We secure the business value of software and technology investments
The Value Search Team
We help software and technology vendors to build, scale, and operate their value management practices, and we help software and technology buyers to understand the real business value of their investments.
software sales processes supported in 5 years
business cases developed per year
value management consultants worldwide
countries with TVST presence
We are driven by your value realisations
Software and technology sales traditionally use technological features of the solution as the main driver for decision-making. But, in such a disruptive environment, it has become necessary to demonstrate the value of these solutions.
What is value management?
Business value management is a discipline aimed at assessing and tracking the economic value of a technology solution for a company, so that buyers can agree if this value is enough to move forward with the investment. It means that vendor-buyer conversations rest on how to realise the potential value identified, rather than on price and discounts.
Why value management?
With sales value management, vendor-buyer conversations focus on how to realise the potential value identified, rather than on total cost. With this approach it is proven that you can win more business, close deals quicker, reduce discounts and selling costs, upsell and cross-sell more effectively, grow your deal size and make your solution more appealing to customers.
How can we help you?
We assist software and technology vendors with the design, implementation, and operation of their value management practices, to build credibility and trust with their customers, leading to increased sales, better sales margins, and long-lasting relationships.
Our value management services enable sellers to lead with rational, data-driven business cases that home in on value, instead of price.
We support buyers to understand the real value of their software and technology investments, by translating solution features and functionalities into measurable business KPI improvements, to quantify their potential impact on the business.
Our buyer services ensure business decision makers can understand the benefits of the solution and purchase with confidence.
The latest from TVST
Strategic alliance with Shark Finesse Limited
The Value Search Team (TVST) and Shark Finesse (SFL) are pleased to announce their global strategic alliance combining over 30 years of experience in Business Value Management. This new partnership…
Grow your sales margins with value management
This week our post talks about how showing customers your true value, and avoiding the typical hefty discounts, helps you to grow your sales margins. In 2020 we witnessed a great year as the…
The future of software sales
Our blog this week talks about the future of software sales. Keep reading to find out how business value management can help you win in the new normal. The worldwide chaos during the pandemic sped…
Grow average deal sizes with business value management
What strategies do you use to boost your sales and grow average deal sizes? Let’s face it, every sales rep wants to grow the total size and revenue of any available deal or opportunity, but in B2B…
Shorten your sales cycle with value management
How do you shorten your sales cycle? B2B sales can be long and dragged-out dealings, especially for software and telco vendors. Keep reading to find out how you shorten your sales cycle by…
Four ways to ensure effective value management
Is your value management team working as effectively as they could be? This week our post looks at four ways to help you boost your practices to ensure effective value management. Why value…
Get closer to customers with value management software
You can get closer to customers with specialist business value management software, as it helps you avert time wasters and get bigger and better deals. Can you think of a few occasions where you…
We’re always looking for talent to join the TVST family. If you are knowledgeable, hardworking, reliable, personable, and can demonstrate a high standard of technical and professional competence then we would love to hear from you!
Meet our team
Our exceptionally collaborative TVST staff team is full of enthusiastic people who care about your success.