FOR IMMEDIATE RELEASE

November 19, 2019

DecisionLink Debuts ValueCloud® for Sales at Dreamforce

  • Leading Customer Value Management (CVM) platform - ValueCloud® now offers self-service UX/UI for sales – ValueCloud® for Sales
  • DocuSign takes advantage of ValueCloud® for Sales to scale value selling across the board
  • DecisionLink participates in Thought Leadership Panel with Okta, Salesforce and DocuSign at Dreamforce

ATLANTA & SAN FRANCISCO (November 19, 2019) This week at Dreamforce, DecisionLink debuts the new ValueCloud® for Sales solution. Now part of DecisionLink’s ValueCloud® portfolio, this solution specifically provides salespeople with a self-service User Experience/User Interface (UX/UI) that guides them through the development of Value Hypotheses to assist in early stage conversations with clients, and/or the development of business cases, further down the funnel to close opportunities. These assets empower salespeople with value-selling capabilities at scale; providing sales with a consistent way to elevate conversations from price to value, differentiate themselves and improve win rates overall. The ValueCloud for Sales® also helps Chief Sales Officers create consistency and quota achievers across the board.

Tamara Schenk, research director CSO Insights (Miller Heiman Group, now KornFerry), says, “everybody knows the benefits of value selling, like reduced discounts, accelerated deal velocity, increased deal sizes, higher close rates, reduced churn, improved competitive win rates, and increased profitable growth. And everybody knows Value Professionals are worth their weight in gold, developing detailed business cases that compel buyers to invest. Now, the question facing Chief Sales Officers is not ‘do we do value selling’, but ‘how do we scale the practice across the entire sales team, regardless of segment or channel, in a digestible, fast and easy way?”

“Scaling with quality and precision is key, and that’s what customers achieve with ValueCloud®” states DecisionLink CEO, Jim Berryhill, “scaling value management smooths out, or eliminates, the ‘long-tail’ in sales teams. Your top 15-20% of reps are already selling value, the rest, the ‘long-tail’, struggle. Imagine lifting their performance a few notches. That is one of many benefits from implementing an optimum Customer Value Management (CVM) platform like ValueCloud®. It moves the needle on sales effectiveness and productivity with immediate benefits! And we do it with software, not services or expensive consulting”.

“ValueCloud® for Sales is a breakthrough technology, with it, DocuSign sales professionals can create a compelling and personalized value hypothesis for any account in minutes,” says Ran Haimoff, Director of Strategic Sales Programs. “This is a core competency for high-performance go-to-market. ValueCloud® for Sales is the logical evolution of CRM, taking it from a system of record to a system that helps customers understand the value they can expect.”

John Porter, DecisionLink’s CTO said, “we’re proud to unveil and demonstrate ValueCloud® for Sales at Dreamforce, showing Chief Sales Officers how every sales rep can take a value hypothesis into every meeting as easily as pulling a customer case study off a website. If you know the industry, number of employees, and value proposition, ValueCloud® for Sales will guide you through the rest. And it’s that easy, because we baked financial acumen into the interface, such that the salesperson, with a customer, if present, can take a guided tour of key financial tenets like ROI, Payback Period, NPV, and cost of delay”.

John added, “as the leading SaaS player in the value space, we take an active role in growing and facilitating the value management community, not just by delivering solutions. That’s why our Senior Director of Customer Engagement, Kristina Cutter, with years of experience implementing and scaling customer value management at Amadeus, will participate in “Meeting of the Minds” at Dreamforce. The summit will bring value managers together and ensure the scaling conversation starts. And I will be demonstrating the new solution at the event as well.”

Gerry Murray, IDC’s Research Director of Marketing and Sales Technology, notes, "DecisionLink has created a SaaS platform to scale and automate the delivery of data needed to support value-based discussions with senior decision makers. Having an economic framework supported by real world data is a huge confidence builder for buyers and the best way for salespeople to establish a trusted advisor role."

DecisionLink’s ValueCloud® for Sales is available immediately and is provided at no additional charge to existing DecisionLink clients. Further information is available at http://info.decisionlink.com/value-cloud-for-sales-info, on the Salesforce AppExchange, or by calling 800.670.8301. DecisionLink offers an online demonstration of ValueCloud® for Sales and a no charge Proof of Value. Please visit http://info.decisionlink.com/value-cloud-for-sales-demo-video  .

