Podcast Description
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Ish Boyle, CEO of Caveonix, to discuss the importance of focusing on business value for a growing technology company, and for selling risk and compliance management solutions.
Ish shares insights on aligning with economic buyers, the significance of proof of value (PoV) in engagements, and how to quantify security solutions in terms of business outcomes.
The conversation also addresses buyer regret, the implementation of fractional value consulting, and the challenges of navigating different industries while creating a culture of value within organizations.
Takeaways
- Focusing on business value is crucial in risk and compliance management.
- Aligning with economic buyers ensures successful engagements.
- Proof of value is essential for demonstrating business outcomes.
- Understanding the client’s strategic initiatives helps in aligning solutions.
- Quantifying security solutions in business terms is vital for executive discussions.
- Addressing buyer regret requires building trust and transparency.
- Fractional value consulting can provide necessary expertise and resources.
- Navigating different industries requires understanding their unique challenges.
- Creating a culture of value involves aligning with organizational goals.
- Confidence in presenting business cases is key to successful sales.
Chapters
00:00 Introduction to Value Coffee Talk Podcast
00:48 Focusing on Business Value in Risk and Compliance
04:04 Importance of Proof of Value in Engagements
08:02 Aligning with Economic Buyers and Stakeholders
11:09 Quantifying Security Solutions and Business Value
13:58 Addressing Buyer Regret and Confidence Issues
17:00 Implementing a Fractional Value Consulting Approach
20:10 Navigating Different Industries and Compliance Challenges
23:53 Creating a Culture of Value in Organizations
Checkout the episode here:
Checkout all the Episodes and Sign-Up for Updates here -
