Marpas Hills, A SAP Approved Vendor Eligible for SAP Partner Development Funds
Advanced Value Management Program

From Pitch to Proven Value.

The end-to-end program that equips software partners to sell on value, realize it with customers, and optimize it over time — at scale.

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01
Value Selling
Presales to Deal Close
+40%
Pipeline
02
Value Realization
Post-Sale to Adoption
+66%
Satisfaction
03
Value Optimization
Retention to Growth
+71%
Upsell
+40%
Sales Pipeline Increase
Marpas-Hills data, 3+ years
+66%
Customer Satisfaction When Tracked
Deloitte
+32%
More Likely to Renew
Deloitte
238
Partner Participants
LAC + EMEA
200+
Business Cases / Month
Global delivery
Why Value Management

The competitive advantage your teams aren't using yet.

Value Management is the engine that turns every commercial interaction into a business conversation: it generates new opportunities, accelerates and closes deals, and turns customers into long-term partners.

Generate Opportunities
Position business value from the first contact. More pipeline, less price pressure.
Accelerate and Close
Business cases that justify the decision. Shorter cycles, fewer discounts.
Retain and Expand
Prove the ROI delivered. More renewals, more upsell.
How we do it

Your team, operational in 4 to 6 weeks.

Activation time ranges from 4 to 6 weeks depending on your organization's starting point — but the process is always the same.

01
Week 1
Team Training
Your team learns the methodology, tools and frameworks to sell and demonstrate value.
02–03
Weeks 2–3
Real Opportunities
Immediate application with real deals and customers — 1:1 coaching in the field.
04
Week 4
Adoption & Standardization
Processes, templates and workflows embedded into the team's daily operations.
I want my team operational in 4 to 6 weeks
The Secret to Acceleration

Adoption doesn't happen on its own. It has to be designed.

Most training programs fail for the same reason: knowledge is acquired, but processes don't change. The difference between a team that learns Value Management and one that executes it systematically is adoption — and adoption requires structure.

Our Adoption Framework

That's why we combine personalized training with a guided execution platform that integrates AI and manual processes in a common environment — taking each professional step by step through the complete VS, VR or VO cycle with their own real client.

AI Integrated in the Process
Configurable agents that assist at every stage — KPI scoring, user analysis, insight generation.
Mixed Human + AI Execution
The professional leads, the AI accelerates. Every step is documented and traceable.
Tracking by Phase and Role
Full visibility of individual and team progress — no spreadsheets, no friction.

"The result: teams that don't just know how to do Value Management — they actually do it, consistently, from the very first real client."

How We Help

Two Dimensions of Support

We work with SAP partners at two levels — strategic design and hands-on execution — so that Value Management becomes a real, lasting capability inside your organization.

Dimension 1

Strategic Design

Before training, we help you build the structural foundation that makes Value Management sustainable — defining roles, aligning teams, and designing the processes your organization needs.

Value Selling Team Creation
Role design, org insertion, KPI framework, asset architecture and operational playbook for a dedicated VS function.
Value Realization / Optimization Team Creation
CSM profile design, post-sales operational workflows, prioritization criteria and KPI framework for a VR/VO function.
End-to-End Team Integration
Unified governance model and shared asset architecture aligning pre- and post-sales into one coherent Value Management capability.
Deliverable: Organizational design document + operational playbook — ready for internal rollout. Up to 1 month engagement.
Dimension 2

Practical Execution

Once the structure is in place, we equip your teams with the skills, tools, and methods to execute Value Management consistently — across every deal, every customer, every cycle.

Value Selling (VS)
Onboarding, hands-on training and advanced coaching to build autonomous value selling capability from presales to deal close.
Value Realization (VR)
Quantitative, qualitative and contextual analysis skills to prove and communicate value delivered post-implementation.
Value Optimization (VO)
Advanced coaching and analytical modules to expand accounts, drive renewals and position AI-powered value tracking.
Format: Free workshops, hands-on courses, 1:1 advanced coaching and analytical modules. 3 free starter workshops available.
Explore the Full Program
The Program

Three Pillars. One Continuous Journey.

Win on value, not on price — from the first conversation to long-term retention and growth.

01
Pillar 1

Value Selling

Presales to Deal Close

Lead conversations around business impact, generate compelling business cases, and shorten deal cycles. Shift from price and features to ROI and outcomes.

+40%Sales pipeline increase
02
Pillar 2

Value Realization

Post-Sale to Retention

Track KPIs, engage customers with insights, and demonstrate ROI at every QBR — from baseline to quarterly reporting. Prove value and drive renewals.

