Tom Pisello

Tom Pisello is a founder, CEO, speaker, and author with over 30 years of experience in value marketing and selling, sales enablement, and go-to-market (GTM) strategy. He is the founder of and Partner at Genius Drive, a consultancy that helps organizations craft, communicate, and quantify their value story to prospects and customers.

Tom is also a growth evangelist and a purpose-driven leader who founded Growth through Grief, a ministry and resource for widowers, and the Enterprise Value Collective (EVC) a community for value-centric sales, marketing and customer success professionals. 

Tom has authored several books on value management, enablement, and selling (Evolved Selling and Frugalnomics Survival Guide), and co hosts The Value Coffee Talk podcast. Tom is passionate about helping others achieve their personal and professional goals through value storytelling and leveraging a growth mindset.

When not at work, you can find Tom working out, running, playing piano, writing poetry and articles at a local Chelsea coffee shop, checking out vintage 356 or air-cooled 911 Porsches (for when he has a garage again), or walking the streets of New York City (with the Staying Alive soundtrack playing in his head).

Founder / CEO

Helping organizations better craft, communicate and quantify their value story to ever-more economic focused prospects and customers.

2025: It's a Wrap

Thank you all for such an incredible growth year: more than doubling our community memberships and podcast / article downloads!

See the stats: what you and the Business Value Collective community said were the most popular insight articles, podcasts and white papers. 

https://lnkd.in/dDy54W28

#valueselling #GTM #B2B
Genius Drive

Founder/Partner @ value selling consulting firm Genius Drive | Podcaster | Author | Helping B2B Solution Providers with Inspired Value Storytelling for improved Sales, Marketing and Customer Success

🎉 What does 2026 have in store?

Checkout my top 5 predictions for the New Year here: https://lnkd.in/dvf9wvZ8

#valueselling #GTM #B2B
Business Value Collective
Genius Drive

Ever want to get Inside the mind 🧠 of a PE Operating Partner, to learn what's working best (and what to absolutely avoid)? 

🎙️ Checkout our podcast with Mike Slater here: https://lnkd.in/eVwvgkbG

#PE #B2B #GTM

Genius Drive
Business Value Collective

👉 Value Leaders and Practitioners: Checkout this interview with Mike Samuels, revenue and value veteran at Pendo, to learn exactly how to optimize your value practice for 2026. ✅ 

🎙️ View the episode here: https://lnkd.in/eFMjUu6b

#valuemanagement #valueselling #GTM
Genius Drive
Business Value Collective

🎉 Realized Value: An absolute mandate for 2026 Customer Success.

Checkout the 🧠 research on why this should be your #1 priority for the New Year, and what our Business Value Collective shared is working best, where you should be investing, and what you definitely should avoid when it comes to Realized Value.

👉 Read more:
https://lnkd.in/d5hSirdF

#realizedvalue #valueselling #customersuccess
Genius Drive

Loved this conversation with Ray Meiring!

In the latest episode of the Value Coffee Talk podcast, Tom Pisello sits down with Ray Meiring, CEO of QorusDocs, to explore why proposals without value are destined to fall flat.

Ray shares a powerful analogy. A proposal without value is like a light bulb without electricity. It might look polished, but without the power of clearly articulated business value, it simply does not work.

Together, they discuss how proposal volumes are rising across industries, from technology to legal, professional services, and engineering. At the same time, proposals are becoming more complex, expectations are higher, and AI is pushing teams to move faster. In this environment, speed alone is not enough. Trust, credibility, and value must be present from the very first interaction.

The conversation dives into why value modeling must be embedded directly into proposals, not treated as a separate exercise. When proposals combine strong storytelling, compelling presentation, and defensible business value, they resonate with stakeholders, earn trust, and drive better buying decisions.

🔗 Watch the full episode: https://lnkd.in/g-GYDj2y 

We are proud to sponsor the Value Coffee Talk podcast. Follow Business Value Collective to stay up to date on the community resources.

#GeniusDrive #ValueCoffeeTalk #Podcast #ValueSelling #ProposalManagement #RevenueLeadership #ValueEnablement #GTMStrategy #B2BSaaS #BusinessValue

✅  Checkout a valuable Value Coffee Talk episode with Angela Hughes , revenue acceleration leader from Ping Identity 🔒 - on how to best elevate customer conversations to drive bigger opportunities and better win rates. 📈 

🎙️ https://lnkd.in/eq9BksPh

#b2b #salesenablement #valueselling
Genius Drive
Business Value Collective

🚀 New Episode Alert! 🎙️

🤔 Ever wondered if sales engineers hold the key to unlocking customer value? 

In Episode 91 of Value Coffee Talk, I sit down with Stephen Morse, CEO of the SE Leadership Institute, to explore how SEs are evolving beyond technical roles 🛠️ into strategic value creators. 💵 

👉 Listen now: https://lnkd.in/dJFtJvrk

#Podcast #SalesEngineering #ValueSelling
Genius Drive
Business Value Collective

Open article: Episode 91: Unlocking Customer Value - Do Sales Engineers Hold The Key? by geniusdrive.com

Episode 91: Unlocking Customer Value - Do Sales Engineers Hold The Key?

