Value Builders
Business & Economics Podcasts
The Value Builders podcast (formerly Revenue Revolutionaries) is an ongoing conversation about the evolving role of value creation in business relationships. Explore conversations with today’s most critical thinkers and innovative executives who are revitalizing the business community with cutting-edge leadership techniques, visionary commercial and social business models, outcome-based strategies, and community-changing initiatives all in the name of value building. Hosted by Dave Duke, Co-Founder of MetaCX.
Location:
United States
Description:
The Value Builders podcast (formerly Revenue Revolutionaries) is an ongoing conversation about the evolving role of value creation in business relationships. Explore conversations with today’s most critical thinkers and innovative executives who are revitalizing the business community with cutting-edge leadership techniques, visionary commercial and social business models, outcome-based strategies, and community-changing initiatives all in the name of value building. Hosted by Dave Duke, Co-Founder of MetaCX.
Language:
English
Episodes
Brent Dykes, Author of Effective Data Storytelling, on using data storytelling to develop a high-performing data culture within an organization to drive progress and change.
10/26/2022
"As human beings, we love to hear and watch stories.” - Brent Dykes
Brent Dykes, Founder and Chief Data Storyteller at AnalyticsHero and Author of Effective Data Storytelling, has seen it all when it comes to managing and analyzing data. He has spent years at companies like Domo and Adobe, constructing and implementing data strategies, and now he is now taking his knowledge and experience to the market to help companies become world-class data storytellers.
In this episode of Value...
Duration:00:34:44
Greg Daines of Total Customer Strategy on why customers renew with suppliers, challenging conventional customer management strategies, and the role Sales plays in driving retention and growth.
7/25/2022
“Some of our most traditional, original ideas of business strategy have turned out to be profoundly flawed.”
The research is in, the key to driving world-class customer retention and growth rates is not customer happiness or customer satisfaction. While both are important, it's the results the customer achieves with a supplier that matter most. It may seem obvious, but conventional wisdom and behavior have not always led companies down a path to embracing the importance of ensuring...
Duration:00:36:01
Aaron Thompson of SuccessCoaching on outcome-based selling, what B2B can learn from direct-to-consumer offerings, and the realities of managing an infinite product lifespan with today’s buyers.
7/1/2022
“We need to market and sell what things do, not what they are…we need to be marketing and selling pains and gains.” - Aaron Thompson
In this episode of Value Builders, Dave is joined by one of the most well-known names in customer success, SuccessCoaching CRO, Aaron Thompson.
They sat down to discuss outcome-based selling. Aaron helps us understand why it’s so important for companies to embrace an outcome-selling mindset and strategy in order to put teams and customers in the best possible...
Duration:00:32:38
Bill King of RiseNow on identifying and investing in strategic supplier relationships and the results that can follow when creativity, curiosity, and relationship building drive a supplier management strategy.
5/27/2022
In this episode of Value Builders, Dave sits down with Bill King of RiseNow - a foremost expert in sourcing, supplier management, and specifically supplier value management. They discuss the differences between the disciplines and break down how identifying strategic, and investing in, strategic supplier relationships can produce case study-worthy results.
Bill explains how he thinks about taking supplier relationships to a place of trust and creativity where ideas and recommendations fuel...
Duration:00:22:47
Leslie Pagel of Authenticx on listening to understand, advocating for customers within a company, and embracing interaction data in the next wave of customer experience innovation.
4/22/2022
What does a customer-centric culture actually look like?
Leslie Pagel, CCO at Authenticx, knows firsthand what it means to develop a customer experience strategy that is truly customer-centric after spending the majority of her career developing industry-leading customer experience strategies.
In this episode of Value Builders, Leslie breaks down the two key principles of effective customer experience strategy - listening to understand and the responsibility of advocating for customers....
Duration:00:26:54
Cassie Young of Primary Venture Partners on using customer success fundamentals to catapult a venture portfolio to success, why retention is the cheapest form of growth, and why the CCO is on a trajectory to be the new CRO.
3/18/2022
What does customer success look like at a venture firm?
