Marc shares an insightful journey across SAP, VMware, ServiceNow, and Palo Alto Networks, reflecting on the evolution of value engineering from large transformational deals to complex, multi-stakeholder SaaS environments. He emphasizes the role of the value function in enabling buyer confidence, especially when customers are navigating unfamiliar or first-time purchases.

Marc distinguishes between tactical ROI math and strategic outcome-driven selling, advocating for value as a “decision support tool” rooted in trust, alignment, and shared problem solving. He stresses that value selling is a team sport requiring collaboration across sales, architecture, and customer stakeholders—and increasingly, it's about helping buyers buy, not just enabling reps to sell. He also explores the limitations of AI in building human trust, the dangers of relying too heavily on a single champion, and the subtle, human-centric skills that separate great value practitioners and sellers.