Company Page
Do the functions and features of your solution fulfill your customer’s specific needs?
Owned by Sales Engineers, Solution Architects
Does your solution provide differentiated value that impact your customer’s unique business needs?
Owned by Value Consultants, Value Engineering Teams
Owned by Account Teams, Field Sales, Partner Teams
Renew and Upsell
- 130% Increase in Net Recurring Revenue (NRR)
- 18% Increase in NPS
- 2x Increase in Average. Contract Value
Partner & Services Impact
- Supercharge Channel Partners
- Enhance Partner Mindshare
- More Successful Implementation
Build More and Higher Quality Pipeline
- 10x Increase in Top of Funnel Pipeline
- 26% Increase in Buyer Propensity to Buy
- 2x Improved Lead Conversion
Close Larger Deals Faster
- 40-80% Higher Close Rate
- 10-18% Growth in Deal Size
- 50% Decrease in Time to Close Deals
Systematic implementation of value selling from BUs, marketing, and sales
Often outsourced creation of value props and ROI for specific offerings
Ad hoc use of value selling in the field by experienced sellers
Ad hoc use of value selling in the field by experienced sellers
Ad hoc use of value selling in the field by experienced sellers
HOW TO GET STARTED WITH AN IN-HOUSE VALUE TEAM
Execution Considerations To Build a Dedicated Value Team
PEOPLE
1. Vision Setting
2. Team Leadership
3. Role definition
4. Hiring process, talent pools
5. Compensation plans
6. Organizational alignment
7. Field value skills
PROCESS
1. Seek executive sponsorship
from across the organization
2. Offerings
3. Engagement model
4. Success measurement
5. Impact reporting
TECHNOLOGY
1. Scale using self-service tools
2. An interactive learning platform
with value selling methodology
content
3. Tools to partially automate
value analysis
60+ Years Experience
350+ Business Cases
$800M+ ACV Impact
Passion for Business Value Selling
SERVICE OFFERINGS
Business Value For Deals
Value For the Company
Revenue Growth
(client facing)
Pipe Gen Amplifier POV
ToFu and MoFu Point of View to capture executive buyer interest, mature pipeline, or evaluate deal health
Deal Closer Business Case
Bespoke business case for closing deals by justifying budget investment using C-level ROI value analysis
NRR Booster Value Retro
Measure and report on $$$ value delivered post sales to secure renewals and expand accounts.
Scale and Enablement
(internal facing)
Value Automation ROI Tools
Reusable self-service ROI and value tools - framework could be for specific sales play, solution, vertical etc.
Compelling Value Pitch
Executive-ready value pitch, call script, value campaigns to grab buyer attention at early / mid sales stages
Enablement of Field
Real-life field practice of ROI tools and value proposition in the context of live deals and accounts to enhance skills
GTM Enhancement
(client facing or internal)
Setup Internal Value Team
When and how to start first value hire - job reqs, talent pool, hiring process, comp plans, org design, deliverables, KPIs
Augment Existing Value
Enhance client facing capacity to run deals without securing HC budget or advisory to share industry best practices
Value Transformation
Comprehensive implementation of a value based approach throughout the org - Sales, CS, Marketing, Product, Enablement
