In this episode of Value Coffee Talk, hosts Thomas Pisello and April Morley engage with Ron Ariana, a seasoned expert in go-to-market strategies.
The group discussed the common challenges faced by early and growth-stage companies, emphasizing the importance of a clear strategy, effective messaging, and the need for alignment across various organizational functions.
In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the concept of Product-Led Growth (PLG) with guest David Yockelson, a VP analyst at Gartner. They explore the definition of PLG, its limitations, and the addition of Value-Led Growth (VLG) as a necessary evolution in the current business landscape.
In B2B sales, your message isn’t just a script—it’s your strategy. It shapes how buyers perceive your value, how sales teams differentiate in crowded markets, and how revenue teams justify solutions to skeptical CFOs.
That’s why your value message needs to be more than a one-time workshop. It must evolve with your business, adapt to your market, and activate real performance across your go-to-market (GTM) teams—from first conversation to customer renewal.
ON-DEMAND – PANEL DISCUSSION conducted on 🗓️ May 22nd.
The 2025 Value Automation Buyer’s Guide — What Every GTM Leader Needs to Know
Artificial Intelligence is rapidly reshaping B2B sales, offering tools that enhance efficiency, improve forecasting, and personalize customer interactions at scale. Yet, AI’s potential is often misunderstood, leading to missteps in implementation and adoption.
For sales leaders, the challenge isn’t just about leveraging AI—it’s about making sure it drives real, measurable value.
Software buyers in 2025 are more informed, more cautious, and more willing to reconsider their buying decisions mid-flight than ever before.
Gartner’s latest research, based on insights from 3,500 buyers, paints a fascinating picture of how organizations approach software investments. While the landscape is filled with opportunities, it also presents significant challenges that software vendors must navigate strategically.
The promise of AI is everywhere. From predictive analytics to autonomous decision-making, AI solutions are transforming industries, accelerating innovation, and reshaping competitive landscapes. Yet, despite the excitement and beyond a few implementations, overall B2B AI adoption remains a challenge.
The reason? AI isn’t just another software solution—it demands clear, quantifiable value to break through. Without a compelling value narrative, AI risks becoming another expensive experiment rather than a must-have business enabler.
B2B technology purchasing has never been more intricate. As organizations face increasing technological complexity and budgetary scrutiny, the number of stakeholders involved in making software and IT investments has steadily climbed.
The era when a single executive could make a purchasing decision is long gone. Instead, today’s software buying process is shaped by a web of decision-makers, influencers, and evaluators, each playing a critical role in shaping the outcome.
Join us for a Live NYC event on Wednesday April 30th. 8-10:30am
We’ll debate AIs role in Value Selling, with an Expert Panel to kick us off, and a workshop on the top challenges that AI can best address, and best practices and tangible solutions you can implement now to help best address.
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!
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.
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.
