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Unlocking Value - Lessons Learned from SAP's Value Advisory Evolution
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In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jake Krishnan, Senior Director of Strategy and Transformation at SAP. The conversation delves into the evolution of value engineering and advisory practices at SAP, emphasizing the importance of understanding customer needs and integrating value throughout the sales process.
Jake shares insights on adapting to technological advancements and changing customer expectations, as well as offering practical advice for early-stage growth organizations looking to implement value programs. The episode concludes with key takeaways on customer engagement and the significance of tailoring messaging to address specific business challenges.
Takeaways
- Value is a journey, not a milestone.
- Stay close to your customer and understand their needs.
- Value must be integrated throughout the sales process.
- Technology has matured, and so have customer expectations.
- Paint a picture of the problem you are solving for customers.
- Value engineering evolves at the same pace as business processes.
- Customize your messaging based on the customer's journey.
- Help business stakeholders with the right ammunition to sell ideas internally.
- Early adopters provide proof points for value propositions.
- Understanding industry trends is crucial for effective value advisory.
Sound Bites
"Value is a journey, not a milestone."
"It's all about solving the customer's problem."
"Know your customer to know your value."
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