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Business Value Collective

Events, interviews, insights and education to accelerate your value-based growth and improve your value communication, quantification, and activation.

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EVENTS

Events

LIVE CONFERENCE – Value Driven: Accelerating Into the Outcome Economy – May 21 NYC

Value Driven 2026 is the first of its kind independent gathering, for those leading the charge in value communication, quantification and activation.

This live, day-long event brings together more than 150 GTM, Sales, Value, and Enablement leaders to learn from experts, share success stories and network with the business value community, in order to transform how your organization sells and delivers business value outcomes to customers.

Don’t miss out on attending the “Woodstock for Value-Led Growth”.

March 6, 2026 No Comments

Events

On-Demand: Business Value Collective – Quarterly Jam Session – Q4 2025 – Nov 12th

This Business Value Collective (BVC) quarterly jam session was held on Nov 12, 2025 12:00 PM ET with fellow revenue, GTM and business value management and enablement leaders, to share experiences, learnings and advice.

In this quarterly session we discussed Realized Value – challenges, what works well now, and what to leverage next.

October 13, 2025 No Comments

Events

NYC Workshop: Inspired Value Storytelling – October 30th

Join us for this in-person interactive workshop in NYC on 🗓️ October 30th, with registration at 8:30am EST. Register today!

October 6, 2025 No Comments

Podcasts

Podcasts

Episode 100: Beyond the Harbor Tour – How Pre-Sales Wins with Outcomes, Not Features

In this episode of the Value Coffee Talk Podcast, Tom Pisello, the ROI Guy, speaks with Michael McDowell, the “Demo-tainer” and author of Demo-tainment, about how pre-sales and solution engineering are evolving in an AI-driven world.

April 2, 2026 No Comments

Podcasts

Episode 99: From Promised to Proven – Scaling Post-Sales Value Realization

In this episode of the Value Coffee Talk Podcast, Tom Pisello, the ROI Guy, is joined by Gaurav Sharma, Product Leader for Value Tools and AI Systems at ServiceNow, to explore one of the most important shifts in go-to-market strategy: post-sales value realization.

April 2, 2026 No Comments

Podcasts

Episode 98: Mastering Negotiation: The Four Levers Every Seller Should Know

In this podcast episode, host Tom Pisello, the ROI Guy, explores the four key levers of negotiation outlined by sales expert and bestselling author Todd Caponi. These levers help sellers move negotiations away from simple price concessions and toward mutually beneficial value exchanges.

March 6, 2026 No Comments

INSIGHTS

Best Practices

Build vs. Buy in the Age of AI: Can You Create Your Own Value Automation Platform?

AI is forcing GTM leaders to rethink their Value Automation strategy, but the real question isn’t build vs. buy. It’s who owns the workflow that defines, proves, and delivers value.

March 31, 2026 No Comments

Best Practices

Do We Need to Rename the Value Engineer… to Outcome Consultant / Architect?

For years, the role of the Value Engineer or Value Consultant has been a cornerstone of modern go-to-market teams. Helping quantify ROI, build business cases, and justify decisions has become essential in complex B2B sales.

But as the market shifts toward an Outcome Economy, it raises an important question: Is the role itself evolving beyond its name?

March 26, 2026 No Comments

Best Practices

From Features to Outcomes: What Deloitte’s Software Industry Outlook Signals About the Outcome Economy

The software industry is entering another period of transformation. According to Deloitte’s 2026 Software Industry Outlook, financial pressure, AI-first products, and new competitors are reshaping how software companies operate and compete.

But beneath these technology trends is a deeper shift that every go-to-market leader should understand: The market is moving toward an Outcome Economy.

March 26, 2026 No Comments