In Wednesday's webinar, "How To Capture Value With Demanding Customers," Tim Rowlands of Edgeworth Inc. and Greg Wagner of ValuEngager joined us to share how to execute on value propositions in the field. At the conclusion of the webinar, the audience posed some terrific questions, which we have split into two parts. See below for Part I, featuring answers from both Tim and Greg. Part II and the link to the recording will be posted next week.
Q: How do you determine and identify customers who
In Wednesday's webinar, "Design to Value: Deliver Bigger, Faster, Value-Based Innovations," Bill Poston and Reed Shelger of Kalypso, LeveragePoint's newest strategic alliance partner, joined us to share their latest client case study of a company that transformed its early phase product development process to successfully bring more breakthrough innovations to market. Both answered questions during the interactive Q&A session, recapped below, that concluded the presentation. Some answers fea
In recent weeks, as many publicly traded manufacturing companies announced their quarterly projections, results have been mixed. Whereas General Electric expects an increase in earnings despite stagnating sales, others like U.S. Steel and Kennametal expect large hits to profitability, unable to overcome missed sales targets.
And a lot can be read from the numbers by comparing top performers to those losing out.
It is easy to see why these companies performed so differently when you take a
In our May webinar, "Use Value-Based Design to Drive New Product Success," John Hogan joined us to discuss how value-based design can dramatically improve new product success rates. We received some great questions during the presentation and split them up into a two-part Q&A. Click here to read Part I, and see Part II below, which also included comments from moderator Ed Arnold, VP of Products at LeveragePoint.
Q: What happens in markets where competitors are constantly lowering price?
Leading B2B companies know and understand how to effectively sell the value of their products to customers. Yet selling multiple products or modules together to create complete solutions for the customer presents its own unique set of challenges. In return for giving you, the supplier, all of their business, customers expect a volume discount. But in fact, for many vendors, the ability to offer complete solutions to customers can be an important competitive differentiator. And instead of capturi
In our recent webinar, "How to Grow Profitably by Capturing Value", Harry Macdivitt shared best practices for uncovering underlying customer needs, and delivering value propositions that convincingly demonstrate why customers should buy from you. Part one of the interactive Q&A session is recapped below, and click here for part two.
Q: What advice do you have for reeling in smaller customers who have been given aggressive pricing, without losing their business?
A: Ultimately, you get what yo
In our January 2013 webinar, "Maximizing ROI In Product Development", presented by Dr. Stephan Liozu, he shared his framework of integrating ROI in new product development (NPD) processes. Below is part 1 of a 2-part extended Q&A session with webinar participants. Click here to watch the recording and get a copy of the presentation slides. Click here to read Part 2 of the Q&A.
Q: What is the key stumbling block to maximizing ROI in new product development?
A: The biggest one that I've s
This is Part 1 of a two-part post. Click here for Part 2.
Many companies want to implement value pricing, but have had limited success in achieving their goal. Many attempts at value pricing fail because there is a broken link in the Value Pricing Process Chain, which consists of four key elements. Break a link and your pricing strategy will fail.
An understanding and application of value pricing principles should be at the foundation of any pricing activity. Many companies want to move to value
Last month, the Professional Pricing Society held its 2012 Fall conference in Orlando, bringing together pricing professionals from around the country to learn impactful strategies, tactics, and techniques to improve profitability. Here are four key takeaways from the conference:
Organizations Continue To Underprice Relative to the Value They Deliver
In his keynote speech, Reed Holden of Holden Advisors discussed how companies are failing to sell high value products or services at a fair price
Last week, pricing professionals gathered in downtown Pittsburgh to share insights, trends, and best practices for pricing. The event, hosted by the Western PA Pricing Professionals Group and The Pricing Cloud, featured a breakfast panel and presentations on topics that included the power of value-based pricing and best practices for value modeling. We observed three key themes that emerged from the conference:
An organization-wide transformation to a value-based pricing strategy c