It is easy to think AI technology will quickly solve the scale problem in value selling. But before turning to AI, it helps to ask a few basic questions about how your value management (VM) program works today.

Value management is undergoing a meaningful transformation. Once positioned as a sales support function, our report shows it is increasingly recognized as a strategic capability that directly influences competitive positioning, revenue growth, buyer journey velocity, and customer success.

Whether it’s the buyer or the seller of foundational technology solutions, a proactive value management strategy is required to ensure these capabilities are quantified and communicated

New blog series shares solutions for ensuring that your organization is set up to succeed regardless of which work model you choose.

To close more deals, use value selling to enable decision-makers to easily evaluate the worth of a particular technology solution.

If you are a technology solution provider or a CIO investing in digital transformation, it’s time to harness the power of value management. 

Here are 5 tips to succeed with your demand generation campaigns and provide a measurable way to fill your pipeline.

Demand generation campaigns can build pipeline through targeted delivery of messages and content across multiple channels.

Hybrid events that integrate virtual technology with in-person events, can help decrease the average event budget by up to 50%.

Although all employee teams are navigating the post-pandemic workplace, legal experts are uniquely equipped to support complex issues.

For a frictionless flow of information between employees and Facilities managers, promote visibility and workplace culture.

As some offices return to in-office and others build up a digital architecture to support hybrid work, HR must help external workers adapt.

IT teams can play a central part in refashioning the motivations and behaviors of employees as they return to the office.

When you’re dealing with time or budget constraints, many people will choose to simply live with Excel’s limitations. But there is another option – the hybrid cloud solution.

The most effective business case tools feature embedded collaboration to assign data inputs, track those inputs, as well as provide real-time reporting.

Gartner estimates that CIOs who communicate IT’s value achieve 60% more funding than peers, but 63% of CIOs struggle to demonstrate their dept’s impact.