Value as a Service (VaaS)
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Value as a Service (VaaS)

When asked by clients, who really understands (and has successfully implemented) the transition from the traditional “perpetual license” model to a SaaS model, the first company that always comes to mind is Coupa Software.  They get the unique differences of a subscription based business and have effectively organized around those differences.  When I first met their CEO, Rob Bernshteyn, I joked that I was jealous he had beaten me to the phrase “Value as a Service” (VaaS) – for that is truly what we are talking about – and where the market is headed.  I hope you enjoy this informative blog from Coupa Software.–Steve

Operationalizing VaaS starts with ‘why’

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Training & Workshops

Value Lifecycle TM conducts customized training workshops for executives, sales management, salespeople and cross-functional team members. Our interactive workshops address real business issues and apply key concepts to participants’ businesses, live accounts, opportunities, negotiations, and more.

HOW DO YOU KNOW THIS OPPORTUNITY IS QUALIFIED?

This is a tough and sometimes unwelcome question often fraught with emotion – especially for the sales team pursuing the opportunity. However, it is imperative they know a B2B opportunity is qualified and therefore worth committing precious hours and limited corporate resources in pursuing.

“It’s an approved project with budget. We’ve met with all of the key buying influencers – and they really like what we have to say!” I am willing to bet this opportunity would easily clear the “qualified” hurdle and would probably show as “upside” or perhaps even “commit” in many a sales pipeline. But is it really qualified?

Meet Steve Thompson

Steve is president and founder of Value Lifecycle TM, a strategy execution consulting practice that helps both selling and buying organizations position, negotiate, and close “must-win” deals. Steve works closely with clients to help them advance their corporate strategy, strengthen relationships with their customers and suppliers, and achieve sustainable business outcomes.

True Compass

Is this opportunity qualified? Do I have a compelling value proposition that will increase my odds of winning?

Does my proposal setup the right negotiation? What is the “right deal” for this opportunity?

Is this customer likely to renew? What is changing with the customer’s business that presents new opportunities for me?

Work with Steve