Who We Are
Every day, people wake up and go to jobs where they work to differentiate themselves, their products, and their services. They work hard to understand and contribute their unique value. When you know you’re making value clear, you’re empowered to speak more passionately, innovate more creatively, work more efficiently, and act more courageously.
We are a team of people who empower you to do just that. We partner with emerging and world-class companies to set up Value Management Offices (VMOs). Each VMO equips sales and marketing leaders to convey the value of their products and services to customers. It’s our life’s work—not just business.
We Honor Our Core Values
Our core values serve as our guiding principles in all that we do. We refer to our core values as “RICHES”: Respect, Integrity, Courage, Honesty, Excellence, and Service.
We’re Dedicated to Obsessive Service
Our purpose is to make value clear by serving you. We’re here to support you—morning, noon, or night.
“The VMO [Value Management Office] team is continually striving to innovate and provide world class support in reporting data that matters to the customer.”
-Gabe King, Account Manager, Fortune 50 client
“I’ve had the opportunity to work with Chad [from Ecosystems and the VMO] closely over the past year, engaging him with our customers to talk about how to prove IT value management . . . Customers and our team continually express the value that Chad brings when sharing the VMO approach and his masterful way of leading discussions.”
-Kelly Sutter, Marketing Leader, Fortune 50 client
“Chad and his team at Ecosystems are true thought leaders in the area of customer value management. In one specific example, the Ecosystems approach opened doors to 4 VPs and allowed us to growth the business by over 100% over the course of the year.”
-Tod Taylor, Sales Director, FedEx
In this episode, Steve Silver compares sales, marketing, and customer success to a relay race: marketing begins the race by warming up a lead, passes the "baton" to sales, who passes it onto customer success. But this model, Steve says, is the old way. We're experiencing a transformation, where marketing, sales, and customer success no longer interact in a sequential manner, running the customer journey one after the other. Instead, it’s evolving to work like a rugby scrum: all three organizations running concurrently, supporting each other toward the common goal of retaining and growing the customer.
Trust is a critical factor in building high-impact and lasting customer relationships. But sometimes, trust can be elusive. Have you ever wondered why it's easy to build trust in some relationships, while in others, trust is more difficult to establish? To learn more about the neuroscience of trust, we invited author and researcher, Paul Zak, onto the podcast. Paul is the author of Trust Factor: The Science of Creating High-Performance Companies. Through the lens of neuroscience, Paul studies how to improve business outcomes.
Recent research by Bain & Company reveals that delivering more elements of value--both financial and personal value---increase customer loyalty and revenue growth.
As a Captain at the Kansas City Police Department, Charles "Chip" Huth has addressed high-risk situations that most of us confront only in movies and crime television. But it hasn't all been Hollywood glamor. In his early days as captain, Chip's squad received the most complaints for search warrants in the department--even though they were executing proper behavior. Chip talks to Voice of Value host Chad Quinn about how a mindset shift eliminated search warrant complaints for six years, led to his team mixing baby bottles during a house search, and why he now turns the barcodes up for the cashier at Target. Read more of his story in The Outward Mindset by The Arbinger Institute.
Heinz's release of the Mad Men campaign is a creative PR move. But the strategy also points to three essential aspects of value selling that sellers and marketers can adopt: know your customer, simplify the business case, and invite the customer into the narrative.
What can business leaders learn from an FBI hostage negotiator? Chris Voss is here to tell us. As a former FBI hostage and kidnapping negotiator, Voss has stories that could compete with the best crime and detective TV shows. Voss grew up in a small town in Iowa and was inspired by the cool demeanor of detectives in the police force who could handle negotiations with poise and calm. For 24 years, Voss worked for the Federal Bureau of Investigation leading international crisis and high-stakes negotiations. After his time at the Bureau, he went on to apply his expertise in negotiation to the business world. He teaches business negotiation in the MBA program at University of Southern California and Georgetown University and is the author of Never Split the Difference: Negotiating as If Your Life Depended On It. Voss talks to Voice of Value host Chad Quinn about how to uncover a black swan, why getting someone to say "that's right" is the key to negotiation, and how to discover the decision maker and deal killer in business conversations.
Continually driving for results, while maintaining a high level of effort and interest despite repeated failure, adversity, and plateaus in progress.