In this episode of the Value Coffee Talk podcast, host Tom Pisello speaks with value leader Mike Samuels from Pendo.io about the importance of storytelling in value consulting, the challenges of quantifying ROI, and the role of AI in enhancing value measurement.

They discuss the significance of proof of value, the need for effective customer success programs, and the evolving nature of value roles within organizations. The conversation emphasizes the importance of collaboration across teams and the necessity of establishing clear benchmarks to drive customer success and retention.

Takeaways

• 80% of business cases isn't really about the math.
• Storytelling is crucial in value consulting.
• The math comes last in the value conversation.
• Proof of value must bridge technical and business outcomes.
• Realized value programs are essential for customer success.
• AI is reshaping the value consulting role.
• Attribution challenges can hinder value measurement.
• Value evolves over time and should be documented.
• Look at the entire sales process for value opportunities.
• Don't just focus on the business case; consider the entire customer journey.

In this Value Coffee Talk podcast, Mike Slater, PE Operating Partner for the Carlyle Group, discusses the importance of aligning sales efforts with the ideal customer profile (ICP) to improve pipeline efficiency and win ratios.

In the conversation, Slater emphasizes the need for sales teams to focus on opportunities where they have a higher likelihood of success, the importance of value selling, and the importance of improving retention and expansion in driving growth success.

Takeaways

• 67 % of all of the pipeline does not match the ICP.
• Spending time on the wrong opportunities is inefficient.
• Deals that take longer to close are often lost.
• Align sales efforts with the ideal customer profile to boost success.
• Value selling and a focus on business outcomes is essential.
• Products instrumented to clearly quantify realized value will help drive better retention and growth.

In this Value Coffee Talk podcast episode, host Tom Pisello meets with Angela Hughes, VP of Revenue Acceleration for security firm Ping Identity.

The pair discusses the importance of elevating the level of conversation with customers and prospects, in order to uncover transformative opportunities.

She emphasizes the need and discusses best practices to keep GTM teams focused on tangible business outcomes, and engage with higher-level stakeholders to understand their challenges and needs better.

Takeaways

• Raising the level of conversation opens doors to transformative deals.
• Engaging with top-level stakeholders is crucial.
• Understanding challenges and needs is key to success.
• Conversations should be high and wide within accounts.
• Transformative deals come from understanding client needs.
• Effective communication leads to better opportunities.
• Identifying challenges can lead to more innovative solutions.