In this masterful fireside chat, Matthew draws on over a decade of experience in business value consulting across leading companies like Sprinklr, Fuse, SAS, and Salesloft to explore what it takes to deliver value across the entire customer lifecycle.

He unpacks the cultural and structural shifts needed to embed value into the DNA of a sales and post-sales organization -emphasizing that value selling is a team sport, not a bolt-on. Matthew discusses the evolution from pre-sales business cases to end-to-end value realization, the importance of continuous stakeholder alignment, and the strategic role of value governance in retention and expansion. With a clear-eyed view of the current market dynamics, he outlines how organizations must shift from feature selling to outcome-based partnerships to thrive in today’s economy.