Value Coffee Talk

Why is a charter so important to your value management and enablement program success?

Doug May is a top GTM executive and value evangelist, currently the Chief of Staff to the CRO at DataDog and formerly leading value programs at Databricks and Splunk.

Doug has been a great mentor and influencer in the value management / enablement space, generous with his time and sharing of best practices. We grabbed a cup with Doug to discuss one of his favorite success factors: the Value Office Charter.

In this chat, Doug details the exact elements you need to create a successful charter to drive your value program adoption, support and success - the Four Es: Execute, Enable, Evangelize, and Evolve.

What does it take to get Value Realization right?

Dudley Nostrand is a value leader with SourceGraph, a provider of software developer experience and productivity tools, and a veteran of creating and driving value programs at Ellucian, App Dynamics and BMC.

In this episode we Coffee Talk with Dudley about the value realization program he established at SourceGraph, some of the key factors to the programs success, and how he is tackling the challenges that remain.

Sellers are taught to ask a few questions of discovery, but many times these are not the right questions, focused more on sizing and qualifying the prospect versus finding out what ails them. Instead of a diagnostic, most seller discovery is "solutioning".

In this valuable coffee talk we interview value enablement leader Matt Denton, to find out how he teaches and enabled his sales teams and value consultants to successfully implement better value discovery.

For many early and mid-stage companies, a product led growth strategy reigns. It's about features, demos and free trials. This can work initially, but once you reach a certain point, you have to evolve to a more value-centric approach.

In this coffee talk we chat with Steven Siegel, a Product Marketing veteran about why this is so important and how he successfully makes the shift.

When establishing a new value program, do you start with pre-sales, post-sales or both?

When you want to be sure your value program has been validated with actual customer priorities, outcomes and proof-points, you need to include post-sale analysis and realized ROI into your value program. In this conversation with value leader Marchelle Varamini we discuss exactly how to use both a pre and post sales approach to value in concert, to best effect.

Many organizations would like to scale their value marketing and selling with ROI calculators and sales tools. Build it and they will come right? Unfortunately, you can’t just launch a tool and expect to achieve adoption and success.

In this podcast we interview Michael Farber, founder and CEO of value tool provider The ROI Shop. We discuss the best practices for tool development, training and launch, to assure success.

There’s a big effectiveness difference between Return on Investment (ROI) and a Business Case.

In this podcast interview we chat with David Yockelson, a distinguished VP and honored Fellow for research firm Gartner, where he covers the art and science of product marketing and Value. We dive deep into the shortfalls of a typical ROI approach to Value and why thinking about Value in terms of a business case is so important to your success.

Tops on many sales and value leader lists: Getting a value-approach into more deals. But this is easier said than done.

One way organizations seek to scale value is to invest in a value automation platform, enabling sellers and success to articulate value, not just value consultants / engineers. There are many solution providers and value groups that showcase great results from value automation investments, however, there are many efforts that fall short of expectations.

In this value coffee talk we interview value automation expert Dan Sixsmith to discuss why automation is so important and the factors that lead to program success or shortfall.

Our guest Dan Sixsmith is the SVP of Value for RevOps and Intelligence platform provider Mediafly, where he leads evangelist efforts for Mediafly's Value360 value automation solution and leverages his experiences in working on hundreds of automation programs to share frank advice and guidance.

When you migrate from a big firm and value consulting / engineering practice to a smaller firm, there are many differences, opportunities and unique challenges.

What should you consider before taking the leap? How do you prepare for and succeed in this new environment?

In this value coffee talk interview, value leader Scott Jeffries discusses his experience in making the leap, from running a large value management practice to creating a new value enablement program from scratch at a much smaller firm.

Our guest Scott Jeffries is the Head of Global Value Advisory at the remote collaboration firm Miro, and a value veteran of Slack, NetSuite and SAP to name a few. He leverages his experience of building value programs in both large and small provider environments to dish out some great insights and advice.

There remains an unfortunate and growing divide, between what buyers want and need to make faster, better decisions (a more outcome based approach), and what solution providers and sellers are delivering (features and price) - the Value Gap.

In this value coffee talk we interview Dr. Stephen Timme, a longtime value entrepreneur, discussing the growing shortfall perceptions, and how to best bridge the Value Gap for competitive advantage.

Our guest Dr. Stephen Timme is the CEO and Founder of Finlistics, providing financial insights to build customer engagement around value and outcomes. In this discussion he shares his research and personal experiences in helping solution providers and sellers overcome the value articulation challenge and build value success.