Chad Quinn

Ecosystems.io

At Ecosystems, our purpose is to make value clear. We empower emerging and world-class companies to differentiate and sell more via our robust Software-as-a-Service (SaaS) platform which quantifies and tracks customer business outcomes.  It's our life's work--not just business.
 
- Consistently cultivate employee growth, happiness, and wellbeing at Ecosystems--rated 4.8 stars on Glassdoor by employees (the average rating is 3.4 out of 5)
- Grow and develop long-term partnerships with world-class companies, including market leaders such as Salesforce, ServiceNow, and Google. 
- Lead Ecosystems in delivering outcomes that improve sales, marketing, and customer success effectiveness by increasing clients’ close rates by 2X -3X, qualified leads by 40%, and cross-sell and upsell rates by 34%.  
- Founder of the Customer Value Community with over 2,600 members representing over 450+ companies. 
- Spearheaded partnership with an award-winning nonprofit to help make their value clear, contributing to a 200% increase YoY in donor funding

CEO & Co-Founder Ecosystems.io

Voice of Value Podcast

Engaging conversations with an eclectic group of leaders discussing how they found their unique voice and value.  Prior guests include 4 Star General, Neuroscientist, CEOs, FBI Hostage Negotiator, and best-selling authors! 

https://ecosystems.us/voice-value-podcast/

Podcast Host

DocuSign

Advisory Board Member

I've written about my personal "why" -- read about it in The Fishbowl Story.

Value is an experience. Value is not a calculation. 

Imagine you're remodeling your kitchen. 

A calculation-based approach would be the equivalent of an architect coming in, taking some rough measurements, plugging numbers into their software, and handing you a blueprint with a price tag - that's your renovation "value" presented as a calculation. 

But think about how unsatisfying that would be. 

The architect didn't take the time to understand how you actually use your kitchen daily. 

They didn't ask about your cooking style, entertaining needs, aesthetic preferences or future plans like starting a family.  

They just ran some numbers without experiencing the context of your life. 

Now let’s take the opposite experience-based approach. 

We're the architect who spends time in your current kitchen, observes your routines, listens to your hopes for how you want it to look and function. 

We then co-create an iterative design in our software platform, where you can move things around, see it from all angles, and make sure it aligns with your deeper experience goals. 

We guide you through material/appliance choices based on how you cook. 

The value emerges organically from that interactive experience, not from an upfront calculation. 

When the renovation is done, the value isn't just the new kitchen - it's how energized and inspired you feel in that space because it was tailored to your specific experiences, not treated as a math problem. 

The same fundamental definition of value transcends kitchen renovations to how we B2B sellers work with our customers. 

Value sellers focus on experience. 

They leverage a digital collaborative workspace to co-create value with the customer and move through the #ValueValidationFramework: 

🔹Objectives
🔹Tactics 
🔹Root Cause Problems 
🔹Metrics 
🔹Targets 
🔹Timelines 

Each step the customer #feels #heard and dynamically participates in shaping and refining the plan before their eyes. 

These value sellers routinely beat their competitors who present value as a rote calculation - plug in some numbers and out pops a PDF report claiming 2000% ROI. 

True value isn't something that can be reduced to an equation on a static document. 

Value is an experience.

#ViViEN - The first Virtual Value Engineer - has analyzed thousands of value conversations between providers and end-customers in the Ecosystems.io platform. 

There is now a guided AI-powered intelligence to help sellers in-platform increase the odds of winning their next deal 🔥🔥

Come join us in the Customer Value Community to experience #ViViEN live.

I met with procurement professionals this week. 

We discussed what role #GenAI will play in their jobs. 

One use-case they referenced should give every B2B seller pause…..

AI-Powered Procurement dynamically scoring all potential vendors based on Total Cost of Ownership (TCO) as part of the selection process. 

Here’s how it works. 

A procurement agent uploads your proposal into the AI platform.

Within minutes, it analyzes each proposal, considering factors such as:

1. Initial purchase price
2. Implementation costs
3. Training requirements
4. Ongoing maintenance fees
5. Projected productivity gains
6. Potential integration challenges
7. Scalability
8. Energy consumption
9. Compliance with future regulations
10. End-of-life disposal costs

The procurement agent receives a detailed report showing the projected TCO for each vendor, complete with confidence intervals and sensitivity analyses. 

Sellers, we become a piñata for procurement. Whack. Whack. 

Reduced to a calculated score.  

The AI algorithm does not factor in your full value: 

✔︎Experience in solving the problem 
✔︎Ability to innovate to changing needs
✔︎Depth of industry-specific expertise
✔︎Strength of partner ecosystem
✔︎Cultural fit  

To confront commoditization sellers need to double down on a continuous value conversation with your customers. 💥

Here are prescriptive steps you can take:

🔹Develop a comprehensive value story

Create a clear, data-driven story that articulates your full value, including impacting the customers #ValueTriad 

1) Corporate Value
2) Job Value
3) Personal Value

🔹Align your pricing with the customer’s success 

Identify specific business performance metrics in your pricing you can impact demonstrating confidence in your ability to deliver value.

🔹Deploy a collaborative digital value platform

Implement a full customer value lifecycle platform that facilitates ongoing collaboration with customers, allowing both parties to co-create and adjust value ongoing. 

🔹Cultivate industry expertise

Deepen your understanding of customer industries and challenges, positioning yourself as a strategic partner rather than just a tech vendor.

🔹Develop AI-ready proposal formats

Create proposal templates that link back into your collaborative value platform to ensure that there is context and holistic value that AI systems can easily interpret and analyze.

🔹Educate procurement teams 

Proactively invite procurement into your collaborative value platform so they can see the high levels of business user engagement and value co-creation. 

TLDR: AI will undoubtedly transform the way proposals are evaluated, there will always be a place for providers who can demonstrate genuine, multifaceted value that goes beyond simple cost calculations.

Taplio

Chad Quinn's Linkedin Analytics

Chad Quinn

What is Chad talking about?

Chad Quinn's Best Posts (last 30 days)

Want to drive more opportunities from LinkedIn?

Taplio

.css-1jgreyo{background-image:linear-gradient(284deg, rgba(39,43,72,1) 0%, rgba(33,47,183,1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Chad Quinn's Linkedin Analytics

Chad Quinn

What is Chad talking about?

Chad Quinn's Best Posts .css-qqfgvy{font-size:var(--chakra-fontSizes-md);}(last 30 days)

Want to drive more opportunities from LinkedIn?

Chad Quinn's Linkedin Analytics

Chad Quinn's Best Posts (last 30 days)