About DecisionLink

DecisionLink’s primary solution is ValueCloud®. ValueCloud® is an enterprise-class, Customer Value Management (CVM) platform, including a set of applications and sales tools that help create, store and leverage customer value assets giving sales teams the ultimate differentiator: value-based conversations. ValueCloud® enhances the value of CRM systems by providing the missing link to elevate conversations and shift relationships from tactical to strategic using value insights from initial sales call to contract renewals. DecisionLink is trusted by top enterprise businesses including Adobe, Caterpillar, CrowdStrike, DocuSign, Marketo, VMWare and ServiceNow. For more information, visit www.decisionlink.com, call 800.670.8301 or engage on social media at www.facebook.com/decisionlink, www.twitter.com/decisionlink or www.linkedin.com/company/decisionlink

Copyright © 2019 DecisionLink. All rights reserved. DecisionLink, its logo, ValueCloud® and ValueCloud® for Sales are trademarks or registered trademarks of DecisionLink. Trademarks of other companies mentioned appear for identification purposes only and are property of their respective companies.

Contacts
Ann Krauss, 520-331-2327
ann.krauss@decisionlink.com

FOR IMMEDIATE RELEASE

November 14, 2019

DecisionLink Raises Investment to Advance the World’s First Customer Value Management Platform

DecisionLink Founders will Demonstrate ValueCloud® During Week of Dreamforce

  • New Investors Include Accel and Sales Leader, Joe Sexton
  • Industry analyst Gartner agrees Customer Value Management (CVM) is a strategic practice for enterprise companies
  • DocuSign Value Leader identifies strategic importance of Customer Value Management

ATLANTA & SAN FRANCISCO--(BUSINESS WIRE)--The powerful momentum of the DecisionLink ValueCloud®, the world’s first customer value management (CVM) platform, continues on its trajectory and has now attracted new investment dollars. As more businesses adopt DecisionLink’s ValueCloud®, the company has now completed a SAFE round of investment dollars. Accel led the round with participation from Joe Sexton, a former executive sales leader for CA, Mercury, McAfee and AppDynamics and existing DecisionLink investors. The investment dollars will be used to support sales, marketing and increased R & D efforts.

Jim Berryhill, CEO, and John Porter, CTO, Co-Founders for DecisionLink, will be at the upcoming Salesforce Dreamforce event taking place in San Francisco, November 19 – 22. They will be demonstrating the DecisionLink ValueCloud® to customers, prospects, partners and the media.

“Positive outcomes happen when sellers produce 'business value assessments' for their prospects and customers,” explained Jim Berryhill, CEO for DecisionLink. “Business value assessments create key metrics that elevate conversations all the way up to the executive suite and boardroom. Accordingly, leading companies invest significant resources to enable value conversations, but typically stall when they can’t scale the practice and/or based on the absence of an application platform for value management. ValueCloud® is that platform and is being used by our customers including VMware, ServiceNow, DocuSign, CrowdStrike, PagerDuty, Marketo and more.”

"Software that can speed up and streamline the enterprise selling cycle is more critical than ever,” said Sameer Gandhi, Partner at Accel. “We look forward to partnering with DecisionLink as it builds out an important new category within B2B cloud software.”

“ValueCloud® is a breakthrough technology. DocuSign sales professionals are able to create a compelling and personalized value hypothesis for any account in a matter of minutes,” according to Ran Haimoff, Director of Strategic Sales Programs at DocuSign. “This is a core competency for high performance go to market. ValueCloud® is the logical evolution of any CRM, extending it from a system of record into a system that helps customers understand the value they can expect.”

Leading industry analysts are also aligned with the significance of the previously unmet need for treating customer value as a strategic asset and implementing customer value management (CVM) as a strategic practice for gaining and retaining more customers.

According to Gartner, “To improve go-to-market effectiveness, technology business unit leaders should:

  • Lead with business case outcomes within marketing content and direct sales at all stages of the sales cycle to support consensus building, reduce revisions and facilitate approvals.
  • Focus sales and marketing efforts at the stakeholders who can drive consensus within a large buying team, whom the Challenger Sales Model calls 'mobilizers.'
  • Assist buyer decision making by providing 'prescriptive' content and guidance with clear recommendations for all stages in the buying cycle.” 1

Gartner: “Tech Go-to-Market: Why Tech Sales Cycles Are Taking So Long and What Needs to Be Done Now,” by Michele Buckley, Senior Director Analyst for Gartner, June 4, 2018

About Accel

Accel is a leading venture capital firm that partners with exceptional founders with unique insights, from inception through all phases of private company growth. Atlassian, Braintree, Cloudera, CrowdStrike, DJI, DocuSign, Dropbox, Etsy, Facebook, Flipkart, Jet, Pillpack, Qualtrics, Slack, Spotify, Supercell, Tenable, UiPath, Venmo, and Vox Media are among the companies the firm has backed over the past 35+ years. The firm seeks to understand entrepreneurs as individuals, appreciate their originality and play to their strengths. Because greatness doesn’t have a stereotype. For more, visit www.accel.com or www.twitter.com/accel.

