Getting Started with Value Selling

Bob Kramich is the Chief Revenue Officer at LeveragePoint, where he helps enterprise companies adopt and scale value-based selling strategies. With 30+ years in enterprise software, Bob has held executive roles across business development, sales, and product leadership, with deep experience in SaaS, robotics, and blockchain.

Rick leads business strategy for Fiserv Card Services, a $3 billion ARR business within Fiserv focused on cardholder acquisition, retention, and loyalty solutions through an integrated debit, credit, network, risk, and digital platform. He launched Fiserv’s value-based pricing program in 2013, scaling their center of excellence to 1,500 associates on five continents and reducing average sales cycle time by 50% and achieving 10% average incremental win rates. He also led revenue operations in the healthcare technology startup space before returning to Fiserv in June. He has pricing strategy certification from The Wharton School, and has served on several boards at the University of Nebraska – Lincoln including those supporting the management, entrepreneurship, and marketing departments.

After serving as an officer in the army for more than a decade, Ole Iacob has held numerous global positions in the oil & gas industry for almost 30 years. This includes Manager Technical Services Worldwide and Director of Business Line in an oil service company. Focusing on optimizing customer outcome has always been at the forefront of his assignments. Currently Ole Iacob is the Commercial Manager in Elkem ASA where he is leading the implementation and training in CVM.

Paolo is currently responsible for Commercial Operations at Borealis, overseeing Customer Experience (CX) and Customer Value Management (CVM) among other areas. With over 15 years of experience in CVM and Pricing, he has developed a strong expertise in Customer Value and has driven transformational initiatives in Commercial Excellence, Value Creation and Pricing. After earning his Certified Pricing Professional designation in 2012 and serving on the Italian Board of the European Pricing Platform (EPP), he founded the European CVM Think Tank in 2020. Paolo has also worked on global projects at Accenture and holds a Degree in Business Administration from Bocconi University of Milan.