For any tech company in a growth phase, proving product value and aligning it with a customer’s strategic goals is essential.

As more buyers demand measurable ROI and comprehensive financial justification, tech companies need skilled value engineers and consultants to support the sales process. These experts develop the proof points, ROI analyses, and CFO-ready business cases that today’s buyers expect.

But for companies without established value engineering teams, the decision to hire full-time staff or leverage fractional consultants is critical—and for many, fractional support is the clear choice.

A myriad of sales and retention obstacles remain to overcome in order to close out 2024 strong, and set the stage for an even better 2025.

Data from Pavilion’s Q3 2024 Pulse Report shows that 61% of sellers are still struggling, failing to meet year-to-date quotas. A paltry 16% of sales professionals are actually exceeding their targets, effectively carrying the weight of their teams.

As the new year approaches, sales leaders everywhere are finalizing their plans for the 2025 Sales Kickoff (SKO). The stakes are high— as your SKO sets the tone for the entire sales year, aligning teams, energizing sellers, and laying the groundwork for success.

In 2025, it’s time to embrace a value-focused approach—and this begins at your Sales Kickoff.

As Halloween approaches, the chills creeping down the spines of B2B go-to-market (GTM) leaders aren’t from ghost stories but from the frightening state of buyer confidence and satisfaction.

For sales, marketing, customer success, sales enablement, and value consulting teams, the latest research paints a haunting picture of decision-maker regret, declining deal quality, and an overall lack of confidence.

With increasing pressure to prove ROI for every purchase, tech professionals are critically evaluating their vendors and, in many cases, making bold decisions to switch.

This presents both a challenge and an opportunity for tech businesses. On the one hand, the market is ripe with potential customers seeking better solutions. On the other hand, many of your current customers are also evaluating alternative options, which means retaining them requires a renewed focus on delivering value and proving ROI.