Bridging The Value Gap

How to Accelerate and Sustain Growth by Placing Customer Value at the Center of Your Business

One factor determines whether a B2B company reaches its potential: whether its executive team has built a shared understanding with customers of the business value being delivered and then operationalized that understanding across the organization.

Companies that fail to embed customer-value strategies miss the chance to grow faster and more profitably—and in a market where feature advantages erode in months, they may not get a second chance.

This book is for any B2B leader who wants to:

win a greater share of sales, close them faster and for more revenue
create a lasting competitive advantage grounded in customer value
focus their organization on what matters most to customers
lead meaningful, profitable change while building customer trust and loyalty

About The Authors

Wendy Wise

Founder and CEO of Profitwise, an advisor at FarmHQ, and co-author of the forthcoming book Bridging the Value Gap. She helps innovative early-stage companies build value-based go-to-market strategies that drive GTM fit and sustainable growth.

Doug May

Founder and managing partner of Value Sherpas, a go-to-market advisory firm, and co-author of the forthcoming book Bridging the Value Gap. Over three decades, he has built and led the GTM teams that drove results at scale for some of the fastest-growing enterprise software companies, including Splunk, Databricks, Datadog, and Harness.