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

Illumio

Global head of Value Advisory. Advise and articulate the economic benefits of Illumio’s solutions, demonstrating value and ROI across diverse industries. Lead cross-functional teams to drive growth and establish thought leadership around Illumio’s value proposition. Provide strategic advice and support for key initiatives, both internally and externally.

Value Advisory Director

GEM Advisory

Advise the management team, be a sounding board, and share best practice principles around Process Improvement, Change Management, and Design Thinking.

Board of Advisors

TZK Solutions, LLC

Advise the management team, be a sounding board, and share best practice principles around streamlining the supply chain, procurement operations, technology transformation, business & finance operations

Alteryx

World Wide Customer Advisory Principal, Customer Value Transformation (acquired by Clearlake Capital & Insight Partners) Nov 2023 - Feb 2024

Led transformation initiatives using a “People, Process, Technology” approach to drive business outcomes. Provided expertise on best practices for Alteryx deployment and quantified benefits for clients.

Worldwide Customer Advisory Principal Value Engineer Sep 2022 - Nov 2023

Awarded Alteryx World Wide Customer Advisory of the Year and President’s Club. Articulated the business value of the Analytics Process Automation platform and drove GTM strategy. Consulted with customers to develop business impact analyses and ROI models, building trusted advisor relationships.

Americas Sr. Value Engineer May 2021 - Aug 2022

Consulted with customers to construct business impact analyses and ROI models for digital transformation. Developed business case presentations and financial models, working with global, strategic, and enterprise accounts to achieve strategic goals.

World Wide Customer Advisory Principal (acquired by Clearlake Capital & Insight Partners)

CROSSMARK

Note: WIS International acquired Crossmark. 
Strategic Initiatives Office - supporting Crossmark, a PE owned firm, around Efficiency, Effectiveness, eCommerce, & Digital Transformation.

Consultant Strategic Initiatives Office (acquired by WIS)

Vion Consulting

Note: Vion Consulting was sold.
Lead end-to-end client engagements, ensuring all needs are addressed and met. Identify, analyze, and evaluate potential solutions for execution. Expertise in Financial Services, CPG, and Retail, focusing on Digital Transformation, Marketing, Sales, Risk, and Operations. 

Certified Lean Six Sigma Master Black Belt and Agile Scrum Master.

Founder and Principal Management Consultant (Vion Consulting was sold)

AKOA - A Roboyo Group Company

Note: Roboyo acquired AKOA.
Passionate about building a world-class organization to deliver maximum value for clients. Full P&L accountability for achieving sales and growth objectives in the US. Scaled the business by attracting and leading high-performing teams. Developed operational, sales, and marketing infrastructure to execute growth objectives. Represented the firm with clients, investors, and business partners.

Built a cost-effective and scalable foundation to launch AKOA’s US business.
Transformed and streamlined the revenue generation cycle to increase sales.

Notes: AKOA was formerly known as NEW Innovation Management (name changed on Sep 12, 2019).
Roboyo acquired AKOA on June 18, 2021, forming the world’s largest Intelligent Automation Professional Services Company in 16 cities across 9 countries.

COO & Interim CFO Americas (acquired by Roboyo)

Citi

Reporting to Citi Lean & Smart Automation Leader

Responsible for capacity creation and cost savings. As Relationship Manager, collaborated with Internal Audit and Deloitte to conduct strategic assessments aimed at reducing costs and increasing efficiency through automation (RPA).

Conducted strategic assessments with Internal Audit and Deloitte to reduce costs and increase efficiency through automation (RPA), labor arbitrage, and lean optimization.

Consultant Citi Lean and Smart Automation - RPA

Avon

Reporting to Avon’s Global Business Transformation Leader

Responsible for fostering a problem-solving and growth-oriented culture by executing opportunities in sales and expense areas.

•	Identified over $20MM in opportunities, vetted and executed by the global team. Partnered with E&Y as Project Lead to identify savings within the supply chain.
•	Collaborated with McKinsey’s RTS team on the North America Representative Leads (Acquisition) program to predict future sales using Life Time Value models.
•	Delivered $70MM+ in 2016 by working with Cerberus on Avon’s 3-year transformation plan. Led social media transformation using Big Data to drive sales and retention.
•	As Project Lead for LATAM (Brazil & Colombia), developed machine learning sales prediction models, resulting in a 1% sales increase in Brazil and 40% in Colombia.

Director Global Business Transformation & PMO

S&P Global

Reporting to McGraw Hill’s CTO with a dotted line to the business CFO

Responsible for process improvement strategy and execution for S&P (Ratings, Capital IQ, and S&P Dow Jones Indices) using Lean, Six Sigma, and DFSS methodologies across Analytics, Operations, Sales & Marketing, Risk, Technology, HR, and Finance.

•	Delivered $40 million in annualized savings through process efficiency and redesign initiatives in ratings, revenue, regulatory, operations, and IT areas.
•	Trained over 100 employees on BPM methodology, embedding them into the business.
•	Turned around and stabilized a program during a turbulent reorganization period.

Segment Leader and BPM Master Black Belt

MBA from MIT Sloan School of Management | BS from West Point

A hands-on leader with a proven track record in managing large-scale transformation initiatives to enhance organizational efficiency and effectiveness. Over 20 years of experience in management consulting, strategic planning, and leading cross-functional teams.

Skilled in analytics, technical solutions, communication, and influencing decision-makers to drive results. Adept at inspiring and motivating teams to develop innovative solutions for both short and long-term success. Experienced in relationship and change management, with a practical approach to problem-solving.

Comfortable working with executives and stakeholders at all levels. Proficient in Korean (elementary).

Cybersecurity
Awarded Alteryx World Wide Customer Advisory of the year and President's Club.
Software Value Management
US Military Veteran
Business Transformation
Lean Six Sigma Master Black Belt
Sales & Marketing Effectiveness
Process Reengineering
Customer Loyalty

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