B2B Value Strategies Blog

September 18, 2014
There are times when even features themselves can seem intangible. Benefits arising from a feature like fuel efficiency seem easier to identify than benefits arising from a feature like “brand."  When faced with a situation like this, B2B product and marketing teams are tasked with the challenge of finding hidden economic...
September 11, 2014
In our experience, it is very easy to overlook important nuances in the relationships between features, benefits and value drivers. These relationships can either be one-to-one, one-to-many, or many-to-one. Take the example below. The product in question is a pick-up truck promising superior gas mileage versus...
September 05, 2014
Let me open this post with a very direct statement: Value-based Pricing is not just a pricing strategy. It is a go-to-market strategy. It is a customer-focused approach that touches segmentation, differentiation, communication and much more. Why am I making this statement? I have been working with many organizations and their...
September 04, 2014
Intangible value drivers (often considered “soft” value drivers like brand, quality, or reliability) are critical factors in the B2B product design, pricing, and sales process since these items are not easily replicated by new or low-cost competitors. Quantifying this value delivers a...
September 02, 2014
The August, 2014 release improves messaging and sales conversations by enabling Marketing users to more easily define value drivers and enhancing the way that Sales users present data.
 
Updates in this release allow users to:
 
- Define any value driver using any unit of measure specified within a model
- Automatically format value based on variable names by intelligently setting each new variable as a currency, percent, or count
- Utilize Variable tags for filtering the Variables list in...

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