From Promised to Proven - Scaling Post-Sales Value Realization

In this episode of the Value Coffee Talk Podcast, Tom Pisello, the ROI Guy, is joined by Gaurav Sharma, Product Leader for Value Tools and AI Systems at ServiceNow, to explore one of the most important shifts in go-to-market strategy: post-sales value realization.

The discussion focuses on how organizations can move beyond selling value to actually proving it, using embedded product telemetry, instrumentation, and data-driven insights.

Gaurav shares a practical framework for operationalizing value across teams, aligning product metrics to business outcomes, and enabling customer success to tell stronger, outcome-based stories.

HighlightsWhy most companies are good at selling value but struggle to prove it post-saleHow telemetry and instrumentation enable continuous tracking of realized outcomesWhy value realization is a credibility problem, not just a tooling problemThe importance of aligning product metrics to business outcomes and success metricsHow benchmarking against peers strengthens value conversations and customer engagementWhy storytelling is still required, even with dashboards and dataHow consistent value taxonomy aligns sales, marketing, and customer success