What's next for Value Leaders in 2026? Checkout @Max Elster's take here in this Value Coffee Talk podcast!

Max Elster, CEO and Founder of Minoa, explains that value teams are evolving from deal support to value orchestration. The modern value leader no longer focuses on building isolated business cases, but on owning the end to end value narrative across the entire go to market motion.

In this new role, value teams align sales, marketing, customer success, and product around a shared value framework. They ensure every asset, message, and customer conversation ties back to real use cases, outcomes, and consistent positioning. This shift is being driven by CROs and executive teams who want value to operate as a system, not a one off activity.

Value leaders are becoming the owners of how value is defined, communicated, and scaled. Orchestrating value is now a leadership responsibility, not just an enablement function.

#GeniusDrive #ValueCoffeeTalk #Podcast #ValueSelling #ValueLeadership #ValueEngineering #GTMStrategy #RevenueGrowth #CustomerOutcomes #ValueOrchestration #B2BSaaS #SalesEnablement

🚀 New Value Coffee Talk Episode! 🎙️

In Episode 90, I talk with Tom Canning, experienced CRO and Operating Advisor, about the emotional toll GTM and sales teams face when customer priorities shift and deals slip out of their control. We dig into why burnout is so common - and how to build resilience to stay confident and successful.

Key points to inspire you into the New Year:
 • Burnout often stems from lack of control
 • Customer shifts create stress and uncertainty
 • Emotional resilience is essential in GTM
 • Strong support systems help reduce burnout

👉 Listen here: https://lnkd.in/eMAnUDwQ

#GTM #SalesLeadership #Resilience
Genius Drive
Business Value Collective

Open article: Episode 90: B2B GTM - The Emotional Toll of Customer Control by geniusdrive.com

Episode 90: B2B GTM - The Emotional Toll of Customer Control

MIR Digital Solutions

Data and AI Practice lead for Analytics, ML and AI solutions that drive innovation and business value for our global and enterprise customers. Helping our customers understand their data and AI journey and bring their use-cases to life through rich descriptive analytics, predictive modelling and generative AI (GenAI) approaches. Using either open-source solutions or Microsoft 365, Copilot and Azure AI based solutions.

Senior AI & Enterprise Solutions Architect

Evolving Intelligence Inc

Advisor and management consultant to assist Evolving Intelligence build and manage it's channel partnerships and business relationships.

Management Consultant & Partner Channel Advisor

Techpresales.com

Bringing my mentoring and skills development passion project to life ! I've created an advisory company providing bespoke career management consulting, excellence content, workshops and services. around "Technology Presales Excellence".
Also serving as an an advisor to startups and growing technology product and services companies, like Evolving Intelligence and Vigilant AI.

Founder

Zapata AI

I'm pivotal in securing business through leading client-focused, solution-oriented approach. I partner with clients to discover their business goals, data architecture readiness and tailor ML/AI solutions on our MLOps platform, ensuring value. I spearhead deep technical discovery, readiness workshops, ML/AI solutioning (with the PS team) and the development of persuasive proposals, drawing on our proficiency in custom application development and advanced ML/AI capabilities.

Director - Solutions Consulting

Alteryx

Offering strategic business expertise based on technology solutions, value management, enterprise architecture and consulting services. Goal is to maximize our clients investment and outcomes whilst using our platform. Focused on a number of key industry areas such as Telecom & Technology, Manufacturing & Automotive and Energy & Utilities.

Senior Professional Value Engineer - Customer Value Transformation

I offer advisory services to our clients to align their business needs with the value gained by adopting the Alteryx Platform. We start by showing projected business value for new clients and collect value realized for existing clients, through discussions and workshops.

Senior Professional Value Engineer - Worldwide Customer Advisory

OpenText

Senior professional that combines pre-sales expertise, strategic management consulting and business finance acumen within the umbrella of a global, premier software brand. As part of the Business Value Consulting team, I work on multi-million dollar deals for Canada, global accounts and the manufacturing Industry. I use my consultative business analysis skills to find the business benefits for large enterprise software potential investments.

Lead Value Engineer for Canada, Global Accounts, Automotive and Manufacturing Industries

My role is to enable the global OpenText community to better serve its Industrial, High-Tech and Automotive manufacturing customers. By building a deeper understanding of each type of customer in these industries, OpenText can bring forward world-class cloud solutions and process transformations using our Information Management, Process Automation, Supply Chain, IoT, Analytics and AI solutions.

Worldwide Industry Lead for Automotive and Manufacturing

Senior level professional that combines sales, management consulting and finance within the umbrella of a global, premier software brand. As part of the Business Value Consulting team, I work on multi-million dollar deals and use my expertise across industries and processes. I use my consultative business analysis skills to have an impact on large enterprise software potential investments.

