Definition:
An SDR (Sales Development Representative) is responsible for generating and qualifying leads at the top of the sales funnel. They focus on prospecting, outreach, and initial engagement to identify potential customers who are a good fit for the solution.

Key Responsibilities:

Research and identify potential leads.
Conduct outreach via email, phone, or social media.
Qualify leads using frameworks like BANT (Budget, Authority, Need, Timeline).
Schedule meetings or demos for Account Executives (AEs).
Key Skills:

Communication, persistence, research, and time management.
Goal:
To build a pipeline of qualified leads for the sales team.

More on how VVP helps SDRs

More on SDR

 

Definition:
An AE (Account Executive) manages the middle and bottom of the sales funnel, focusing on closing deals and building relationships with qualified leads. They work closely with SDRs and Value Engineers (VEs) to drive revenue growth.

Key Responsibilities:

Conduct discovery calls to understand customer needs.
Deliver tailored presentations and demos.
Negotiate terms and handle objections.
Close deals and ensure a smooth handoff to the implementation team.
Key Skills:

Communication, negotiation, relationship building, and problem-solving.
Goal:
To convert qualified leads into paying customers.

More in AE role

 

Definition:
A VE (Value Engineer) or Value Consultant specializes in demonstrating the business value of a technology solution. They create business cases, ROI analyses, and tailored presentations to help customers understand the financial and operational benefits of the solution.

Key Responsibilities:

Conduct value discovery sessions with customers.
Develop business cases and ROI analyses.
Create customized presentations for stakeholders.
Support AEs in addressing objections and securing buy-in.
Key Skills:

Analytical thinking, communication, industry knowledge, and technical expertise.
Goal:
To articulate and quantify the value of the solution, driving deal success and customer satisfaction.

More on VE role

 

 

Value Viewpoint (VVP) is a SaaS platform designed to transform technology sales through value-driven engagement.

Instead of generic sales interactions, VVP enables teams to instantly generate personalized, executive-ready reports that pinpoint prospect pain points and quantify the business impact of a vendor’s solution.

With lean business case development and AI-powered ROI modeling, VVP supports an "outside-in" approach—helping sales teams clearly communicate financial and strategic value that resonates with C-suite decision-makers.

By streamlining the sales cycle, improving deal closure rates, and fostering seamless collaboration within the platform, VVP empowers sales teams of all sizes to communicate value effectively and win more deals.

VVP solves two major challenges in technology sales:

1. Bridging the Gap in Traditional Sales Engagement
Most sales engagement platforms lack true value-centric personalization. VVP fills this gap by allowing sales teams to generate compelling, executive-ready reports that clearly articulate:

✔️ Prospect pain points
 ✔️ Business impact
 ✔️ Solution benefits

This helps SDRs scale personalized outreach while AEs lead value-driven sales engagements that evolve into collaborative value assessments.

2. Scaling Value-Based Selling (VBS) Across the Entire Sales Pipeline
Large tech companies have Value Engineering (VE) teams, but these teams focus only on the top 10% of high-value opportunities due to resource constraints.

This leaves 90% of the pipeline without the benefits of Value-Based Selling (VBS).

VVP solves this by automating and scaling VE efforts—ensuring all opportunities benefit from a structured, value-driven sales approach, not just the top-tier deals.

 

Yes, it’s true. All competing platforms were founded by Sales Executives with Private Equity backing, rather than by professional Value Engineers (VEs).

This has resulted in sales-centric designs rather than platforms optimized for the VE workflow. Because of this, most alternative solutions:

🔹 Require intensive vendor support for implementation and usage.
 🔹 Depend on in-house Value Consulting services, making them semi-self-service at best.
 🔹 Lack true self-service functionality, unlike VVP, which enables instant onboarding and independent usage.

VVP was built by Value Engineers for Value Engineers—making it the only truly self-service, scalable, and automation-driven Value Selling platform.

The VVP platform is built by Value Selling experts for Value Engineers—unlike traditional sales-driven solutions. It is also intuitive and easy for sales professionals to use.

✅ Self-Service – Instantly start using the tool without sign-up or subscription.
✅ Auto-Generated Business Cases – Quickly create outside-in ROI models, perfect for SDRs and startup founders to boost lead outreach.
✅ Seamless Transition to Full Collaborative Value Assessment – Convert quick estimates into detailed, interactive business cases.
✅ Unique Buyer Engagement & Stakeholder Acquisition – Enhance engagement and drive conversions through a collaborative approach.
✅ Optimized UX for Value Consultants & Engineers – Built for efficiency, speed, and deep insights.
✅ Fast Migration of Existing Models – Import XLS and Google Sheets into VVP effortlessly.
✅ Build Business Cases from Scratch – Create structured, data-backed cases with minimal effort.
✅ Industry-Specific Insights – Access value chains, benchmarks, and key metrics instantly.
✅ Maturity Assessments – Share assessments via links for customer collaboration.
✅ Lean Business Case Development – Reduce time and cost of ROI modeling.
✅ Customer Champion Engagement – Foster collaboration from the start of the sales cycle.
✅ Single-Pane Investment Summary Dashboard – Designed using behavioral science principles to accelerate decision-making.

 VVP makes value-based selling self-service, automated, and more effective—helping sales teams engage, justify, and close deals faster.