A Chief Customer Officer turned venture partner, Cassie Young is tackling this question head-on as she brings her customer success strategy expertise to the world of venture capital through a unique operating model.
In this episode of Value Builders, listen to Cassie explain how Primary Venture Partners is taking a new approach to supporting its portfolio by leaning on customer success principles as a catalyst for portfolio...
Duration:00:32:25
David Ehrlichman, author of Impact Networks, on the power of using impact networks to create a new frontier for overcoming today's biggest social and environmental challenges.
2/11/2022
What is the best way to create real social or environmental change? According to David Ehrlichman, impact networks are the best way for a group of people to unlock the potential of uniting alongside a shared purpose.
In his new book, Impact Networks, David outlines how impact networks open up new avenues for bringing people and organizations together to create meaningful change for today’s greatest social challenges.
In this episode of Value Builders, listen to David define impact...
Duration:00:30:00
David Moskowitz of MongoDB on building a full lifecycle value practice, introducing Total Value of Ownership, and using coaching as a technique to unite Sales, Customer Success, and Value Consulting
1/28/2022
Four years into his journey of building the value consulting and management function at MongoDB, Worldwide Director - Customer Business Value, David Moskowitz is proving that a strategic investment in a value practice can pay great dividends for a company.
In this episode of Value Builders, David reflects on the history of the practice of value consulting and explains how it has evolved into being a critical part of the business model equation for growing organizations.
He shares how he...
Duration:00:19:28
Chris Koehler, CMO at Box, on the MetaVerse™, bringing customer success experience to marketing, and marketing’s role in value creation.
12/31/2021
In this episode of Value Builders, Dave sits down with Box CMO, Chris Koehler. It’s a two-part conversation - first, Chris offers his take on the emergence of the MetaVerse™ and delves into some of the big questions that companies and marketing leaders have to consider as MetaVerse™ strategies take shape.
In the second half of the conversation, Chris shares his perspective on marketing’s role in value creation for a company and a market. He is tapping his customer success experience to...
Duration:00:28:27
Nathan Stuck of Ad Victoriam Solutions on aligning with your CEO for profit and purpose, working within the Salesforce partner ecosystem as a catalyst for change and accountability, and advice for driving new social impact initiatives within a company.
12/17/2021
Nathan Stuck is an award-winning leader in the B Corp community and as the Director of Culture & Strategic Impact at Ad Victoriam Solutions, he’s an inspiring example of social value leadership.
In this episode of Value Builders, Nathan joins Dave to talk about his social impact journey and specifically touches on how leaders can align with their CEO for profit and purpose. He also shares how working within the Salesforce partner ecosystem has been a catalyst for change and accountability...
Duration:00:21:38
Ellen Terchila of Electric on designing a team for strong net dollar retention, being a step ahead of customers, and hiring for growth
12/6/2021
As the newly appointed Chief Customer Officer of high-growth company, Electric, Ellen Terchila is laying the foundation for years of success for her customer success organization and the Electric business as a whole.
In this episode of Value Builders, hear Ellen talk about how she thinks about value creation by being one step ahead of customers, building her team so she can directly influence net dollar retention, and the importance of prioritizing hiring manager recruiting and team...
Duration:00:30:05
Paul Henderson of Outcome Leaders on the launch of his new book, the growing gap in the buying cycle, and generating revenue from outcomes through initiative development with customers
11/22/2021
The foremost thought leader on outcome strategy development, Paul Henderson, Founder of Outcome Leaders, will soon be launching his next book titled Income From Outcomes: How to Drive Revenue and Profit Through A Customer Outcome Program.
In this episode of Value Builders, Paul joins Dave to discuss his new book and the best ways to tap into unrealized income by creating an outcome program.
Paul details several concepts that align to building an outcome program including outcome...
Duration:00:26:36
Lawrence Walter of the Indiana Economic Development Corporation on bringing outcome-based strategies to government and economic development, creating a strategy to unite a state's ecosystem through better collaboration, and the power of his relationship w
11/5/2021
State governments can have a vision for innovation just like other industries (software, healthcare, manufacturing, etc..). When you combine vision with outcome-based models and a fresh strategy for ecosystem collaboration, state governments can innovate and create a new catalyst for economic development and growth.
