B2B Value Strategies Blog

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...
October 17, 2014
CEOs often look for a way to make Customers the focal point of their organization.  Customer-centricity can take an enterprise to the next level.  As a mindset, it can improve the performance of teams no longer in touch with, or aligned with, their most important audience.    The clearest...
October 13, 2014

Successful B2B enterprises know how to quantify the economic value they deliver to customers.
You can too, as long as you answer these three simple questions.
1) What are you selling? 
2) Who are you selling to? 
3) Who/what is the competitive alternative?
But beware, these questions are deceptively...
October 09, 2014
Every product has a price tag, but you never see a “value tag”.  A value tag tells the customer “what’s it worth for me?” to buy the product.  Economic theory says that customers are willing to pay more for products that deliver them higher value.  If every product in the world had a...
October 06, 2014

The best B2B enterprises win by selling differentiated products and offerings.  They win profitably by realizing prices that reflect the customer value of their differentiation.   They win profitably and consistently by understanding, quantifying and communicating the value of their...