Account Management Secrets is the go-to podcast for Account Managers, the unsung heroes driving over 70% of your company’s revenue. Hosted by Alex Raymond, a leader in the field, this podcast delivers weekly insights, strategies, and tools to help you excel in your role. Whether navigating client relationships, preparing for Quarterly Business Reviews, or driving growth, each episode offers actionable advice you can use immediately.
Brought to you by AMplify, the elite community for Account Managers looking to boost their careers, build skills, and expand their networks. Start your journey at https://amplifyam.com.
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Account Management Secrets is the go-to podcast for Account Managers, the unsung heroes driving over 70% of your company’s revenue. Hosted by Alex Raymond, a leader in the field, this podcast delivers weekly insights, strategies, and tools to help you excel in your role. Whether navigating client relationships, preparing for Quarterly Business Reviews, or driving growth, each episode offers actionable advice you can use immediately.
Brought to you by AMplify, the elite community for Account Managers looking to boost their careers, build skills, and expand their networks. Start your journey at https://amplifyam.com.
Value Is the New Contract: Anthony DeShazor on Outcome-Based Account Management | EP59
Account Management Secrets
41 minutes
2 weeks ago
Value Is the New Contract: Anthony DeShazor on Outcome-Based Account Management | EP59
When contracts disappear and only value keeps customers loyal, the real work of account management begins.
Alex Raymond talks with Anthony DeShazor, the founder and chief architect of Protia Revenue Systems, about building customer relationships that last when “value is the contract.” Drawing from his experience leading customer success at Givelify, Anthony shares how operating without renewals or lock-ins pushed his team to deliver measurable outcomes every day and redefine what success really means. He explains how taking ownership of value, rather than letting customers define it, turns account managers into strategic partners who drive growth and trust.
By connecting outcomes to purpose, not just performance, Anthony offers a new way to think about loyalty, communication, and long-term customer success.
Episode Breakdown:
00:00 No Auto-Renewals: When Value Is the Contract
05:15 No Safety Net: Urgency and Prioritization
07:13 Shifting the Value Conversation
10:09 Defining and Communicating Value
12:00 Results: Growth from Outcome Focus
14:01 Always On Value Communication
15:05 EBR Structure for Maximum Impact
21:58 Tracking EBR Success and Retention
28:09 Coordinating Customer Communications
37:06 Starting with Value and Outcomes
Connect with Anthony DeShazor:
Visit the Pavilion website
Connect with Anthony on LinkedIn
Connect with Alex Raymond:
Visit the AMplify website
Connect with Alex on LinkedIn
Podcast production and show notes provided by HiveCast.fm
Account Management Secrets
Account Management Secrets is the go-to podcast for Account Managers, the unsung heroes driving over 70% of your company’s revenue. Hosted by Alex Raymond, a leader in the field, this podcast delivers weekly insights, strategies, and tools to help you excel in your role. Whether navigating client relationships, preparing for Quarterly Business Reviews, or driving growth, each episode offers actionable advice you can use immediately.
Brought to you by AMplify, the elite community for Account Managers looking to boost their careers, build skills, and expand their networks. Start your journey at https://amplifyam.com.
