{"product_id":"ai-driven-value-management-isbn-9781394288823","title":"AI-Driven Value Management","description":"\u003cp\u003e\u003cb\u003eUnlock the power of generative AI to transform your enterprise B2B sales and marketing strategies\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eAI-Driven Value Management: How AI Can Help Bridge the Gap Across the Enterprise to Achieve Customer Success,\u003c\/i\u003e authors Craig LeGrande and Venky Lakshminarayanan reveal how artificial intelligence can revolutionize B2B value management. This book lays out a first-ever strategic blueprint for cost-effectively scaling value management programs. Value management is the art and science of orchestrating all the business functions in your company to envision and create exceptional value for your customers – and in the process enhance your pipeline, revenue and renewals. It's designed for business leaders who are looking to harness AI to gain a competitive edge and boost pipeline, revenue and expansions, effectively solving the problem of expensive scaling in business-to-business sales and marketing.\u003c\/p\u003e \u003cp\u003eDive into the core of AI-empowered Value Management (AI-VM) through a detailed exploration of a comprehensive AI-driven value management blueprint. This guide uses real-world success stories and cutting edge AI technology solutions to illustrate how businesses can combine people, processes, and technology to execute value management at scale, enhancing efficiency and effectiveness.\u003c\/p\u003e \u003cp\u003eIn this book, you'll:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eLearn from the successes and strategies of leading companies like Salesforce, ServiceNow, and Amazon Web Services\u003c\/li\u003e \u003cli\u003eDiscover the AI-VM Blueprint, an integrated framework that lays out strategic, operational, and technological guidelines for deploying AI-driven value management\u003c\/li\u003e \u003cli\u003eEquip your team with actionable insights and tools to innovate and implement AI in your sales, marketing and customer success strategies effectively\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eAI-Driven Value Management\u003c\/i\u003e is essential reading for B2B professionals eager to leverage AI for business growth. If you are a business leader, manager, or professional aiming to integrate AI into your value management practices, this book will provide you with the knowledge and tools you need.\u003c\/p\u003e \u003cp\u003eForeword xiii\u003c\/p\u003e \u003cp\u003eIntroduction xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Introduction to AI-Driven Value Management 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Brief History of Value Management 2\u003c\/p\u003e \u003cp\u003eThe Evolution of AI 3\u003c\/p\u003e \u003cp\u003eModern Corporate Governance—Raising the Bar on Capital Investments 5\u003c\/p\u003e \u003cp\u003eRethinking Customer Relationships 6\u003c\/p\u003e \u003cp\u003eThe Road to Customer First 7\u003c\/p\u003e \u003cp\u003eResource Barriers 9\u003c\/p\u003e \u003cp\u003eScaling Out Value Management 10\u003c\/p\u003e \u003cp\u003eIntroducing the Value Management Life Cycle 10\u003c\/p\u003e \u003cp\u003eYour Guide to Achieving 8X Company Revenue Outcomes 11\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Current State of Value Management 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstanding the Fundamentals of Business Value 13\u003c\/p\u003e \u003cp\u003eProduct Features vs. Value Messaging 14\u003c\/p\u003e \u003cp\u003eHow Value Beats Features: An Industry Success Story 15\u003c\/p\u003e \u003cp\u003eThe Modern Corporate Buying Process 16\u003c\/p\u003e \u003cp\u003eThe Rise of PMOs 18\u003c\/p\u003e \u003cp\u003eBuilding a Value-Based Narrative: The Business Case 20\u003c\/p\u003e \u003cp\u003eThree Phases in Building a Business Case 20\u003c\/p\u003e \u003cp\u003eA Simple Home Purchase Example: Solar Panels 26\u003c\/p\u003e \u003cp\u003eBeyond Case Studies 27\u003c\/p\u003e \u003cp\u003eUnderstanding the Customer Life Cycle 28\u003c\/p\u003e \u003cp\u003eGo-to-Market Collaboration: The Key to Value Management Success 28\u003c\/p\u003e \u003cp\u003eSolution