Hobson & Company

What Hobson & Company does

Hobson & Company is a privately held B2B management consulting firm founded in 2001/2002 and headquartered in Massachusetts, USA. The firm specializes in value-based selling enablement for software vendors, providing a combination of proprietary ROI/TCO modeling, primary customer research validation, and software tools that help enterprise software companies articulate business value to economic buyers. Its core engagement involves conducting customer interviews to validate realized benefits, building custom ROI and Excel models co-developed with client category expertise, and deploying web-based calculators that sales reps or prospects can use during the buying cycle.

The company's product portfolio includes Custom ROI Research and Excel Models (the core consulting deliverable), Web-based Rep-guided and Self-service ROI Models, the Customer Value Management (CVM) Platform (a central hub managing all ROI tools with usage analytics by rep, region, and opportunity), ROI Sales Training seminars, and ROI White Papers. Technology is centered on proprietary ROI modeling methodologies validated through primary customer research; the CVM Platform is delivered as hosted software with login access (roi.hobsonco.com). The firm has reportedly conducted over 13,769 ROI analyses and served 300+ clients across enterprise software, healthcare IT, SaaS, insurance technology, legal technology, hospitality technology, and other verticals.

Hobson & Company generates revenue through professional services engagements (custom ROI research, modeling, validation, and training) and recurring software platform subscriptions (CVM Platform and web-based ROI calculators). Pricing is not publicly disclosed; engagements are sold through direct B2B consulting relationships with sales and marketing leaders at enterprise software vendors, with multi-year contracts for consulting and training and annual subscriptions for the platform. Notable named customers include RadarFirst, Vertafore, Mitratech, eClinical Solutions, Surgical Information Systems, Passkey (Cvent), Vocus (Cision), Managed Objects (OpenText), and FieldEdge, with broader logo presence spanning Malwarebytes, KnowBe4, Jamf, Philips, GE, Flexera, and others.

Name

Hobson & Company

Legal name

Hobson & Company, Inc.

Website

https://hobsonco.com

Company type

Private

Founded year

2002

Operating status

Operating

Headcount range

1–10 employees

Short description

Hobson & Company is a privately held B2B consulting firm that helps enterprise software vendors sell on value, providing custom ROI modeling, validated customer research, web-based ROI calculators, a Customer Value Management platform, and sales training.

Ownership category

akta.pro rank

Product category

Sales Enablement Consulting

NAICS

Management Consulting Services (54161), Marketing Consulting Services (541613), Marketing Research and Public Opinion Polling (54191)

SIC

Services-Management Consulting Services (8742), Services-Advertising Agencies (7311)

akta.pro primary industry

Customer, Marketing & Sales Consulting (BPAHACAG)

akta.pro secondary industries

Solution Selling & Value-Based Selling (EDABABAD), Pricing, Revenue & Commercial Analytics (BPAHALAM), Market Research & Consumer Insights (BPAHALAA), Customer Success (Adoption, Retention & Expansion) (EDABABAG)

Keywords

• Value-based selling consulting
• ROI modeling tools
• Sales enablement services
• Customer value management
• Business case development

Headquarters

HQ city

Westwood

HQ country

United States

HQ region

North America

Offices1 record

Markets served

GTM type

B2B

Offering type

Services

Cost components

Personnel, Operations, Technology or R&D, Marketing or Sales

Revenue model

1. Consulting Services: Professional consulting engagements for developing custom ROI models, conducting customer research, and validating value frameworks for software vendors
2. Software Platform Subscription: Customer Value Management (CVM) Platform provided as a software solution for ongoing value-selling enablement

Pricing tiers

Go-to-market motion1 record

Distribution channels1 record

Marketing channels4 records

Core offering

Hobson & Company provides custom ROI research and Excel-based models, web-based ROI calculators (rep-guided and self-service), and a Customer Value Management (CVM) platform to enterprise software vendors. The firm conducts customer research to validate business benefits and builds evidence-based value frameworks that help sales teams articulate business value to economic buyers. It also delivers ROI sales training and thought leadership white papers to support value-based selling.

