Achieving Next Level Growth by Optimizing Value and Price
In this session, Karen and Geoffrey will spend an hour deep-diving into Achieving Growth for Exit by Optimizing Value and Price. By positioning value correctly, businesses can optimize price to achieve sales targets and scalability, justifying their corporate value and position for exit.
A few discrete topics that Karen and Geoffrey will cover include:
- Understand your buyer (ICP, Buying Process, etc.)
- Which growth motion should you apply
- Value position
- Value drivers
- Value-based pricing
The goal is for you all to leave the session with a solid framework for enabling your sales team to sell based on value while driving the overall value of your business. In an uncertain economy, buyers become more driven by value. This approach maximizes your growth potential despite these headwinds.
Karen Chiang, Chief Value Officer, Ibbaka
Karen Chiang has extensive experience growing technology products and services businesses at all levels of scale and maturity. Her role at Ibbaka is to ensure that the team is aligned and works to achieve intended results and outcomes. Her key areas of business knowledge include understanding the KPIs that matter for business valuation and operations, go-to-market strategy, revenue generation, sales, and overall RevOps team performance optimization, and customer value management. Karen is well-versed in value and pricing, and she and her colleagues at Ibbaka have helped hundreds of businesses achieve their growth objectives.
Geoffrey Hansen, Managing Partner, Rocket Builders
Geoffrey is a successful entrepreneur (5 exits) and former venture capital investor who works with technology companies throughout their growth journey from startup to exit. His firm, Rocket Builders, was formed to help technology companies through critical stages of Go-to-Market and Scale Up by improving product positioning, marketing processes, sales processes, and corporate development. Geoff and Rocket Builders have helped over 500 companies since 2001. Geoffrey has a unique perspective and holistic view of growth strategy through his experiences in technical, sales and marketing, management, and investment roles.
Software Durability in an ‘AI World’
The Inflection Point - "Viable to Valuable"
The Four Fundamental Failures of Leadership Teams and How to Avoid Them
Scaling Up -- Playing the Platform Power Game
‘Operationalizing AI’ Series – Pricing & Revenue Acceleration in the Age of AI
Scaling a Performance Culture
Crossing the Chasm: The Documentum Case Study on G2M and Leadership
Practical AI in Action for Executives
Pitch-Ready: How Great CEOs Tell the Story & Communicate Effectively
Design as a Growth Engine: Lessons for Founders and Leaders
Winning the Next Channel: How to Build Visibility & Demand in LLMs
Blueprint for Creating "Real Customer Success"
Best Practices for Prospect Conversion & Engagement
B2B SaaS Public & Private Market Outlook & Update led by Piper Sandler
Amplify Go-to-Market via Account-Based Marketing "(ABM)"
Best Practices for Recruiting Exceptional Go-To-Market Executives
Building a High-Performance GTM Organization
Building a Revenue Machine Through RevOps
Building a Best-in-Class, Data-Driven Customer Experience & Success Strategy