Value Messaging 30\u003c\/p\u003e \u003cp\u003eValue Models 31\u003c\/p\u003e \u003cp\u003eThe Value Opportunity Stage (Awareness + Interest) 31\u003c\/p\u003e \u003cp\u003eThe Value Target Stage (Interest + Purchase) 33\u003c\/p\u003e \u003cp\u003eThe Value Realization Stage (Adoption) 34\u003c\/p\u003e \u003cp\u003eThe Value Expansion Stage (Renewal) 36\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Building the Future Value Management Program 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Game Changer: Artificial Intelligence 39\u003c\/p\u003e \u003cp\u003eAI: Past, Present, and Future 40\u003c\/p\u003e \u003cp\u003eAI-VM: Competitive Advantage at Scale 41\u003c\/p\u003e \u003cp\u003eIntroducing a Blueprint for AI-Value Management 42\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 AI-Driven Value Management for Marketing 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEmpowering B2B Marketing with AI-Enabled Value Management 48\u003c\/p\u003e \u003cp\u003eThe Current State of B2B Marketing 49\u003c\/p\u003e \u003cp\u003eProduct Marketing: Account-Based Marketing Barriers to Scale 50\u003c\/p\u003e \u003cp\u003eRevenue Marketing: Large Nets and High Costs 53\u003c\/p\u003e \u003cp\u003eDigital Marketing Challenges 54\u003c\/p\u003e \u003cp\u003eEvent Marketing Challenges 55\u003c\/p\u003e \u003cp\u003eCorporate Marketing: Siloed Function, Limited ROI Visibility 56\u003c\/p\u003e \u003cp\u003eThe Current State of Value Management in Marketing 59\u003c\/p\u003e \u003cp\u003eWhat’s Next: Value Management Marketing Powered by AI 61\u003c\/p\u003e \u003cp\u003eThe New Product Marketer: Enhancing Solution Positioning with Value Intelligence 62\u003c\/p\u003e \u003cp\u003eThe New Revenue Marketer: Automating and Scaling ABM with Value Intelligence 66\u003c\/p\u003e \u003cp\u003eImproving Digital Demand-Gen “Targeting” Using Value Intelligence 69\u003c\/p\u003e \u003cp\u003eUsing Value Intelligence to Create a Demand-Gen “Hook” 71\u003c\/p\u003e \u003cp\u003eBoosting the ROI of Corporate Events and Trade Shows 73\u003c\/p\u003e \u003cp\u003eLeveraging AI-Driven Value Intelligence Content 74\u003c\/p\u003e \u003cp\u003eIndividualized Participant Experiences 75\u003c\/p\u003e \u003cp\u003eInteractive Booth Experiences 76\u003c\/p\u003e \u003cp\u003eThe New Corporate Marketer: Creating a Value Intelligence ABM Approach to Sponsorships 76\u003c\/p\u003e \u003cp\u003eSmarter marketing investments 78\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 AI-Driven Value Management for Sales 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGetting Started with Value Management for Sales in Start-ups and Small Companies 83\u003c\/p\u003e \u003cp\u003eBuilding VM Capabilities with People: Small, High-Powered Team Focused on Top Deals 84\u003c\/p\u003e \u003cp\u003eBuilding VM Capabilities with Process: Manual Value Management Programs 84\u003c\/p\u003e \u003cp\u003eBuilding VM Capabilities with Technology: Value Automation Platforms Can Increase Business Case Productivity 86\u003c\/p\u003e \u003cp\u003eBuilding Deal Coverage and Customer Outcomes 87\u003c\/p\u003e \u003cp\u003eFrom Art to Craft to Practice: How Value Management Programs Support Mature Sales Organizations 88\u003c\/p\u003e \u003cp\u003eBuilding VM Capabilities with People: Creating an Independent Function for Value Management 88\u003c\/p\u003e \u003cp\u003eBuilding VM Capabilities with Technology: Enabling VM at Scale 92\u003c\/p\u003e \u003cp\u003eBuilding VM Capabilities with Process: Organization, Governance, and Operating Models Struggle Under Their Own Weight 92\u003c\/p\u003e \u003cp\u003eValue Model Development 93\u003c\/p\u003e \u003cp\u003eEngagement Planning 94\u003c\/p\u003e \u003cp\u003eAdministration and Reporting 94\u003c\/p\u003e \u003cp\u003eTraining and Content Development 94\u003c\/p\u003e \u003cp\u003eOrganization 95\u003c\/p\u003e \u003cp\u003eOperating Model and Demand Management 95\u003c\/p\u003e \u003cp\u003eImproving Deal Coverage and Customer Outcomes 96\u003c\/p\u003e \u003cp\u003eWhat’s Next: AI-Driven Value Management for Sales 97\u003c\/p\u003e \u003cp\u003eIntroducing the AI-Powered Value Consultant 98\u003c\/p\u003e \u003cp\u003eAI Technology: Powering Up Value Management Platforms 99\u003c\/p\u003e \u003cp\u003eAI-Enhanced Processes: Exponentially Scaling Value Management Programs 100\u003c\/p\u003e \u003cp\u003eBusiness Case Creation 100\u003c\/p\u003e \u003cp\u003eTraining and Content Development: Autogenerating Content for Value Management Programs 103\u003c\/p\u003e \u003cp\u003eA Quantum Leap in Coverage and Customer Outcomes Using AI 103\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 AI for Sales Operations 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstanding the Responsibilities of the Sales Operations Team 106\u003c\/p\u003e \u003cp\u003eAdding AI to Sales Operations to Quickly Scale Value Management Programs 109\u003c\/p\u003e \u003cp\u003eMaking the Business Case for Value Engineering Programs: The ROI of ROI Programs 112\u003c\/p\u003e \u003cp\u003eKey Outcomes of Value Programs 113\u003c\/p\u003e \u003cp\u003eOptimizing the ROI from ROI Programs 113\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Empowering Your Sales Partners with AI-Driven Value Management 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Risk of a Poor Partner Experience 116\u003c\/p\u003e \u003cp\u003eDe-risking Partner Relationships 117\u003c\/p\u003e \u003cp\u003ePartner Ecosystems Tiers 118\u003c\/p\u003e \u003cp\u003eAI-Enabled Partner-Based Value Management (AI-PBVM) 120\u003c\/p\u003e \u003cp\u003eTop Tier—AI-PBVM Unifies Go-to-Market Activities 122\u003c\/p\u003e \u003cp\u003eMiddle Tier—AI-PBVM Automates Value Management Go-to-Market Messaging and Assets 124\u003c\/p\u003e \u003cp\u003eLower Tier—AI-PBVM Provides Virtual CMO and Value Engineering Resources 126\u003c\/p\u003e \u003cp\u003eValue Management for Three Types of Ecosystem Partners 127\u003c\/p\u003e \u003cp\u003eSystem Integrators: An Indispensable Partner 128\u003c\/p\u003e \u003cp\u003eAutomating Strategy-to-Planning Efforts with AI 130\u003c\/p\u003e \u003cp\u003eAccelerating Proofs-of-Concept for Faster Customer Buy-in 132\u003c\/p\u003e \u003cp\u003eProviding Accurate Implementation Recommendations 133\u003c\/p\u003e \u003cp\u003eValue-Added Resellers—A Critical Link in the Value Chain 137\u003c\/p\u003e \u003cp\u003eAI-Powered Co-marketing Assistant 138\u003c\/p\u003e \u003cp\u003eDigital Sales Consultant for VARs 138\u003c\/p\u003e \u003cp\u003eTechnology Alliance Partners 139\u003c\/p\u003e \u003cp\u003eAI-Enabled Alliance Assistants 140\u003c\/p\u003e \u003cp\u003eAI Sales Consultant 140\u003c\/p\u003e \u003cp\u003eAI Value Assistants for Renewals 141\u003c\/p\u003e \u003cp\u003eConclusion 142\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 AI-Driven Value Management for Customer Success 145\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Customer Success and Why You Should Care? 146\u003c\/p\u003e \u003cp\u003eUnderstanding the Customer Success Workflow 149\u003c\/p\u003e \u003cp\u003eBetter Together: Combining Customer Success and Value Management 152\u003c\/p\u003e \u003cp\u003eThe Challenge of Integrating Value Management and Customer Success 153\u003c\/p\u003e \u003cp\u003ePressures Mount for Customer Success Teams 154\u003c\/p\u003e \u003cp\u003eThe CSM’s Toughest Challenge: Measuring and Communicating Value 155\u003c\/p\u003e \u003cp\u003eTouchpoints: Where Value Management Meets Customer Success 157\u003c\/p\u003e \u003cp\u003eAI: Changing the Customer Success Game 158\u003c\/p\u003e \u003cp\u003eAutomating Customer Success 158\u003c\/p\u003e \u003cp\u003eHarnessing Data 160\u003c\/p\u003e \u003cp\u003eDriving Sales and Loyalty 160\u003c\/p\u003e \u003cp\u003eCapturing Greater Value 160\u003c\/p\u003e \u003cp\u003eRaising the Performance Bar with AI 161\u003c\/p\u003e \u003cp\u003eThe Future of AI-Powered Customer Success 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 One Value Motion: The Power of Unified Value Management 167\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Journey to a Unified Enterprise 168\u003c\/p\u003e \u003cp\u003eSloppy Handoffs and Broken Workflows 171\u003c\/p\u003e \u003cp\u003eDifferences in Taxonomy 172\u003c\/p\u003e \u003cp\u003ePrioritization Conflicts 172\u003c\/p\u003e \u003cp\u003eSuccess