Product overview

Hobson & Company offers a suite of value-selling consulting services and tools centered on ROI modeling and business value communication. The portfolio consists of Custom ROI Research and Excel Model (core consulting deliverable), which feeds into three digital tools: Web-based Rep-guided ROI Model (for sales teams to generate prospect-specific reports), Web-based Self-service ROI Model (for marketing-led lead generation), and the Customer Value Management (CVM) Platform (central hub managing all ROI tools and providing analytics on usage). Supporting services include ROI Sales Training and ROI White Papers. The company has served 300+ ROI clients across enterprise software, healthcare IT, and SaaS industries.

Differentiator

Problem solved

Functional benefit

Products and services

• Custom ROI Research and Excel Model Combines proprietary ROI modeling and research methodologies with customer category expertise to develop an evidence-based value framework, including customer research to confirm realized business benefits and validate assumptions. Sold to enterprise software vendors.
• Web-based Rep-guided ROI Model A web-based ROI calculator that enables Sales to quantify prospect savings through qualification questions, generating and sending polished ROI reports to economic decision-makers. Used by enterprise software sales teams.
• Web-based Self-service ROI Model Self-service web tool designed to engage prospects early in the buying cycle, allowing prospects to explore benefits and assess impact independently, used in value-based lead generation campaigns.
• Customer Value Management (CVM) Platform Central hub for value-based selling across Sales and Marketing, enabling reps to create analyses, access saved models, deliver ROI reports, and providing Sales Operations visibility into ROI tool usage by rep, region, and opportunity.
• ROI Sales Training Seminar series equipping sales force with understanding of ROI story and practical skills to leverage custom ROI model throughout the sales process, addressing customer questions and prospect considerations.

Quantifiable outcome

• Reduce time on task by 90%
• +9 more outcomes

Named customers10 records

Segments4 records

Ideal customer profiles3 records

Technology focussed Yes

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

Feature3 records

Partnerships

One partnership is on record.

• eClinical SolutionscoreStrategic or Co-development Partner · 7 May 2026eClinical Solutions collaborated with Hobson & Company to quantify the ROI of its elluminate Clinical Data Intelligence Platform. Hobson & Company conducted interviews with eClinical Solutions clients to validate the financial and operational value, documenting a 241% ROI on a $5M investment with measurable efficiency gains including 90% reduction in data aggregation time and 25% reduction in cycle time from LPLV to database lock.

Scale indicators9 records

Recent moves5 records

Expansion highlights4 records

Emerging players

• Gong: Revenue intelligence platform that captures sales conversations and surfaces ROI messaging and win-rate signals. Indirect competition for budget allocated to value-selling enablement.
• Mediafly: Sales enablement and value-selling platform with interactive ROI calculators, sales content management, and coaching tools. Adjacent to Hobson's CVM Platform with technology-first approach.

Direct peers

• The Brooks Group: Sales training and consulting firm serving B2B and industrial sales organizations with value-selling programs. Comparable in sales training and value-based selling delivery model.
• Corporate Visions: B2B sales and marketing enablement company offering messaging frameworks, sales training, and value-selling tools. Addresses the same enterprise software buyer and similar value-communication challenges.
• Force Management: Sales transformation firm that provides value-selling frameworks, sales training, and deal qualification tools to enterprise technology companies. Comparable in target market and methodology rigor.
• RAIN Group: Sales training and consulting firm focused on consultative and value-based selling for B2B sales organizations. Overlaps with Hobson in sales training, workshops, and B2B technology vendor clients.
• ValueSelling Associates: A direct competitor offering value-based selling methodology, ROI tools, and sales training to B2B technology vendors. Highly comparable to Hobson in customer base (software vendors) and product suite (workshops, tools, enablement).

Broad incumbents

• Gartner: Large research and advisory firm that frequently publishes on value-based selling and B2B sales enablement. Indirectly comparable as a broader analyst/practitioner influence on the same buyer audience.
• Challenger (a BTS company): Sales performance and training firm behind the Challenger Sale methodology, serving large enterprise B2B sellers. Competes in the same value-selling category but at significantly larger scale and broader portfolio.
• Richardson: Global sales training and performance improvement firm serving large B2B sales organizations. Overlaps with Hobson in sales training and consultative/value-based selling programs.

Market position

Strengths5 records

Weaknesses5 records

Competitive moat4 records

Key risks6 records

Key highlights7 records

Customer concentration

Revenue estimate

Valuation estimate

Number of profiles

Profiles5 records

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about Hobson & Company