Value Hero: Marcel Eisma - A Change Leader in Value Practices
Marcel Eisma, Senior Director of Value Management at Proofpoint, a leader in cybersecurity solutions, is making huge strides with his changes to Proofpoint’s selling practices. Not only did Marcel introduce value management to Proofpoint, he is also working to develop new sales practices, incorporated with existing value methods.
Of course this helps Proofpoint’s ability to sell, but with his leadership, his value selling program is having an incredible impact on Proofpoint’s customers who are gaining a clear understanding of the ROI and impact they should expect from working with Proofpoint.
Marcel recognized that evolving the sales and value approach in a large organization takes time, effort, support, and input. Helping others recognize value in this approach has consisted of his own company, as well as teaching practices to their vendors. His dedication to value management and value selling has influenced his company, and others, to reevaluate their practices for success.
Marcel is the definition of a Value Hero. His belief in leading conversations based on value and business impact has allowed him to be a change leader navigating the evolution of value selling, and he is only getting started.
Submitted by: Michael Collins
Throughout the summer, DecisionLink is honoring the Value Heroes of organizations as a part of “Value Heroes: A Summer of Recognition.” We are sharing these stories on our blog, submitted by value heroes themselves or by the sales professionals that they have supported.
Our celebration of Value Heroes concludes after Labor Day with our “Value Heroes Summit,” a town hall, virtual forum where value and sales professionals can connect, share stories and best practices and engage with like-minded professionals.
So, share your value selling stories and join the conversation!