QuikLearn™ Course: Value Management’s Key Role in Technology: Why and How

QuikLearn Course Brief (Course #TVA-QL-F)46

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.


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



  • 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

Shimon Abouzaglo, CEO/ Founder of the VSR Council and The Value Academy; Master Instructor, The Value Academy.

Shimon is a global innovator of Value Selling & Realization tools, methods and training. Prior to the VSR Council, he was IBM’s Value Realization Lead for North America, CEO of Panama Green Energy a $280M advanced technology hydro power group, SAP Managing Partner of Selling on Value and an original executive member of its vaunted Value Engineering group. He also served in leadership positions at Infor, PwC and Accenture. Learn more about Shimon at www.linkedin.com/in/valuerealization.

Jack Keen, Managing Director and Master Instructor, The Value Academy.

Jack is a globally acclaimed value selling and realization (VSR) executive advisor, consultant and trainer. With over 25 years of experience with major, global firms, including Oracle, Infosys and Deloitte Consulting, Jack has guided VSR teams on five continents. In addition, he has helped design four generations of innovative VSR platforms. He is the author of a top selling, John Wiley & Sons-published book “Making Technology Investments Profitable: ROI Road Map from Business Case to Value Realization”. Learn more about Jack at: www.linkedin.com/in/JackKeen.

Dinesh Kumar, Chief Technology Officer, the VSR Council: Master Instructor, The Value Academy.

Dinesh is an eminent management consultant and adjunct professor, with 15 years of direct experience working with CIOs, business and IT leadership, researching and advising on business-IT capability planning, portfolio management, organizational competency and value measurement. In addition to serving in leadership positions at Microsoft, Informix and Unisys, he is also a chief architect of a value management platform for assessing, planning and managing capabilities and value from intent to execution. Learn more about Dinesh at www.linkedin.com/in/dineshku.


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

Course Topics

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 Completing This Course, 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

Begins Monday, September 12
Sessions are held each week from 8:00pm to 9:30pm EDT

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