+66%Customer satisfaction when tracked
03
Pillar 3

Value Optimization

Retention to Growth

Bridge the consumption gap and help customers unlock the full value of their investment. Maximize every installation, drive upsell and loyalty.

+71%Upsell / cross-sell rate
Fast Start — No Cost

Three Free Entry Points to Start in 2026

No commitment required. Each service delivers immediate, practical value to your team.

FREE · 45-min Workshop
Sales Strategy | No Cost

Territory Planning & Qualification

A structured 45-minute practical workshop that gives your sales team a clear methodology to identify, evaluate and prioritize opportunities based on real business impact.

Key FocusClassification by phase, impact evaluation criteria, and objective prioritization of your pipeline.
FREE · 90-min Online
Value Selling | No Cost

Scaling Value Selling

A 90-minute online workshop covering the paradigm shift from feature-based to value-based selling. Explore how leading software companies use AI to quantify value.

Key FocusAI tools for quantifying value, structuring messages, and creating scalable sales materials at speed.
FREE · 90-min Online
Value Realization + Optimization | No Cost

Value Realization & Optimization

A 90-minute online workshop on how to deliver on the ROI promise and differentiate through VR and VO. Turn every renewal into a growth conversation.

Key FocusMethodology to launch VR/O programs and create compelling QBR reports with AI — scalable from day one.
Pillar 01
 Value Selling Program

Win on Value,
Not on Price

Presales to Deal Close

Equip your sales and presales teams to lead conversations around business impact — shifting from price and features to ROI and outcomes. Proven to increase pipeline, reduce discounts and accelerate deal cycles.

+40%
Sales pipeline increase
+30%
Higher close rates
-35%
Reduction in discounts
-40%
Shorter sales cycles

Source: Marpas-Hills client data over 3+ years

VM Onboarding Course · 8h · 1:many
Shared team-wide overview of VS, VR and VO concepts, tools and methodology — common foundation for all profiles.
VS Hands-On Course · 8h · 1:1
Deep-dive personalized training on Value Selling with real opportunities — builds autonomous execution. Includes direct work in SAP VLM with real partner cases.
Starter Outside-In
Semi-customized demand generation presentation — 3-day SLA + 1h coaching call. Delivered via SAP Partners Portal.
Full Outside-In
Fully customized strategic value presentation — 5-day SLA + 1h coaching call. Tool: SAP VLM. Output: 15–30 slides 100% aligned with SAP methodology.
TCO Analysis — Spotlight
Total Cost of Ownership built collaboratively with the customer using SAP VLM. Supports deal-closure and establishes the VR baseline. Integrable with Danta for industry benchmarking. Delivery: 1-2 weeks.
Unsolicited & Collaborative Business Case
ROI justification and joint business case to validate the investment decision — from 5-day SLA to 2-4 weeks. 100% aligned with the SAP Global Value Advisory Team. Request via SAP Partners Portal.
Pillar 02
 Value Realization Program

Prove Value.
Drive Renewals.

Post-Sale to Adoption

Why it mattersIn the cloud era, customers do not renew based on promises — they renew based on proof. Equip your team to track agreed KPIs, engage customers with insights, and demonstrate ROI at every QBR.

Services

VM ONBOARDING COURSE
Value Management Onboarding · 8h · 1:many
Team-wide overview of VS, VR and VO concepts, methodology and tools — shared foundation before hands-on programs. Includes hands-on introduction to SAP VLM, SAP4ME and the SAP tools ecosystem.
VR HANDS-ON COURSE
VR Hands-On Course · 12h · 1:1
Quantitative (SAP VLM / SAP4ME), Qualitative (user insights), Contextual (causation maps) and Storytelling — 4h per module. Participants get access to multiple specialised GPTs and AI prompts to accelerate VLM work.
VR ADVANCED COACHING
VR Advanced Coaching · 24h · 1:1
Expert on-the-job coaching to launch VR with your first real customer — business case + value tracking at 3 & 6 months + QBR report. Delivery managed via ticketing system integrated with SAP Partners Portal.
+66%
Customer satisfaction when tracked
Deloitte
+32%
More likely to renew
Deloitte
+59%
Renewal rate improvement
IDC

VR Methodology: 4 Analytical Modules

1
QUANTITATIVE ANALYSIS
Value Tracking & KPI Measurement
Use SAP VLM & SAP4ME to collaboratively establish value baseline and targets, quantifying the economic impact of KPI progression over time.
2
QUALITATIVE ANALYSIS
User Insights Research
Collect and analyse insights from users and stakeholders through surveys, interviews or focus groups to explain KPI progression and identify roadblocks.
3
CONTEXTUAL ANALYSIS
Externalities & Causation Maps
Analyse industry trends and the mutual interactions between KPIs to understand how external factors influence progression of the business case.
4
STORYTELLING
VR Storytelling & QBR Report
Build and deliver a comprehensive VR report combining all quantitative, qualitative and contextual findings into a compelling QBR narrative.
Pillar 03
 Value Optimization Program

Maximize Every
Investment.