Measures 173\u003c\/p\u003e \u003cp\u003eGovernance Gaps 173\u003c\/p\u003e \u003cp\u003eFunctional vs. Enterprisewide AI Approaches 174\u003c\/p\u003e \u003cp\u003eSolving the Puzzle of an Enterprisewide Value Management Program 175\u003c\/p\u003e \u003cp\u003eCreating One Value Motion: A Unified Value Management Framework 175\u003c\/p\u003e \u003cp\u003eThe One Value Motion Playbook 176\u003c\/p\u003e \u003cp\u003eStep 1: Define Your One Value Motion Mission 177\u003c\/p\u003e \u003cp\u003eStep 2: Set the One Value Motion Strategy and Leadership Alignment 177\u003c\/p\u003e \u003cp\u003eStep 3: Define Success Measures and Business Outcomes 178\u003c\/p\u003e \u003cp\u003eStep 4: Establish a Companywide Value Lexicon 178\u003c\/p\u003e \u003cp\u003eStep 5: Create a One Value Motion Team 180\u003c\/p\u003e \u003cp\u003eStep 6: Secure the Budget 181\u003c\/p\u003e \u003cp\u003eStep 7: Implement Operational Governance 182\u003c\/p\u003e \u003cp\u003eStep 8: Define One Value Motion Workflows 183\u003c\/p\u003e \u003cp\u003eAwareness Phase 183\u003c\/p\u003e \u003cp\u003eInterest Phase 184\u003c\/p\u003e \u003cp\u003ePurchase Phase 184\u003c\/p\u003e \u003cp\u003eAdoption and Renewal Phase 185\u003c\/p\u003e \u003cp\u003eStep 9: Design, Develop, and Deploy the AI Value Assistant 185\u003c\/p\u003e \u003cp\u003eThe AI Value Assistant: Customer Insights at Your Fingertips 186\u003c\/p\u003e \u003cp\u003eThe Autonomous Worker: Powered by Agentic AI 187\u003c\/p\u003e \u003cp\u003eThe AI Value Coach: Navigating Conversations in Real Time 188\u003c\/p\u003e \u003cp\u003eBuilding Your AI Value Assistant 189\u003c\/p\u003e \u003cp\u003eTargeted Workflow AI Assistant Approach 191\u003c\/p\u003e \u003cp\u003ePhase 1: Discovery and Planning 192\u003c\/p\u003e \u003cp\u003eEngage Stakeholders 192\u003c\/p\u003e \u003cp\u003eIdentify and Prioritize Use Cases 193\u003c\/p\u003e \u003cp\u003eGather Requirements 196\u003c\/p\u003e \u003cp\u003eConduct Feasibility Analysis 196\u003c\/p\u003e \u003cp\u003eDesign a Technical Solution Architecture 197\u003c\/p\u003e \u003cp\u003ePhase 2: Design and Development 197\u003c\/p\u003e \u003cp\u003eData Strategy and Integration 197\u003c\/p\u003e \u003cp\u003eAI Model Design and Training 198\u003c\/p\u003e \u003cp\u003eUser Interface and Experience (UI\/UX) Design 198\u003c\/p\u003e \u003cp\u003eDevelopment of the AI Toolset 198\u003c\/p\u003e \u003cp\u003ePhase 3: Testing and Validation 199\u003c\/p\u003e \u003cp\u003eUnit and Integration Testing 199\u003c\/p\u003e \u003cp\u003eUser Acceptance Testing 199\u003c\/p\u003e \u003cp\u003ePerformance and Security Testing 200\u003c\/p\u003e \u003cp\u003ePhase 4: Deployment and Adoption 200\u003c\/p\u003e \u003cp\u003eDeployment Planning 200\u003c\/p\u003e \u003cp\u003ePilot Deployment 200\u003c\/p\u003e \u003cp\u003eFull-Scale Deployment 201\u003c\/p\u003e \u003cp\u003ePhase 5: Post-Deployment Support and Continuous Improvement 201\u003c\/p\u003e \u003cp\u003eContinuous Improvement 201\u003c\/p\u003e \u003cp\u003eReporting and Value Realization 201\u003c\/p\u003e \u003cp\u003eReaping the Rewards of One Value Motion 202\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Delivering Business Outcomes with AI-Powered Value Management 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBoosting Revenue Throughout the Customer Life Cycle 204\u003c\/p\u003e \u003cp\u003eHow AI-VM Can Drive Revenue: A 10-Year Forecast 206\u003c\/p\u003e \u003cp\u003eCapturing More Value from Your Partner Ecosystem 208\u003c\/p\u003e \u003cp\u003eDriving Cost and Time Savings 209\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 A Final Note to the Reader 213\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGlossary 215\u003c\/p\u003e \u003cp\u003eAcknowledgments 221\u003c\/p\u003e \u003cp\u003eAbout the Authors 223\u003c\/p\u003e \u003cp\u003eIndex 225\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47988708671717,"sku":"NP9781394288823","price":35.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394288823.jpg?v=1761781278","url":"https:\/\/k12savings.com\/es\/products\/ai-driven-value-management-isbn-9781394288823","provider":"K12savings","version":"1.0","type":"link"}