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 explain five main traits to keep in mind when you’re onboarding new people to your value team. Some history on value engineering Nearly two decades ago, the first business value teams were created. These started in companies like SAP and Oracle. Back at that time, the profile of a value engineer was not clear-cut. […]
More and more, companies are implementing sales value management practices to focus their sales strategies on the exclusive benefits that their products and solutions offer to customers, rather than on their functions and features. This holistic approach demonstrates the real value (product – advantage – benefit!) to customers and the additional economic profit and savings […]
Business value management has become a must-have, not just for global enterprise software vendors.