May 6, 2026 | 12:00 - 1:00 PM ET
Inside large, complex organizations, the real challenge isn’t launching a value-selling initiative. It’s making it stick.
In this Customer Value Community webinar, hear from:
WW VP, Enterprise Software Sales at IBM
VP of Sales at Ecosystems
They will share how IBM is scaling value selling across thousands of sellers, hundreds of products, and a highly matrixed organization, while integrating AI into the way sellers discover, quantify, and communicate value.
Starting without a large business value team or top-down mandate, IBM focused first on winning internal buy-in, integrating early with core systems like Salesforce, and building momentum with the field before scaling headcount.
Bob Erdle
WW VP, Enterprise Software Sales at IBM
This early integration, combined with a bottom-up adoption approach, enabled IBM to move from pilot to global rollout, introducing governance and standardization without slowing teams down.
Now, IBM is extending this foundation by evolving toward an AI-native GTM model.
By combining internal AI capabilities like WatsonX with Ecosystems’ ViViEN, IBM is building toward a dual-agent system—where AI helps sellers generate messaging, identify relevant proof points, and estimate value, while ViViEN structures, quantifies, and governs that value across the sales cycle.
What You’ll Learn:
Join us for a practical discussion on what it really takes to scale value selling in complex organizations, and how to make it stick beyond the initial rollout.
Please register even if you cannot attend, as we will be sharing the recording after the event.