Retention to Growth

Why it mattersSoftware customers rarely capture the full value of their investment. VO empowers your team to bridge this gap — using quantitative, qualitative, and contextual analysis to drive adoption, satisfaction, upsell and loyalty.

Services

VM ONBOARDING COURSE
Value Management Onboarding · 8h · 1:many
Team-wide overview of VS, VR and VO concepts, methodology and tools — shared foundation before hands-on programs. Includes hands-on introduction to SAP VLM, SAP4ME and the SAP tools ecosystem.
VO HANDS-ON COURSE
VO Hands-On Course · 8h · 1:1
Quantitative analysis (SAP VLM / SAP4ME), qualitative user insights, contextual & externalities analysis, and Storytelling — personalized 1:1 training. Permanent access to VO-specialised GPTs and AI prompts for daily work.
VO ADVANCED COACHING
VO Advanced Coaching · 24h · 1:1
Expert support to deliver your first real VO program — business case, tracking, QBR at 3 and 6 months. Monthly reporting via ticketing system: docs produced, delivery time, hours per consultant.
+34%
More likely to purchase
Deloitte
+53%
Win rate improvement
IDC
+71%
Upsell/cross-sell rate
IDC

VO Methodology: 4 Analytical Modules

1
QUANTITATIVE ANALYSIS
Value Tracking & KPI Measurement
Use SAP VLM & SAP4ME to collaboratively establish value baseline and targets, quantifying the economic impact of KPI progression over time.
2
QUALITATIVE ANALYSIS
User Insights Research
Collect and analyse insights from users and stakeholders through surveys, interviews or focus groups to explain KPI progression and identify roadblocks.
3
CONTEXTUAL ANALYSIS
Externalities & Causation Maps
Analyse industry trends and the mutual interactions between KPIs to understand how external factors influence progression of the business case.
4
STORYTELLING
VO Storytelling & QBR Report
Build and deliver a comprehensive VO report combining all quantitative, qualitative and contextual findings into a compelling QBR narrative.
How It Works

How We Drive Real Adoption

  Clave

Training and self-service alone are NOT sufficient to drive partner adoption of Value Management practices. Partners require personalized 1:1 support and coaching — the only proven approach to lasting adoption.

Low
Training +
Self-Service Only
High
Training + 1:1
Support & Coaching

Based on value management practice experience over 15+ years

4-Stage Adoption Model

01
Onboarding & Awareness
8h overview of VS / VR / VO concepts for all profiles (1:many)
02
Hands-On Deep Dive
8–12h personalized training using real opportunities and cases (1:1)
03
1:1 Advanced Coaching
30h expert on-the-job coaching with real customers — QBR at 3 & 6 months
04
Autonomy & Scale
Partner team runs the practice independently with full autonomy
OPTIONAL ADD-ON
Value Selling Value Realization Value Optimization
Digital VM Execution
Capacities:

AI-guided platform that leads partner teams step by step through the full VS, VR or VO cycle: structured process phases, configurable AI agents (KPI scoring, user insights), mixed human + AI execution mode, progress tracking by phase and role, and automated QBR report generation.

Structured Process Phases Configurable AI Agents Mixed Human + AI Execution Progress Tracking by Phase & Role Automated QBR Report Generation
Client Voices

What SAP Partners Say About the Program

Real feedback from participants across Latin America and Europe.

Value Selling
Latin America · Sales

"It taught us how to translate technology capabilities into real client value, equipping us to build solid arguments for executive-level conversations. The methodology can be applied across different clients."

SAP Partner — Sales Team, Latin America
Value Realization
Latin America · Customer Success

"This training went well beyond helping us prepare for client meetings. It gave us a clear understanding of how to approach customers with a genuine strategic-partner mindset — delivered with outstanding energy."

SAP Partner — Customer Success, Latin America
Value Realization
Latin America · Customer Success

"This highly professional, practical workshop provided us with valuable procedures, tools, and an effective framework for our diverse SAP Cloud customer base — helping maintain consistent, value-driven activities."

SAP Partner — Customer Success, Latin America
Value Selling
Latin America · Sales

"Combining VS and VR training helps generate client value from the very start and sustain it long after delivery — strengthening the bond and ensuring the client continuously perceives the value of the partnership."

