List of value Viewpoiunt Publications in Medium:  Link

How Startups Can Boost Their Selling Effectiveness

Why Technical Founders Need a ValueOps just like DevOps Approach to Value-Based Selling vs. Selling features and technical specs.

• Manual customer research → Copy-pasting industry data from Google and ChatGPT, Perplexity, Deepseek R1, or any other Generative AI assistants.
• Scattered financial modeling → Messy Excel sheets with disconnected ROI calculations and valuable data inputs. Imagine if you have hundreds of opportunities where you have to justify economic benefit for your product.
• Unstructured storytelling → Manually assembling PowerPoint slides with no clear positioning, sales narrative, and poor graphical design.

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?

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.

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 win rates, shorten sales cycles, and enhance overall sales performance. This article explores the quantifiable impact of value-centric content in the sales process and the significant advantages it offers.

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.

Can valueviewpoint.ai replace McKinsey? How AI is Disrupting Value Selling in Tech

For decades, (McKinsey & Company, Boston Consulting Group (BCG), and Bain & Company (collectively known as MBB) have dominated the consulting landscape, especially in the Enterprise Technology landscape. They advise company CEOs of the best technologies to acquire, implement, and enable new business models. Their strategic insights, executive influence, and ability to drive transformative change for Fortune 500 companies have made them indispensable. But as technology evolves, especially with the massive adoption of generative AI, so does the consulting game.

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.

Transforming your sales organization into an elite team starts with refining the Qualification, Discovery, and Product Demo phases.

By shifting to a consultative, value-based selling approach, you can drive higher engagement, close bigger deals, and win the attention of key decision-makers. Here’s how:

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), PLG is not a silver bullet — in fact, it often doesn’t fit at all. Transitioning to PLG can be a long, painful, and costly process, one that doesn’t address the nuanced realities of high-stakes, consultative enterprise sales.

Too many sales messages land in my inbox with no real understanding of my business. Generic outreach = ignored outreach.

Every week, I receive countless LinkedIn messages from “growth experts” and “pursuit specialists” offering their services. The problem? Very few take the time to understand what my company does, what challenges we face, or whether their solution is even relevant to us.

Rethinking the Business Case Life Cycle: Aligning Product, Sales, and Customer Success for Seamless Value Management

Tech companies struggle with disconnected value assessment, selling, and success tracking, leaving product teams without clear business cases, sales building from scratch, and customer success lacking key insights. ValueViewpoint, an AI-powered SaaS, unifies this process—helping Product Managers, Sales, and Customer Success seamlessly quantify, communicate, and track value across the customer journey.

Don’t build an ROI model just to sell — focus on engaging customers in a value-driven engagement.

The traditional sales approach often falls short in today's fast-paced business world. Value-selling has emerged as a powerful alternative, but it’s not just another methodology aimed solely at closing deals. It’s a collaborative engagement model that aligns seller solutions with buyers’ pain points through a consultative assessment framework and intelligent tools..

Why must IT benefits be aligned with customer prospects’ strategic priorities during the technology sales cycle?

Compelling copyrighting creates intrigue while striving for brevity and clarity. Use these principles in your own text. Welcome, captivate, and motivate your landing page visitors to take a targeted action. Drag and drop as many text elements as you want to any part of your layout.

Strategic Product Development: How ROI Models Justify Need in New Features Developmen

usiness 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.

TWO WORLDS OF TECHNOLOGY LIFE

The Forgotten Business Case: Bridging the Divide Between Sales and Post-Sales to Achieve Value Realization

Compelling copyrighting creates intrigue while striving for brevity and clarity. Use these principles in your own text. Welcome, captivate, and motivate your landing page visitors to take a targeted action. Drag and drop as many text elements as you want to any part of your layout.

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. This approach reduces the need for a larger VE headcount, freeing their time from time-consuming research and financial modeling, and allowing them to focus on more strategic activities. This article will explore how to boost your sales at the lowest cost by balancing your VE efforts.

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.To achieve efficiency and effectiveness in managing cloud resources, it is crucial to establish the right things first and only then do things right.

What are you losing if you do not have a strong mission statement for your organization?

Is there is an ROI on mission statement? 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.

Investment in Mission Statement could create a mighty return on investment for a startup founder.

A powerful mission statement is the foundation and guiding light for any company, including those in the technology sector.

Here are 12 key benefits of a strong mission statement for a technology company...

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