INSIGHTS

Our latest thinking on the issues that matter most in value enablement, management, and consulting.
Value Coffee Talk- Fiona Leeson
Podcasts
Episode 36: The Power of Value Storytelling

What is the secret sauce to the best value program?

According to our guest, the secret lies in effective value storytelling. In this episode of the Value Coffee Talk podcast, Fiona Leeson, Director of Customer Value for Finastra, shares insights on building a successful value program. She discusses the importance of selecting the right scope for the program based on the customer lifecycle and organizational maturity.

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Value Coffee Talk Podcast- Bart Fanelli Cover
Podcasts
Episode 35: CRO Perspectives – Accelerating Growth with the Right Value Selling Cadence

When it comes to growth success, is there a rhythm and playbook that can guide your performance?

Absolutely, according to our guest. In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Bart Fanelli, a seasoned CRO and co-author of the book ‘Success Cadence: Unleash Your Organization’s Rapid Growth Culture.’ They discuss the challenges faced by sales and customer success teams in the evolving customer landscape and the importance of value-based selling.

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Value Coffee Talk Cover - Sridhar
Podcasts
Episode 34: Leveraging Value to Elevate Your Decision Maker Conversations

How do you best elevate your conversations with decision makers so they are more engaging and effective?

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Sridhar Parameshwaran, the head of value engineering at Sertina. They discuss the importance of value enablement throughout the customer lifecycle and how the 4-Es can be used to elevate conversations, expand deal size, expedite the sales cycle, and establish buy-in.

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Matt Edwards Value Coffee Talk Podcast
Podcasts
Episode 33: Chief Customer Officer Perspective – How Valuable is Customer Success? 

In this episode, Matt Edwards, Chief Customer Officer at Defense Storm, discusses the challenges and value of customer success in today’s business landscape. He highlights the shift in funding and the need for customer success to prove its worth in terms of revenue and value delivery.

Edwards emphasizes the importance of embracing the question of what customer success does and justifying its value to the organization. He also discusses the use of mutual contracts, the role of QBRs (business reviews), and the quantification of ROI in customer success.

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Value Coffee Talk Covers - Marchelle Varamini
Podcasts
Episode 32: Driving Cross-Functional Responsibility for your Value Program

In this episode, Thomas Pisello and April Morley interview Marchelle Varamini, the VP of Value at Amplitude.
The conversation touches on Marchelle’s new role and the importance of value program maturity.

The trio also talk about using customer success stories for content engagements, driving value in go-to-market and marketing, the role of value in product, the impact of CRO focus on value, the importance of a comprehensive charter, and Marchelle’s advice for value practitioners.

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Value Coffee Talk Cover Clayton Slagle
Podcasts
Episode 31: Implementing a Value Program – One Step at a Time

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Clayton Slagle, Vice President of Business Value Consulting at Baxter Planning.

The trio discuss various topics related to value consulting and value engagement methodology. Clayton shares insights on the role of the value consulting team in the discovery process, overcoming seller apprehension, quantifying supply chain risk, and establishing a content base for sales enablement. He also emphasizes the importance of selling internally and externally with value.

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Rosalie Girard Microsoft Copilot AI
Podcasts
Episode 30: The Need for AI Business Value

When it comes to AI, Gartner reports that a lack of business value is the number one barrier to greater adoption and solution provider success.

In this podcast interview with Rosalie Girard, a Value Director for Microsoft Co-Pilot AI solutions, we discuss the importance and challenges of AI business value.

As well, as a value leader, we discuss the great career path of becoming a value consultant and leader can be for women.

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Peter Cohan Great Demos
Podcasts
Episode 29: How Good Value Discovery Leads to Great Demos

How do you assure that your team can deliver great demos every time?

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Peter E. Cohan, author of the book ‘Great Demo,’ about the importance of effective software demonstrations.

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Vikas Mundada Value Coffee Talk Podcast Cover
Podcasts
Episode 27: Value Realization – A Practical Guide for Customer Success

How do you best implement Value Realization and avoid common pitfalls?

This is a priority question that many Business Value Consulting groups and CROs / Customer Success leaders are seeking to answer.

To help, we invited value veteran Vikas Mundada from Ping Identity to discuss his journey with Value Realization and post-sale value automation.

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Rui Miranda Value Coffee Talk Podcast
Podcasts
Episode 26: Value Selling for Security Solutions

When it comes to security solutions, is there a big payoff for taking a value selling approach, and can you actually quantify the value of security to prospects and customers?

In this episode we tap the expertise of value veteran Rui Miranda, to discuss the need for value selling and how to best implement this for security and fintech solutions.

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Gino Colonico Value Coffee Talk Cover
Podcasts
Episode 25: A Value Framework for Complex Product Lines and Offerings

How do you implement a value consulting and selling program when your product line is so complex – offering multiple solutions for different industries for dozens of decision makers?

In this episode we cover the tactics on how to address this challenge with PTC’s Gino Colonico, long-time value consulting veteran and digital transformation lead.

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