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INSIGHTS

Our latest thinking on the issues that matter most in value enablement, management, and consulting.
Events
Virtual Workshop: The Value-Led Growth Method

Join us for this LIVE virtual workshop on April 16th at 12:00 PM EST for Revenue Leaders and CEO’s. Register today!

– Unlock the power of value-led growth and learn how it complements product-led strategies to help you exceed your revenue targets

– Learn the proven methodology for identifying top customer challenges, quantifying impact, and delivering a powerful business case that moves the needle on your top accounts

– Design your compelling value story to unite your team behind a narrative that resonates with your buyers and converts more prospects

– Build a powerful roadmap that activates internal teams, ensuring consistent, outcome-driven messaging that accelerates your revenue by 50% in 2025 If you are a high growth revenue leaders or CEO in B2B SaaS, reserve your spot today!

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March 10, 2025 No Comments
Jake Krishnan
Podcasts
Episode 73: Unlocking Value – Lessons Learned from SAP’s Value Advisory Evolution

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jake Krishnan, Senior Director of Strategy and Transformation at SAP. The conversation delves into the evolution of value engineering and advisory practices at SAP, emphasizing the importance of understanding customer needs and integrating value throughout the sales process.

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March 3, 2025 No Comments
Value-Led Growth
Best Practices
Sustainable Revenue Performance: The Power of Value-Led Growth

Early and growth stage B2B forms have been primarily driven by product-led growth (PLG), leading with product demos, downloads, proof of concepts and a feature function approach. This works well initially, getting tech and user buyers to commit, but surprises many GTM teams when it hits a wall. In this article we discuss the need for adding a Value-Led Growth approach.

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February 28, 2025 No Comments
Best Practices
Building a Value-Led Growth Engine

How to build a holistic, programmatic approach to transforming your organization into a value-first powerhouse. This strategy starts at the very top with CEO sponsorship and ripples through every department.
Read for four key steps to guide you on this journey.

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February 18, 2025 No Comments
Dean Stoecker
Podcasts
Episode 72: Inside The Alteryx Journey: Insights from Dean Stoecker

In this episode of the Value Coffee Talk podcast, hosts Tom Pisello and April Morley welcome Dean Stoecker, founder and former CEO / current Exec Chairman of Alteryx. Dean shares his entrepreneurial journey, discussing the challenges of achieving product-market fit, the bold decision to lower pricing to drive growth, and the evolution of his leadership style over the years.

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February 12, 2025 No Comments
Best Practices
What is Value-Led Growth?

B2B solution providers are facing a perfect storm in their go-to-market (GTM) strategies. What once worked—particularly a pure Product-Led Growth (PLG) approach—no longer delivers the same results, especially as companies mature and their markets saturate. Recent data points paint a grim reality:
•Two-thirds of deals stall or are lost to “do nothing” (Pavilion).
•Two-thirds of sellers fail to hit quota (Pavilion).
•Two-thirds of buyers regret their purchase before the ink even dries (Gartner).
•25% – more companies than ever are seeing higher churn rates (Paddle).

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February 10, 2025 No Comments
Events
Virtual Workshop: The Value-Led Growth Method

Thank you for joining this LIVE virtual workshop on Feb 26th at 1:00 PM EST for Revenue Leaders and CEO’s.

– Unlock the power of value-led growth and learn how it complements product-led strategies to help you exceed your revenue targets

– Learn the proven methodology for identifying top customer challenges, quantifying impact, and delivering a powerful business case that moves the needle on your top accounts

– Design your compelling value story to unite your team behind a narrative that resonates with your buyers and converts more prospects

– Build a powerful roadmap that activates internal teams, ensuring consistent, outcome-driven messaging that accelerates your revenue by 50% in 2025 If you are a high growth revenue leaders or CEO in B2B SaaS, reserve your spot today!

Read More »
February 7, 2025 No Comments
Events
Interactive Workshop: The Value-Led Growth Method

Product-led growth isn’t enough to convince risk-averse buyers to act. This workshop will equip you with a compelling story that will inspire your prospects to buy.

Join us for this exclusive in-person workshop in New York City for Revenue Leaders and CEO’s. Space is limited. Reserve your seat today!

When: March 5th at 10-11:30 AM EST.

Location: Chief Clubhouse at 13 E 19th Street.

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February 4, 2025 No Comments
Story
Best Practices
Content 2025: Winning B2B Buyers with Value-Driven Storytelling

B2B buyers expect vendors to deliver content that not only informs, but also demonstrates a deep understanding of their unique challenges and business goals. Yet, research reveals a significant disconnect between what buyers seek and what vendors provide.
To bridge this gap, organizations must adopt a value-driven storytelling approach that resonates personally with buyers, delivers proof of tangible value, and builds trust in the achievability of positive outcomes.

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January 21, 2025 No Comments