Why Enterprise Software Vendors Are Hiring Value Engineers

Episode notes

Lucas and Luna explore the rise of value engineering teams in enterprise software. They break down how companies like Salesforce and Workday now embed former consultants and ROI analysts into sales cycles to quantify customer outcomes before the deal is signed. Lucas explains how a value engineer builds a business case alongside the prospect, mapping legacy costs against projected savings - often turning a six-figure contract into a justified investment. Luna challenges whether this is just a new sales tactic or a genuine shift in buyer expectations. They discuss real examples of value engineers shortening sales cycles by 30 percent and increasing win rates by 20 percent, according to internal vendor data shared by practitioners. The hosts also unpack why procurement teams now demand vendor-provided ROI models before the legal review stage. This episode offers a concrete playbook for founders and sales leaders looking to adopt or evaluate value engineering as a competitive differentiator.

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