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

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, even as many countries are projected to have near-flat gross domestic product (GDP) growth and high inflation in 2023. Prioritisation will be critical as CIOs look to optimise spend, while using digital technology to transform the company’s value proposition, revenue, and client interactions.”

As Gartner predicts strong IT spending during the ongoing economic uncertainties, value management becomes more crucial than ever been before.

The secret ingredient for success lies in mastering value management

In this blog, we’ll briefly touch on the impact of value management in the software industry. Then we’ll invite you to the first in a series of roundtable events hosted by The Value Search Team (TVST) on June 8th, 2023.

Where the power of value management in the software industry comes into play

In a world where customers are more informed and discerning, value management has gained more and more recognition. Companies are investing in value management programs to showcase the monetary value their solutions offer. As well as to deliver tangible results to customers post-sale.

“With two decades of progressive adoption across global software vendors, value management has delivered impact and arrived at an important level of maturity, but still faces key challenges…”  Jose Catala (TVST CEO).

Beyond expectations: presenting the first TVST live roundtable experience

Imagine being in a room filled with some of the most influential and brightest minds in the software industry, as they gather to share their invaluable insights and strategies that have revolutionised the world of sales. Now, picture yourself having a front-row seat to this extraordinary event where seven world-renowned founders of the sales value management approach come together for an unforgettable discussion. Well now you can stop imagining, because we are thrilled to invite you to the first TVST roundtable event: The future of value management in the software industry – insights from global leaders.

Join us on June 8th, 2023, from 15:00 to 16:30 CEST. Sign up here!

Masters of value: meet our panel of experts

Franck Alfero, Head of Customer Value and Transformation Advisory EMEA South at Google Cloud

Ognen Borozanov, Head of Oracle Insight and Enterprise Architecture – Western Europe at Oracle

Mark Ceresale, Vice President Inspire Value – EMEA at ServiceNow

Chris Clarke, Area Vice President Strategic Value Advisors – EMEA at Coupa Software

Kevin Male, Head of Presales and Value Engineering – UK&I at Zellis

Sridhar Parameshwaran, Senior Director Value Engineering – International at Certinia (formerly FinancialForce)

Fabrizio Rotondi, Head of Industry and Value Management EMEA at Workday

During this roundtable discussion, these experts in the field will share the expertise and insights they have gained from over 20 years of experience working in leading software companies. By exploring current economic uncertainties and business decision paralysis, this event aims to provide clarity on risk mitigation and overcoming future challenges.

Value management's future in the software industry

Understanding value management

Value management is a crucial aspect of the software industry. It involves forecasting and tracking the value a product or service brings to a company. This approach helps organisations predict and measure value, identify customer needs, and make data-driven decisions.

Why it matters

In today’s competitive software market, simply having exciting features is not enough to attract buyers. Decision makers prioritise tailored, user-friendly solutions that provide real value. Value management helps organisations position their products based on customer needs, identify valuable features, and measure benefits throughout the sales process. It also enables vendors to differentiate themselves, reduce sales cycles, increase deal sizes, and enhance customer retention.

The benefits

Customers appreciate having a monetary figure attached to their solution during the sales process. Value management also helps them sell their business case and provides peace of mind through after-sales value tracking. For vendors, engaging in value management discussions builds credibility and strengthens relationships with customers.

The challenges

While value management brings numerous benefits, its implementation commonly poses big challenges.

The key challenges here for vendors are investment in the best talent, processes, and tools.

Obviously, having the right people for the job is the crux of the matter. After that, tapping into the needed data to measure software value is one of the most central yet often the most difficult jobs. This is especially the case when it’s complicated software and you’re up against diverse user needs. Organisations really do need the right tools and processes to evaluate and manage value well. Ultimately, this requires value management to be fully embedded in the sales process. And being able to do that hinges on having the management with the know-how.

Unveiling the world of value management

Why are we hosting this event?

We want to bring the architects of modern value management to the fore.

TVST, a trailblazer in the software consulting industry, is hosting a series of events. These events aim to celebrate the remarkable contributions made by the individuals, who have shaped the value engineering landscape. The names we have joining us for this premiere event, have become synonymous with success, and game-changing strategies that have propelled companies to new heights.

Leading the way and inspiring change

To achieve effective value management, an integrated approach is crucial. One that encompasses development, customer engagement, quality assurance, and operational support. As customers become increasingly demanding and value management teams strive to close business faster, the future raises questions about extending this practice to smaller opportunities efficiently and its evolution within organisations.

Don’t miss this unique opportunity to learn from some of the top minds in the software industry and address the challenges that come with lengthy sales cycles. Save the date: June 8, 2023, and secure your spot today!

To ensure you don’t miss out, there are three viewing options

Attend the live zoom: Join us live and fully immerse yourself in the atmosphere as you engage with like-minded professionals. Spaces are limited, so secure your spot by registering today through our website.

Watch the livestream: Don’t want to join in on zoom? We have partnered with LinkedIn Live and YouTube to bring the roundtable to you. So, you can watch from anywhere. And don’t worry, you can still ask questions and share your thoughts with us and the panellists through these channels too!

Watch later: Can’t make it on the day of the event? We will record the live stream. We’ll post it on YouTube and our website in the weeks after the event for anyone who wants to be involved but isn’t able to be with us on 8th June.

To stay informed about software sales and value management, we encourage you to follow us on LinkedIn and our YouTube channel. Be the first to know about future events and gain access to resources that will step up your professional growth.