Lead Value Engineer

Micro Focus

Pan-Software Services Pursuit Lead and Project Delivery Lead. I cover Application Functional and Performance Testing, IT Operations Mgmt, Cloud, Automation and Service Management professional services opportunities. I create proposals, perform technical demos, generate scopes of work generation and manage enterprise projects. I run discovery workshops and perform long-term client program management.

Lead Solution Consultant and Project Manager

Hewlett Packard Enterprise

Pan-Software Services Pursuit Lead and Project Delivery Lead. I cover Application Functional and Performance Testing, IT Operations Mgmt, Cloud, Automation and Service Management professional services opportunities.  I create proposals, perform technical demos, generate scopes of work generation and manage enterprise projects. I run discovery workshops and perform long-term client program management.

Lead Solution Consultant (Professional Services)

Enterprise Software and Business Consultant in the Software Group focused on positioning the business benefits of the portfolio: Application Lifecycle Management, Hybrid Cloud, Automation & Orchestration, IT Operations, Service Management, Asset Management, Strategic Planning and Operations Analytics. Focused on Architecture, Discovery Workshops and Business Case execution. Our solutions are delivered on premise and via SaaS.

Enterprise Software Consultant (Products and SaaS)

OnX Enterprise Solutions

Enterprise Solution Strategist within the OnX CTO Office, focused on driving HP Enterprise solutions. Successfully drove HP CloudSystems, Converged Storage, Enterprise Networking and Enterprise Software solutions combined with OnX expertise.
Uses various IT maturity models to assess Cloud readiness. Focused on private, hybrid and public cloud solutions using HP CSA for Matrix and HP 3PAR.

Director - HP Enterprise Solutions

Forsythe

Forsythe’s Enterprise Storage Solutions Group is engaged with the industry leading providers of enterprise information storage solutions and enterprise business advisory services. The storage team uses solutions from companies such as EMC, NetApp, Quantum, HP, VMware and Dell.  The storage team also works in partnership with HP and the VCE Company teams to provide the latest "converged IT" solutions as well.  This “best-of-breed” solution approach is what makes Forsythe unique in our ability to provide a breadth of solutions to meet our client’s needs.

Converged IT Architect - Canada

SALES AND PRESALES LEADERSHIP EXPERIENCE
9 years of experience. ● 3 years as a business leader in Telecom and Web Services. ● 2 years as a presales leader at SI. ● 3 years as a practice lead for Microsoft consulting services partner. ● 1.5 years in an HPE Solutions Director role with a SI partner, with the office of the CTO.  ● 6 months leading a Solutions Consulting practice at an ML/AI and MLOps startup.

CLOUD, DATA, ANALTYICS, ML and AI EXPERIENCE
6 years of experience. ● Developing custom ML/AI and MLOps solutions for various industries. ● Experience with LLM’s through developing RAG-based search and agentic solutions. ● Built data pipelines using Azure, Alteryx, opensource, Hadoop. ● Deep ITOps, MLOps and SecOps experience. ● Experience in descriptive analytics using Alteryx and PowerBI. ● Development using Python and R tools, SQL and GitHub. ● Certified on Microsoft Azure Cloud and Azure AI platform. ● Experience with open-source Dremio SQL lakehouse and Apache Superset data visualization tools.

STRATEGIC VALUE MANAGMENT SKILLS
9 years of value consulting experience. ● 4 Years at HPE, 2 years at OpenText and 3 years at Alteryx in value consulting ● Expert in building Value-based Financial Models. ●FinOps practitioner certification. ● Can perform client-facing value discovery workshops.

PROFESSIONAL SERVICES AND PRACTICE LEADERSHIP
10 years of professional services experience. ● 1 year at MicroFocus, 1.5 years at OnX, 3 years at Forsythe, 3 years at Compugen and 3 years at Bell. ● Experienced in Business Development and building Customer Relationships. ● Can manage revenue generation for professional services. ● Practice leader at SI's and vendors. ● Understand how to manage complex projects through requirements, budgets, infosec, managing resources and milestones. ● Have managed DevOps projects and used on-shore and off-shore contractors to augment delivery and sustainment projects. ● Can propose infrastructure, software, automation, analytics, cloud and SaaS solutions. ● Can advise on Digital Transformation journeys. ● Can serve as a mentor to improve Teamwork.

ENTERPRISE ARCHITECTURE
5 years of experience. ●1.5 years at OnX, 3 years at Forsythe, 6 months at Compugen ●Experienced in information management, IT operations, disaster recovery, SaaS and hybrid cloud, scale-out computing, Microsoft software and enterprise storage.

CYBERSECURITY EXPERIENCE
6 years of experience: ● 1 year at UUNET, 1 year Bell, 1 years at Compugen, 2 years at HPE, 1 year at OpenText. Security infrastructure, security operations, infosec policy, security practices.

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The Battle

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Tom Pisello's LinkedIn Performance

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