Anyone have examples of how you measure product value of something whose primary feature is risk mitigation. For example, if you've had insurance for 5 years, but don't have any claims, how is your vendor supposed to prove and report on the value you have received. They are essentially re-selling every renewal.
Our product are in the information governance space, so intended to reduce risk and ensure policy compliance. The challenge is that in most cases it is very difficult to quantify value to our customers.
Thought? If you'd be up for a brief discussion, message me directly.