Nik Smith - FE Fundinfo
18 Jan
In this rich and reflective conversation, Nik—whose 25-year career spans value delivery, customer success, and professional services at companies like BMC—offers a masterclass in post-sale impact. He shares how his journey from consulting to project leadership introduced him to value selling and benefits realization early on, and how that mindset shaped his entire approach to delivery.
Nik unpacks why a well-executed business case should become the North Star of implementation, how onboarding must focus on rapid, outcome-driven wins, and why maintaining a strong relationship with the economic buyer is critical for retention. He also explores the risks of scope drift, the importance of communication, and how value delivery must become multi-threaded across the customer organization. This interview is essential listening for any GTM leader thinking seriously about renewal, adoption, and lifetime value.
"What was sold as an outcome must remain visible through delivery. If the business case disappears post-sale, you lose your North Star."

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