DecisionLink Blog

The ‘Hard’ versus ‘Soft’ Benefit Conversation – part two of two

By DecisionLink | Dec 4, 2019 | 0 Comments

by Bob Caravella Bob Caravella is one of the industry’s leading experts on value engineering. He built and led the business value engineering and consulting practices at Mercury Interactive and HP Software – including value model engineering and enabling the worldwide sales teams to carry on meaningful value conversations with customers. He is a member … Read more

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The ‘Hard’ versus ‘Soft’ Benefit Conversation – part one of two

By DecisionLink | Nov 8, 2019 | 0 Comments

by Bob Caravella Bob Caravella is one of the industry’s leading experts on value engineering.  He built and led the business value engineering and consulting practices at Mercury Interactive and HP Software – including value model engineering and enabling the worldwide sales teams to carry on meaningful value conversations with customers.  He is a member … Read more

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DecisionLink at the Pre-Sales Value Engineering/Pre-Sales Leadership Collective Fall Workshop: Customer Value Management for Pre-Sales Leaders

By DecisionLink | Oct 31, 2019 | 0 Comments

John Porter and Kristina Cutter of DecisionLink recently led thought leadership discussions surrounding Customer Value Management and value selling for pre-sales leaders at the Pre-Sales Value Engineering/Pre-Sales Leadership Collective Fall Workshop on October 14, 2019. John Porter is the CTO and Co-Founder of DecisionLink. He is the visionary and pioneering technical expert creator of DecisionLink’s … Read more

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Handling Objections to Starting a Customer Value Management Program

By DecisionLink | Oct 14, 2019 | 0 Comments

A Customer Value Management (CVM) program uses metrics to ensure high levels of value are delivered to every customer based on their needs throughout the life of the relationship. Managing customer value as a practice and with an enabling application allows enterprises to treat customer value as a strategic asset and win business and retain … Read more

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Why Quantifying Customer Value is so Hard Part 2

By DecisionLink | Sep 27, 2019 | 0 Comments

by John Porter, CTO and Co-Founder for DecisionLink This blog is the second in the series on why quantifying customer value is so hard.  (If you missed the first in the series you can read it here) The key topic here is understanding and audience.  One of the biggest challenges a Business Value Consultant (BVC) … Read more

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Productivity Benefits for Customer Value Management:  Hard or Soft? 

By DecisionLink | Sep 19, 2019 | 0 Comments

Productivity Benefits for Customer Value Management:  Hard or Soft? Mark Camilleri Director of Value Engineering DecisionLink Do you position improved productivity benefits of your solutions as a hard or soft dollar savings as you work towards improving customer value management?  Most practitioners place productivity improvements in the soft bucket, however, I would argue that depending … Read more

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Why Is It So Hard to Quantify Customer Value?

By DecisionLink | Aug 28, 2019 | 0 Comments

Customer Value Management Is Key to Solving the Problem by JOHN PORTER This is the first in a series of blog posts which will cover why quantifying value is so hard. Value Engineering, in its purest form, is designed to align the value of what you sell to the opportunities that buyers have, quantitatively. The … Read more

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