About DecisionLink

DecisionLink’s primary solution offering is referred to as the ValueCloud® platform. The ValueCloud® is an enterprise-class, Customer Value Management (CVM) platform, including a set of applications and sales tools that help you create, store and leverage customer value assets which give your teams the ultimate differentiator: value-based conversations. The ValueCloud® enhances the value of CRM systems by providing the missing link to elevating conversations and shifting relationships from tactical to strategic by providing value insights from initial sales call all the way through to contract renewals. DecisionLink is trusted by top enterprise businesses including Adobe, Caterpillar, CrowdStrike, DocuSign, Marketo, VMWare, ServiceNow and more. For more information, please visit www.decisionlink.com, call 800.670.8301 or engage with us on social media at www.facebook.com/Decisionlinkwww.twitter.com/decisionlink or www.linkedin.com/company/decisionlink.

Copyright © 2019 DecisionLink. All rights reserved. DecisionLink, its logo, and ValueCloud® are trademarks or registered trademarks of DecisionLink. Trademarks of other companies mentioned appear for identification purposes only and are property of their respective companies.

Contacts
Ann Krauss, 520-331-2327
ann.krauss@decisionlink.com

DecisionLink CEO is quoted in recent Forbes article

September 14, 2019

Jim Berryhill CEO for DecisionLink is quoted in this recent Forbes article titled "SmileDirect Club-Lessons for Entrepreneurs!" Jim, with his co-founder John Porter, and their team at DecisionLink, are creating a major shift in the market for selling value by going from a manual to automated SaaS technology-based Customer Value Management (CVM) solution that is the DecisionLink ValueCloud® and CVM discipline. Customer value management is a deep unmet need in the enterprise market and DecisionLink is making it happen for customers including Caterpillar, Crowdstrike, DocuSign, ServiceNow and VMware.
Read the full article here:
Forbes-Black-Logo-PNG-e1526884925861

FOR IMMEDIATE RELEASE

September 4, 2019

DecisionLink Delivers World’s First Customer Value Management Platform - ValueCloud® - to take Customer Relationships to the Next Level

  • The ValueCloud® garners new industry category – Customer Value Management
  • DecisionLink announces integration with Customer Success partner - Gainsight;
  • ServiceNow selects the ValueCloud® to solve value management at scale;
  • Joe Sexton, major software visionary and leader, becomes DecisionLink advisor to the CEO/investor.

Atlanta, GA (September 4, 2019) DecisionLink today announced that the DecisionLink ValueCloud® has been named and certified by Vendor Neutral in a brand new category: customer value management. Customer value management (CVM) 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 customers more often; decrease discounting, accelerate deal cycles, market and showcase value, price more effectively and reduce churn. DecisionLink’s ValueCloud® augments CRM systems and efforts by providing the missing link to elevating conversations, establishing “trusted advisor” status with customers and forging long term customer relationships.

“Customer relationship management is at a tipping point,” said Nancy Nardin, founder of Smart Selling Tools and co-founder for Vendor Neutral. “Enhancing CRM by managing customer relationships based on value promised and value delivered is the next level strategic advantage for today’s enterprise organizations to succeed and win, and the ultimate differentiation when competing for business.”

The need for the discipline is further evidenced by big-brand solution companies embracing customer value management and subscribing to DecisionLink’s ValueCloud®. In each of the last 10 competitive battles, DecisionLink’s ValueCloud® has been declared a winner over simpler less comprehensive “value selling” tools. Brands like Caterpillar, CrowdStrike, DocuSign, Marketo and most recently ServiceNow, to name a few are turning to ValueCloud® to enable go-to-market transformation by enabling higher level conversations focused on value versus price. ValueCloud® is helping companies achieve “trusted advisor status” in the early stages of the relationship, throughout the implementation when value can be checked, and at the later stages at renewal time, when value achievement can be validated.

“CVM is inherently customer centric and helps reps sell strategic advantage to senior executives and justify investments to line of business and procurement staff,” said Gerry Murray, Research Director, Sales Technology for IDC. "Delivering value on the customer's terms is essential to customer experience. Vendors that directly and continuously measure value will be much harder to beat than those who only take early snapshots of customer sentiment."

