:08 - 00:12 | What was the value outcome of the EBR? |
| 00:14 - 00:16 | Well, only one person |
| 00:16 - 00:19 | showed up to the meeting. |
| 00:19 - 00:21 | Only one ..? |
| 00:21 - 00:25 | The IT Manager also showed up for five minutes. |
| 00:28 - 00:33 | He wanted a CD-rom with all historical data. No reason, well ... "just because". |
| 00:40 - 00:41 | Historical data? |
| 00:42 - 00:44 | What value ..? |
| 00:45 - 00:46 | Other ... |
| 00:47 - 00:52 | ... value outcomes? |
| 00:55 - 00:58 | We showed a 84-slide presentation with ... |
| 00:58 - 01:02 | I'm trying to figure out if the costs of the travel are justified. |
| 01:03 - 01:07 | As a Value Outcome team you're supposed to act as a trusted advisor. |
| 01:08 - 01:11 | How did you act as "wolfs" and not "sheeps"? |
| 01:11 - 01:15 | We spend the whole evening before sorting the slide deck. |
| 01:15 - 01:16 | And added sub-headlines. |
| 01:17 - 01:19 | During the EBR, the customer |
| 01:21 - 01:23 | was constantly checking his email. |
| 01:23 - 01:27 | Here two weeks later, he hasn't even downloaded the deck. |
| 01:39 - 01:43 | We even made images of API integrations ... |
| 01:44 - 01:46 | ... and process charts for R&D. |
| 01:46 - 01:48 | Indeed |
| 01:48 - 01:51 | We did get a ride to the airport though. |