Lawrence Walter, VP of Entrepreneurship for the Indiana Economic Development Corporation (IEDC), is doing just this - casting a big vision for building a digital ecosystem to...
Duration:00:21:05
Anurag Goel of Red Hat on creating and scaling a value organization from scratch, value organizations as the steel thread for the customer lifecycle, and the best skill set for value roles.
10/22/2021
The case for creating a dedicated value team is increasingly becoming well understood - but how do you create one? Once you’ve established the team, how do you scale it?
Anurag Goel has been down this road before multiple times at companies like SAP, Adobe, and Salesforce. As the newly minted Global Head of Value Consulting and Realization at Red Hat, he is well positioned to educate us on how to think about starting and scaling a value consulting and realization function.
In this episode...
Duration:00:20:33
Marcy Twete of Marcy Twete Consulting on social value, the emergence of ESG strategies and investments, and the role companies have in making the world a better place
10/15/2021
There has been an awakening in recent years in the business community. Now more than ever, companies are understanding their social responsibility to serve their employees, customers, communities, investors, and entire ecosystems.
There are two types of value in business - commercial value and social value. One of the reasons we rebranded the podcast to Value Builders was to create an opportunity to talk more about the intersection between commercial value and social value.
In this episode...
Duration:00:21:01
Aaron Fulkerson of ServiceNow on creating an operating model for customer centricity, the emerging trend of value experiences, and value building through leadership
10/5/2021
How do you create a true operating model for customer success - one that spans the entire organization and unifies a business?
It’s an aspirational idea for many but Aaron Fulkerson, GM, Customer Success & Customer Service Products at ServiceNow, is tapping into years of start-up and enterprise experience to create a customer centricity operating model via his customer blueprint strategy to elevate customers, and in turn, ServiceNow to new heights.
In this episode of Value Builders, Aaron...
Duration:00:22:02
Brian LaFaille of Google on value mapping, value stories and the power of change management and storytelling
9/24/2021
How do you partner with your customers to tell their value story?
Brian LaFaille, Global Lead- SaaS Customer Success Programs at Google, thinks about this constantly and he has developed a program and structure at Google to ensure the customer success team is well-positioned to develop and tell powerful value stories with customers.
In the episode of Value Builders, listen to Brian share his customer success team founding story at Looker prior to being acquired by Google and how it set the...
Duration:00:19:36
Nicci Bosco of LinkedIn on building trust with customers, using perspective to solve problems, and serving veterans at Linkedin
9/16/2021
As many have stated, anyone can be a leader regardless of title or tenure. Nicco Bosco, Senior Customer Success Manager at LinkedIn, epitomizes this attitude while fully embracing her opportunity to lead and serve in her role managing some of Linkedin’s largest customers.
In this episode of Value Builders, Nicci opens up about how she relies heavily on listening skills to build trust with her customers, her approach to hunting for the value that she can deliver to customers, and using...
Duration:00:15:17
Michael Sachs of Slack on the language of value, using a value methodology to unify, and the power of carpe diem.
8/27/2021
You’ve heard of love languages but how about the language of value? The language of value is the backbone of today’s most customer-centric organizations and the leaders talking this language with their colleagues and customers are catapulting their organizations to new heights.
In this episode of Value Builders, Michael Sachs, Head of Customer Success Value Methodology & Strategy at Slack, sits down to share how he thinks about the language of value while explaining how organizations can...
Duration:00:25:47
Introducing Value Builders
8/26/2021
From Revenue Revolutionaries to Value Builders.
I set sail on the Revenue Revolutionaries podcast journey to create a space for genuine conversations with today’s best customer-focused leaders. Through MetaCX’s growth and the many conversations I’ve had, I’ve noticed that enterprise companies and the leaders within them are more focused on value creation than ever before. With this evolution, there is an opportunity to elevate the podcast to facilitate more conversations focused on value...
Duration:00:01:47