Blog
This dedicated to Value Engineers (VEs)—relentlessly innovating to enhance, simplify, and elevate the VE experience every second, every day.
Feb 28, 2024
What does the embedment of the business case in the sales process do for three differently-sized CRM groups of customers?
Creating a compelling justification for using business case and ROI tools during the technology sales process can significantly influence decision-making across different customer segments. Below is a tailored justification for each group: large technology enterprises, medium-sized tech companies, and startup companies selling technology solutions. Read more in the article below.
October 19, 2022
Is ROI still relevant when selling AI-enabled technology?
- What capabilities are AI tech sellers missing in developing sound ROI models, and what do existing value-selling and sales-enablement platforms fail to address?
- Is ROI still relevant in the prospective customer procurement process for AI-enabled technology?
- In which customer segments or industries is ROI a key decision factor in procuring AI technology, and in which is it not?
- What challenges arise in building a credible ROI model or business case for AI technology?
- Read more in the article below.
September 1, 2024
The Transformative Impact of Business Cases in Technology Sales Processes
In the competitive world of technology sales, closing deals efficiently is crucial for success. However, many companies struggle to deliver compelling business validation at critical sales process stages. Integrating strong business cases, quantifiable business benefits, and ROI models can dramatically improve sales win rate. Read more in the article below.
Feb 21, 2024
Value Selling Automation tools help your technology startup sell 50% faster and increase the deal size up to 300% by uplifting your sales pitch from IT to C-suite.
Tday, I want to share valueviewpoint.ai, a landing page showcasing my NorthStar service that I want to turn into an AI-enabled Platform.
Read more in the article below.
Jan 21, 2025
Sales-led growth (SLG) is labor-intensive and expensive compared to Product-Led Growth (PLG), yet it remains the dominant approach for selling B2B Enterprise Technology Solutions.
In recent years, the tech world has been inundated with advice on transitioning from sales-led growth (SLG) to product-led growth (PLG). Advocates highlight PLG’s potential to reduce customer acquisition costs and speed up adoption cycles. However, for most B2B enterprise technologies, especially with High Annual Contract Value (ACV)
Read more in the article below.
Feb 1, 2025
The Art of Prospecting: Personalized Over Generic Outreach
Too many sales messages land in my inbox with no real understanding of my business. Generic outreach = ignored outreach.
Read more in the article below.
Nov 3, 2024
Rethinking the Business Case Life Cycle: Aligning Product, Sales, and Customer Success for Seamless Value Management
Depicting the seamless journey of the business case lifecycle through Product Development, Sales, and Customer Success, breaking down traditional silos
October 25, 2024
Don’t build an ROI model just to sell — focus on engaging customers in a value-driven engagement.
The ROI model isn’t the end goal but a natural outcome of this collaborative process, much like an asset assessment in an M&A transaction.
Oct 19, 2024
How to use Michael Porter’s 5 Forces to build a strategy to Enter the Highly Competitive Value Selling Productivity Tools Market with example of www.valueviewpoint.ai.
The barriers to entry in the Value Selling SaaS market are rather High, making it relatively straightforward for new players to launch platforms. However, succeeding in the value selling space requires more than just a product — subject matter expertise. Yes, it’s true — all mentioned these companies were not founded by Value Engineers (VEs) but by Sales Executives with financial backing. This often means their platforms are sales-centric rather than deeply built for the VE workflow.
October 21, 2022
Investment in Mission Statement could create a mighty return on investment for a startup founder.
In the fast-paced and competitive technology industry, a strong mission statement serves as both an anchor and a compass, providing stability amid challenges while steering the company toward its goals. Ultimately, it plays a crucial role in shaping the company's valuation.
October 19, 2022
What are you losing if you do not have a strong mission statement for your organization?
Recognize the value of a mission statement. It provides clarity for decision-making, motivates the team, and communicates your purpose to stakeholders, including investors, employees, and customers.
September 8, 2022
What can cause cloud migration ROI to fall short?
This article distills insights and lessons learned from my ten years of experience in overseeing cloud expenditures, crafting economic justifications, and constructing ROI models for various cloud migration projects.
Feb 3, 2025
From DevOps to ValueOps: How Startups Can Start Value Selling by Automating Business Case Development Process Just Like CI/CD Does:
Why Technical Founders Need a DevOps Approach to Value-Based Selling vs. Selling features and technical specs of their solutions
Jan 15, 2025
Uplift your Sales Organization to the Elite Level by enabling three Sales Phases with AI.
Elevate Your Sales Organization to Elite by Refining Three Key Sales Phases: Qualification, Discovery, and Product Demo.
December 25, 2024
Can valueviewpoint.ai replace McKinsey? How AI is Disrupting Value Selling in Tech
However, with the rise of generative AI, the consulting landscape is evolving. While AI won’t fully replace MBB in the near future, it is already augmenting and automating key aspects of management consulting, reshaping how strategic insights are delivered.
October 3, 2024
How to empower Sales with Value Engineering (VE) Teams and lower the Cost of Sales at the same time
In today’s highly competitive technology sales environment, delivering value to your customers has become more critical than ever. One proven approach to increasing sales and win rates while optimizing costs is by leveraging Value Engineering (VE) teams. However, VE can either be costly if you hire full-time ex top-management consultants, or a more cost-effective strategy when fully or partially outsourced to on-demand value-selling consultants armed with 21st-century tooling.
October 19, 2022
Strategic Product Development: How ROI Models Justify Need in New Features Development
Business Benefits vs. Technology Features: — should we always define business benefits before adding new feature to our product? — Will this feature add Value to the end User and reinforce your Company strategy ? — Do we need to build ROI Model to promote effective Decision-Making.
September 8, 2022
TWO WORLDS OF TECHNOLOGY LIFE
The Forgotten Business Case: Bridging the Divide Between Sales and Post-Sales to Achieve Value Realization. Having worked on both sides — building business cases for strategic AWS and Google Cloud deals and managing Customer Success teams post-implementation — I’ve seen firsthand the growing disconnect in the technology world. Selling on value has become more prevalent, with teams focusing on demonstrating ROI and business impact during the sales cycle. However, the post-sales world is still stuck in the dark ages — and it’s not just the customers who are suffering; vendors are too.
October 19, 2024
Why must IT benefits be aligned with customer prospects’ strategic priorities during the technology sales cycle?
When deploying IT technologies, it is imperative to understand how they will create your customers’ competitive advantage and build unique to your business capabilities to sustain it in the long run. Does market need your feature? How to find out it?
March 3, 2024
Is your company’s innovation being hindered by a technocentric sales approach?
McKinsey research indicates that while the innovation cycle in technology companies has notably accelerated over the past two decades, the sales cycles have remained unchanged. This stagnation is attributed to the prevalent technocentric sales approach in tech-intensive businesses. Such a “traditional” sales approach hinders 90% of technology companies from unlocking additional value, as they are encumbered by the technical debt associated with their innovative products.
May 3, 2019
Effectiveness vs. efficiency in managing your Cloud Spend
Are you sute yuo pay for what you Consume and not what you Provision? AWS caal oy consumption on-demand, but forget to tell you that you actially pay for empty provisioning as well. Plan right things first (cost management sttaregy) before doing things right (provisionming right architechture)- what is congruent with the difference between effectiveness and efficiency as once defined by the father of process thinking Peter Drucker.