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The Value Search Team
Value management’s future in the software industry: exploring the path forward

Value management’s future in the software industry: exploring the path forward

by Noelia Gomez Rivero and Charlote Ayr | May 31, 2023 | Value management

Value management in the software industry is in a constant state of evolution. With mounting competition and growing customer demands, organisations must now prove their value at every stage of the sales cycle.  According to Gartner: “IT spending will remain strong,...
How software companies are responding to increased uncertainty and competition

How software companies are responding to increased uncertainty and competition

by Noelia Gomez Rivero | May 1, 2023 | Value management

Poor sales forecasts in the technology arena have prompted some very noisy layoffs. While the collapse of SVB and Credit Suisse, and the Deutsche Bank instability, are making companies across all industries more cash-flow and profit conscious. This is resulting in...
7 pointers for a scalable value management practice

7 pointers for a scalable value management practice

by José Catala | Apr 11, 2023 | Value management

How do value engineering teams successfully scale their sales materials? Here are 7 key pointers to ensure a scalable value management practice, from the TVST CEO. Read more on this in our previous article. Why is the scalability of your value management practice so...
Grow your sales margins with value management

Grow your sales margins with value management

by Noelia Gomez Rivero and Charlote Ayr | Jan 19, 2022 | Value management, Value selling

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 pandemic hit and software companies surpassed their targets. But 2021 was a...

The future of software sales

by Noelia Gomez Rivero and Charlote Ayr | Dec 17, 2021 | Value management, Value selling

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 up digital transformation across many companies. Working from home...
Grow average deal sizes with business value management

Grow average deal sizes with business value management

by Enrique Velazquez and Charlote Ayr | Dec 2, 2021 | 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 software sales closing a deal is becoming more and more of a challenge,...
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Recent Posts

  • Enhancing credibility and customer experience with value realisation 
  • Avoiding the pitfalls in value realisation success 
  • Understanding the challenges of value realisation  
  • Value management’s future in the software industry: exploring the path forward
  • How software companies are responding to increased uncertainty and competition

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