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The Value Search Team
Enhancing credibility and customer experience with value realisation 

Enhancing credibility and customer experience with value realisation 

by José Catala | Oct 5, 2023 | Value realisation

At a time when 75% of businesses said they are proactively exploring software alternatives before renewing their technology contracts (Gartner), value realisation is becoming central to improving credibility and customer experience. While customer experience usually...
Avoiding the pitfalls in value realisation success 

Avoiding the pitfalls in value realisation success 

by José Catala | Sep 25, 2023 | Value realisation

Pitfalls in value realisation success are well-documented. And most software and IT sales proposals now include a value realisation forecast. However, many customers perceive it as a fluffy sales exercise. This perception can result in disappointment and frustration...
Understanding the challenges of value realisation  

Understanding the challenges of value realisation  

by José Catala | Sep 4, 2023 | Value realisation

As economic pressures loom large, 80% of CEOs are ramping up their digital technology investments, seeking a lifeline amidst inflation, talent scarcity, and supply constraints (Gartner). The promise of digital transformation shines brightly, but the challenges in...
Onboarding: 5 key skills your value engineers need

Onboarding: 5 key skills your value engineers need

by José Catala | Jul 22, 2021 | Value management, Value realisation, Value selling

In this world of digital transformation, if you’re a software, hardware or telco vendor, driving sales through business value is now more important than ever. In our post this week we talk about some of the key skills that your value engineers need to have. And we...
5 reasons to implement value management

5 reasons to implement value management

by José Catala and Noelia Gomez Rivero | Apr 12, 2021 | Value management, Value realisation, Value selling

Business value management has become a must-have, not just for global enterprise software vendors. In this post, we explore the 5 key reasons to implement value management. Business value management identifies sources that will provide real value to customers, to...

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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