Podcast Description
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.
The pair 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.
Chapters
00:00. Introduction to Value Consulting
00:53. The Importance of Storytelling in Value Consulting
02:56. Quantifying Value: Methods and Credibility
05:45. Proof of Value: Separating Technical and Business Wins
08:14. Realized Value Programs: Lessons Learned
11:11. The Role of AI in Value Consulting
14:05. Budgeting for Value Teams: Strategies for Success
16:30. Attribution Challenges in Value Consulting
18:12. Final Thoughts and Advice for Value Leaders
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