SAP Partner — Sales Team, Latin America
Value Selling
Europe · Sales

"The interactive format and hands-on exercises helped me truly internalize the methodology rather than just learn the theory. I would strongly recommend this to any team looking to elevate their customer value approach."

SAP Partner — Sales Team, Europe
10
out of 10
Relevance Score · Partner Feedback
SAP Partner Value Program — LAC 2025
Our Team

Global, Multi-Language Team of 50 Value Experts

7.000+
Acquisition processes supported
Last 5 years
350+
Business Cases developed every year
Marpas-Hills Data
50+
Specialised consultants
On-demand team
20
Countries
Global reach
MARPAS HILLS
The Digital-First Company
  • Digital-native enablement & learning programs
  • Channel ecosystem & partner programs expert
  • AI-enhanced sales, presales and marketing academies
  • Proprietary analytical tools & ROI simulators
  • SAP Approved Vendor
  • Presence in Americas, Europe and Asia
Solid Track Record
25+ years of Value Management experience
  • 7,000+ software and technology acquisition processes supported in the last 5 years
  • 350+ Business Cases developed every year
  • Former senior consultants from McKinsey, Booz-Allen, Roland Berger, AT Kearney, Arthur D. Little, Accenture, EY, PWC, SAP and Oracle
  • 50+ specialised consultants in Value Management
  • Supports top global software vendors
  • Specialist in VS, VR and VO programs at scale

Leadership Team

The people behind the program

Helmar Rodriguez
Helmar Rodriguez
MH Senior Director · Madrid

30+ years leading commercial enablement programs at global scale. Expert in leadership, marketing, BDR, sales, presales and post-sales enablement. Former SAP. Specialist in designing high-performance commercial organizations with a focus on operational scalability and real adoption.

Leadership Marketing BDR Sales Presales · Post-Sales
View LinkedIn Profile
Pilar Martínez
Pilar Martínez
MH Senior Director · Barcelona

Expert in the SAP partner ecosystem. Former SAP with 30+ years of experience. Responsible for ensuring alignment with SAP Partner Ecosystem Success and SAP tools adoption across value programs.

SAP Ecosystem Partner Programs Sales Coaching
View LinkedIn Profile
José Catalá
José Catalá
MH Senior Director · Andorra

Expert in value management and founder of TVST. Former McKinsey, Booz-Allen, Roland Berger and SAP. MBA with 30+ years. Reference point for alignment with the SAP Global Value Advisory Team and global value services delivery coordination.

Value Management Business Cases SAP Global Advisory
View LinkedIn Profile

How We Scale VS, VR and VO

+200 high-quality value documents delivered monthly

Using the People · Systems · Processes framework, we ensure consistency, quality and scalability in every delivery.

People
Experienced and global
  • 50+ expert Value Management consultants on demand
  • Strong experience in scaling VM for large software vendors
  • Training sellers and partners in VM (1:1 and 1:many)
  • Global, multi-language team: LAC, EMEA and APAC
  • Onboarding, role specialisation and regional Account Managers
  • Continuous demand and capacity planning
Systems
SAP tools combined with MH
  • SAP VLM — 100% consistency with SAP methodology
  • Ticketing system: management, delivery time control and assignment to best consultant by expertise, language and location
  • Request via email + SAP Partners Portal integration + MH website
  • Monthly reporting: docs produced, response time, delivery and hours per consultant
  • Danta — quicker industry trends research
Processes
SAP Alignment, Standardization and QA
  • Continuous feedback and alignment with SAP Partner Ecosystem Success and Global Value Advisory Team
  • Service delivery SOPs aligned with SAP
  • Workflows for partner interaction, coaching calls and workshops
  • Strong quality assurance with embedded checkpoints for consistency at scale
  • PMO and QA leads overseeing delivery review and quality evaluation
  • Feedback loops (partner and customer surveys) for continuous improvement
SAP Approved Vendor
LAC + EMEA + APAC
50+ Consultants
20 Countries
350+ BCs/Year
7,000+ Processes
Program Overview

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Your Next Steps

1
Book a Discovery Call30-minute conversation to understand your situation and define the right starting point.
2
Select Your Program(s)Value Selling, Value Realization, Value Optimization — or the full end-to-end track.
3
First Cohort LaunchStart with a pilot group and complete the Onboarding + Hands-On course.
4
1:1 Coaching on Real CustomersDelivering real value documents and QBRs with your first customers.
5
Scale & Operate AutonomouslyFull adoption — your team runs the practice independently with our governance support.
Contact
tvst@marpashills.com
+34 628 42 72 97
marpashills.com
  SAP Approved Vendor · Eligible for Partner Development Funds