Summary

In this episode, Dan Sixsmith interviews Anurag Goel, the Global Head of Business Value and Realization at Red Hat and one of the highest profile experts in the value engineering world. They discuss the importance of shifting the conversation from product features to business outcomes, the challenges of scaling business value, and the role of AI in enhancing value propositions. Anurag shares insights on navigating buyer confidence, the significance of customer success, and the value of partnerships. He also reflects on his personal journey and leadership style, emphasizing the importance of relationships and team growth in achieving success.

Takeaways

The shift from feature selling to value selling is crucial for success.

AI's ROI is a major concern for customers today.

Value selling provides a framework for addressing buyer confidence.

Customer success is integral to maintaining and growing accounts.

Partnerships are essential for scaling business value.

Anurag's journey includes significant roles at SAP, Adobe, and Salesforce.

Building relationships is key to success in sales and leadership.

Cultural synergy is important for team cohesion, especially in remote settings.

Success is defined by team impact, shared vision, and individual growth.

Chapters

00:00 Introduction to Business Value at Red Hat

02:26 Scaling Business Value and Overcoming Challenges

06:38 The ROI of AI: Insights and Strategies

11:00 Navigating Buyer Confidence in Complex Sales

14:11 Customer Success as a Demand Generation Strategy

18:32 Partnering for Success: The Role of Partners

21:17 Anurag's Journey: From Aspirations to Leadership

30:41 Leadership Style and Team Motivation

35:34 Defining Success: Goals for 2025