146: The Future Is Here: Embracing Value Automation for Exponential Growth.

Dan was recently interviewed on the Value Coffee Talk Podcast. Here are some of the highlight: The importance of automating value in B2B organizations (00:00:11) Discussion on the significance of automating value in B2B organizations and the need for value automation platforms. Challenges of implementing value programs and best practices for value automation platforms (00:02:37) Exploration of the challenges faced in implementing value programs and the best practices for designing and rolling out value automation platforms. Key factors for successful value automation platform implementation (00:08:10) Discussion on the key factors that contribute to the success of value automation platform implementation, including simplicity, senior management buy-in, integration with existing workflows, user experience, full cycle value, and buyer enablement training. The impact of value automation platforms (00:13:28) Discusses the dramatic results seen when companies use value automation platforms and the ability to measure average selling price and cycle time. The evolution of value programs (00:14:38) Highlights the significant impacts of value automation platforms, such as win rates, deal acceleration, and growing deal size, as well as the shift from a program created by a team to a movement. Different approaches to post-sale value (00:16:06) Explores the different messaging and methodologies used by organizations to tackle post-sale value, including measuring success through KPIs or comparing the value delivered to the original business case