DecisionLink’s ValueCloud® was recently selected by ServiceNow following an intensive evaluation of possible solutions. “We are on a multi-year journey to strengthen our Value Management practices into a strategic capability, “ said Chris Dowse, Global Sr. Director, Value Insights, ServiceNow. “We selected DecisionLink’s ValueCloud® to accelerate our journey and magnify the impact of our Value Consultants on revenue growth and customer success. We are consistently impressed by DecisionLink’s collaboration and commitment to customer success. Their value DNA and market-leading software has given us confidence to set more aggressive goals for our Value Management initiative.”

Another client, VMware, who is focused on ensuring lower churn and is implementing a Customer for Life program had this to say: “We selected ValueCloud® from DecisionLink to enable VMware’s End User Computing ‘Customer for Life Mission’; the entire program is centered on value – identifying it, communicating it and ensuring it is achieved,” said Mike Maxey, Senior Director of World-Wide Sales, Emerging Products for VMware.

DocuSign is so serious about CVM and enabling teams for value-rich customer conversations quickly, they’ve created a self-serve function using ValueCloud®. The head of Customer Value Management at DocuSign - Ran Haimoff, had this to say about the speed and scale the ValueCloud® delivers “with ValueCloud® our account managers can create a high quality, value hypothesis for any account in mere minutes”.

Jim Berryhill, the CEO and founder for DecisionLink said “We believe customer value is at the core of every good Customer Relationship yet determined there was a lack of tools that deliver visibility and manageability across an enterprise, into this important and strategic asset. And we believe that the shift companies are making from product companies to solution companies demand ‘value-based’ discussions in order to achieve the goal of ‘trusted advisor’ status; without value there can be no meaningful relationship in business.”

“Our platform facilitates the expectations, agreement, and realization of customer value across the entire customer journey,” explained John Porter, CTO and co-founder for DecisionLink.

In addition, Silicon Valley entrepreneur, Joe Sexton, has joined DecisionLink as Executive Advisor to the CEO and investor. Most recently, Mr. Sexton led the growth of AppDynamics to a successful $3.7 B exit to Cisco. He is on the Board of Directors of Crowdstrike and Executive Advisory Board of PagerDuty, both companies with massive IPOs in the past year. He had this to say: “I’ve been looking for someone to deliver an enterprise application for value selling and management. I have been following DecisionLink for some time. They’ve broken the code with ValueCloud®. CVM is the next great market category. I feel so passionately about the need for CVM, I’ve invested in DecisionLink and joined their team to help make it happen.”

DecisionLink is also announcing ValueCloud® integration with Customer Success Management leader Gainsight. With integration specifications developed in conjunction with 10 key Gainsight Customers including DocuSign, VMware and Procore, DecisionLink will provide six primary areas of synergy delivered by ValueCloud® for Gainsight clients.

Nick Mehta, Gainsight CEO recently observed that “One of the biggest trends I see in larger companies moving to Customer Success is helping Technical Account Managers (TAMs) become more proactive and turn into CSMs." The integration of DecisionLink ValueCloud® Value Achievement Tracker with Gainsight’s Customer Success Platform provides an unparalleled level of capability for Customer Success branded as “Better Together.”

DecisionLink’s ValueCloud® is available immediately from DecisionLink at www.decisionlink.com or by calling 800.670.8301. DecisionLink also offers a free customer value management assessment which may be requested at www.decisionlink.com/contact-us/

About DecisionLink

DecisionLink’s ValueCloud® is the first and leading solution for enterprise-class customer value management. The ValueCloud® enhances the value of CRM systems by providing the missing link to elevating conversations and shifting relationships from tactical to strategic by providing value insights from initial sales call all the way through to contract renewals. The ValueCloud® turns customer value insights into strategic assets that can be leveraged across the enterprise, from CXO’s, to line of business leaders, to Product Managers, to Marketers, to sales & sales support teams, to value managers. DecisionLink is trusted by top enterprise businesses including Caterpillar, CrowdStrike, DocuSign, Marketo, ServiceNow, VMware and more.   For more information, please visit www.decisionlink.com, call 800.670.8301 or engage with us on social media at www.facebook.com/Decisionlink, @decisionlink www.twitter.com/decisionlink or www.linkedin.com/decisionlink

Media Contact:

Ann Krauss

JCurve Digital

520.331.2327

Copyright © 2019 DecisionLink. All rights reserved. DecisionLink, its logo, and ValueCloud® are trademarks or registered trademarks of DecisionLink. Trademarks of other companies mentioned appear for identification purposes only and are property of their respective companies.

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