In this insightful conversation, Lorenzo reflects on his journey from management consulting at IBM to value consulting roles in SaaS organizations like Splunk. He outlines two dominant archetypes in value consulting—those from consulting backgrounds and those from value selling—highlighting how these shape go-to-market strategies. Lorenzo shares how value consultants can either be strategic partners in co-building business cases with customers or tactical enablers in deal closure, depending on the organization’s culture and product complexity. He emphasizes the importance of aligning value propositions with pricing, discusses how trust, curiosity, and business context drive meaningful value engagements, and explains how value selling can turn small accounts into enterprise-level partnerships.

Lorenzo also talks about scaling value consulting in mid-market models, the keystone effect of value across a business, and how AI can help break analysis paralysis in early value creation stages—though the human touch remains critical in complex, multi-stakeholder environments.