value-selling
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Doug May and the Expensive Space Between Value and Proof
For three decades, Doug May has worked on an awkward question in enterprise software: if a product creates value but the customer cannot measure or defend it, how much is that value really worth? His answer has taken him from carrying a quota to building the systems behind billion-dollar go-to-market teams.
Peyton Marshall
Peyton Marshall is the founder, Chairman, and CEO of LeveragePoint, a Newton, Massachusetts SaaS company that helps B2B firms quantify, communicate, and capture the economic value of what they sell. An economist by training with a PhD from MIT, he spent twelve years in investment banking in London at UBS and Goldman Sachs, then fifteen years as a CFO and operator in healthcare and IT companies, before founding LeveragePoint in 2009 to turn value-based pricing from a theory into an everyday sales tool. He has grown the company to multi-million-dollar revenue without raising venture capital.