Most CSMs feel hesitant to ask customers to do extra work, especially for something as visible as an EBR. But the strongest, most credible EBRs are not delivered to customers. They are built with them.

In this video, Laura from Brightflag explains how co-creating and co-presenting an EBR leads to a more honest, complete, and impactful story of value. When both sides shape the narrative, the partnership becomes stronger and the outcomes become clearer.

She shares how to:

  • Position co-presenting as an opportunity for your champion to showcase their work

  • Bring a clear framework and set expectations for what you need from their side

  • Align on data, insights, and ownership of each part of the story

  • Run dry runs so both parties feel confident in front of executives

  • Strengthen your strategic position by working shoulder to shoulder with your customer

Building an EBR together does more than improve the presentation. It deepens trust, reinforces partnership, and helps both sides see the full story of progress and value.