B2B Value Strategies Blog

November 18, 2014

The critical step of defining a unit of measure can be easily overlooked when determining your product’s value versus alternatives. A best practice is to choose an important customer key performance metric (KPI) that is relevant when comparing your product’s advantages versus a...
November 13, 2014
The power and impact of pricing on the bottom line cannot be denied nor ignored. There exists a large body of academic and practitioner research demonstrating the positive impact that pricing can have on firms’ gross margins and also on bottom line profits. Pricing is actually considered by lots of...
November 05, 2014
At boot camp for B2B product managers, the sergeants drill recruits to understand customer value.  Basic training starts with differentiated features, moves to customer benefits and ascends to quantified customer value.  Those who don’t wash out emerge with an obsession for knowing...
October 31, 2014
In value modeling, the key step is the quantification of economic value, or what is sometimes referred to in the U.S. as “dollarization.” In LeveragePoint, this is when you’re adding or creating value drivers.
At its core, each value driver is a miniature comparative analysis of your product offering versus the next best alternative, referencing a single, discreet impact. Simply put, each value driver answers your customer’s two most important questions: what’s the difference between the two...
October 31, 2014
The October 2014 release allows Sales users to archive and more easily find unique value propositions. The release also simplifies the creation of value models.  
Enhancements from this release enable users to:
• Archive unique value propositions
• More easily find unique value propositions with automatic labeling
• Make copies of value drivers within value models
• Avoid the loss of data when an interruption in Internet connection occurs 
Archive Unique Value Propositions 
As Sales users...