Value Management’s Key Role in Technology | Why and How

Value Management’s Key Role in Technology | Why and How

4 Lessons

Course Recap (Course #TVA-QL-F46 )

Value Management (VM) exists to overcome the needless 50+% value failure rate of selling and implementing technology investments. This overview course explains the latest field findings regarding how to apply value management in new and innovative ways that directly address the complexities of our Digital Era.

Course Description

Technology investments are too vital to business for them to fail. Yet over 50% still experience crushing value shortfalls. Time and again Value Management – as a discipline, and as a way of thinking and doing – has demonstrated it can help overcome these dismal returns. Yet, surprisingly, value management often is not fully understood, nor appreciated by senior leaders. Fortunately, forward thinking sales and delivery leaders are now overcoming this inertia with innovative value management approaches. Reflecting the VSR Council’s intensive seven-month study of global value management usage and trends, course participants will learn the latest insights into what works, what doesn’t and which strategies offer the most promise for enhancing VM usage within their own organizations.

What You’ll Learn

1. What value management is, and is not
2. Pros and cons of different “flavors” of Value Management for both sellers and buyers
3. How to avoid/overcome Value Management challenges
4. How to assess your organization’s Value Management current approach
5. Key steps for expanding Value Management’s success

Course Structure

Four weekly, 90 minute, instructor-led live, interactive web sessions, plus between class discussion groups and exercises.

Course Topics
  1. Session 1: Value Management at a Glance
    • Scope and importance of VM as a discipline, skill and mindset during the value management life cycle of both buyers and sellers
    • Types of value management activities, tools; real-life successes and challenges
    • Typical VM roles, responsibilities and skills
    • Weekly exercise: (select one) A. Profile your firm’s usage of value management using course-provided checklist, or B. Profile value management usage of course-provided case study

    Session 2: Overcoming Value Management Challenges

    • Discussion of value management profile exercise from Session 1
    • Typical VM challenges, root causes and solutions
    • Weekly Exercise: For each of four scenarios provided, identify VM opportunities, challenges and solutions​

    Session 3: Assessing VM maturity and proving the value of value management

    • How to prove the value of value management
    • Identifying VM maturity level
    • Weekly Exercise: Use the VSR Council’s Value Management Maturity Model for Solution Providers to (select one) A. assess your organization’s maturity, or B. assess the maturity of course-provided case study.

    Session 4: Developing Strategies for Enhancing Value Management’s Impact

    • Discussion of VM maturity model exercise results
    • Defining, prioritizing VM improvement strategies
    • Where to go from here​
Upon Completion, Attendees Will Have:
  • A fuller and more realistic understanding of VM’s roles, methods, tools, challenges and solutions
  • A more complete understanding of how to help their organization become more VM focused
  • A prioritized list of how their organization’s own VM approach can be initiated or strengthened
  • Knowledge for boosting their personal reputation of value innovation
Course Attendees Will Receive:
  • Stimulating interaction with course instructor and attendees
  • Soft copy of key course materials, including checklists, presentations and examples
  • List of additional reference material

Register now. Classes are limited. For more information on this and other “QuikLearn” courses, contact:

About the Value Academy

• The Value Academy is a training platform
• Uniquely empowering business and IT professionals
• Designed for value practitioners, salespersons, product marketers, and their leaders
• Academy courses are delivered by top instructors in their field.

Who should take this course?

  • Business Value Managers and Consultants
  • Sales Teams & Sales Enablement Managers
  • ​Product Marketing
  • ​Corporate Marketers
  • ​CxOs / Business Unit Leaders / Program Sponsors
  • Start-Ups
  • Customer Success and Account Managers
  • Change Management Leaders
  • Portfolio and Program Managers
  • Process Consultants

Find Out More!

Course Categories

  • Course Price: $199.00

Course Instructors

Dinesh Kumar
Dinesh Kumar

Chief Technology Officer and Capability Architect, Mitovia

Shimon Abouzaglo, Instructor
Shimon Abouzaglo, Instructor

Shimon Abouzaglo, Founder and CEO of The Value Council

Jack Keen, Instructor
Jack Keen, Instructor

Founder of The Value Council, Managing Director, The Value Academy

The Value Selling & Realization (VSR) Council is an organization made up of forward-thinking Sales and Corporate executives that operates with a central mission: Maximize value from investments in IT-enabled change by establishing and promoting value management awareness and understanding, standards, practices, and tools that enable technology vendors and enterprise corporate executives to collaborate in developing and executing a “roadmap to value”.

Contact Us

13410 Preston Road
Dallas, TX 75240

Phone: 1.214.709.7613