Michael Serulneck

Michael Serulneck

Global Manager, Proposals / Value Positioning, ADOBE

Leading the development of a comprehensive Value Engineering discipline and methodology for Adobe Systems. FY2014 goals include increasing capacity to support global field and partner adoption of the Adobe Customer Value Program, and demonstrating both team and opportunity efficiencies.

Assembled a global team of high-performance value consultants to increase Digital Marketing solution sales success by providing process-centric content and expertise, business case justification, and account profiling. The team creates, maintains, and delivers a fully integrated set of tools, services, and collateral that support each stage of pre and post-sales for all opportunity types and sizes, across the globe. Documented results include higher win rates, reduced discounting, increased deal sizes, shortened sales cycles, greater customer satisfaction, increased retention, and competitive differentiation.


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”.

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