B2B Value Strategies Blog

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...
October 30, 2014
Can you deploy value-based strategies without having the trade channels on board? The answer is simple: no you cannot. What happens when you go through trade channels that have their own processes, goals, and buying behaviors? How do you avoid retailers, distributors, and agents from becoming “...
October 28, 2014
“Your competitor’s price is 25% less, if you don’t lower your price you are out.” This type of threat from a professional buyer happens almost every day. Whether you sell services, industrial goods, or high-end medical devices, the story is similar. It’s part of the normal purchasing...
October 22, 2014

I have to admit that I didn’t make up the title of this post. No, I didn’t copy it from a seminar given to pharmaceutical or medical device executives. Likewise, it’s not from a recent webinar given to health insurance executives. “Show Me The Money: Capture the Benefits and Avoid Risks of Healthcare Reform” is the title of a...