In this episode, Tom Pisello and April Morley interview Greg MacKinnon, the value leader for Loftware, about the practice of value engineering. The trio discuss the evolution of value programs at companies like Siebel and SAP, and how the new generation of programs needs to evolve to be more seller and customer success empowering - with value leaders as more teacher, coach and evangelist.

Greg emphasizes the role of teaching and empowerment in value engineering, and the need for self-service models and user-friendly tools. He also highlights the significance of value realization and the importance of clarity and continuity in measuring and delivering value to customers.

Takeaways

• Value programs need to be customized and aligned to the customer's needs and the organization's goals.
• Teaching and empowerment are key in value engineering, and self-service models and user-friendly tools are essential.
• Value realization requires clarity and continuity in measuring and delivering value to customers.
• The role of value engineering is shifting, and a mindset of abundance and organizational alignment is crucial for success.

Sound Bites

• "Value 2.0: Bringing Best Practices and Creating a Greatest Hits Album"
• "Value is not just ROI, it's understanding the business problem we're solving"
• "The role of value engineering is shifting and becoming more sales and customer success centric"

Chapters

00:00   Introduction and Sponsorship

03:06   The Evolution of Value Programs

08:01   Teaching, Empowerment, and Self-Service

12:33   Value Realization: Clarity and Continuity

18:47   Shifting the Mindset: From Scarcity to Abundance

21:20   Value Automation and Tools

24:16   Value Realization and Business Levers

27:27   The Importance of Teaching and Sharing