In this conversation, Dave Konrath—widely regarded as one of the pioneers and most respected practitioners in value engineering—shares his journey from pre-sales leadership to shaping world-class value programs at BMC, Sprinklr, and beyond. Drawing on over 15 years of experience, Dave outlines how the role of business value has evolved from a late-stage “nice-to-have” to a strategic, end-to-end thread that spans the entire customer lifecycle.

He discusses the increasing need for defensible, CFO-ready business cases, the dangers of indecision in modern sales cycles, and how value realization post-sale is now critical to retention and trust. With clarity and humility, Dave offers frameworks for when to introduce value roles, how to partner effectively with AEs, and why deep executive sponsorship is the true secret to success.